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An overview of this role
As an Ecosystem Sales Manager on GitLab's Ecosystem team, you'll help grow and strengthen the partner relationships that expand GitLab's reach across the Alps region. In this role, you'll work with strategic partners and GitLab's field sales organization to build plans that advance pipeline growth, revenue generation, and long-term partner success. You'll engage across both pre-sales and post-sales motions, helping connect partners to the right opportunities and position them to help customers as their needs become more complex. This is a highly collaborative role with meaningful visibility, and we'll rely on you to work with internal stakeholders and external partners to shape territory strategy, drive execution, and improve partner performance in a remote, values-based environment.
Some examples of our projects:
- Building and managing strategic relationships with system integrators, solution providers, managed services partners, and hyperscalers such as AWS and Google across The Alps
- Designing joint business plans with partners that include account mapping, go-to-market activities, governance, and measurable goals for pipeline and revenue growth
What you’ll do
- Lead strategic partner initiatives that support long-term ecosystem growth across your assigned Alps territory.
- Build, maintain, and manage strong relationships with GitLab's field sales organization, including proactive engagement with account executives, area sales managers, and geographic leadership.
- Work closely with regional partners, including system integrators, solution providers, managed services partners, and hyperscalers, to support customer success and sales objectives.
- Design and execute comprehensive joint business plans with partners, including account mapping, go-to-market strategies, and governance models.
- Coordinate and facilitate involvement from GitLab team members such as sales leadership, support, and other cross-functional stakeholders as needed to help meet sales targets and ecosystem goals.
- Identify and support territory-specific demand generation and pipeline-building activities with strategic partners.
- Contribute to quarterly business reviews and annual planning activities within the Ecosystem organization.
- Prepare forecasts, progress updates, presentations, territory plans, and reports that help track partner performance and inform decision-making.
What you’ll bring
- Experience selling software development tools, application lifecycle management solutions, or related technology through strategic partnerships.
- Strong knowledge of the partner ecosystem in the Alps region, with an established network and understanding of regional market dynamics.
- Expertise in cloud and partner motions, with the ability to work effectively with a range of ecosystem partners and align them to customer and sales needs.
- Experience with business-to-business sales and a results-oriented approach to partner development, pipeline creation, and revenue growth.
- Interest in GitLab, open source software, and the role partners play in helping customers adopt and expand their use of the platform.
- Effective written and verbal communication skills in English, with the ability to present clearly and build trust across internal and external audiences.
- Ability to build productive working relationships with internal and external stakeholders, make informed decisions, and effectively manage multiple competing priorities in a fast-paced environment.
- Proficiency with Salesforce and GitLab, along with willingness and ability to travel up to 50% in line with company policy.
About the team
On the Ecosystem team, we work to make partners a meaningful part of how GitLab grows, serves customers, and scales across markets. We partner closely with Sales and other cross-functional leaders to engage the right partners throughout the sales cycle, from early opportunity development through ongoing customer growth. You'll join a team that values strategic thinking, strong execution, and clear accountability, with a focus on building partner capability and capacity in regions where customer needs are becoming more advanced. In the Alps, that means working across a diverse landscape of partners and cloud relationships while helping us create durable, high-impact routes to market through the ecosystem.
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Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
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