Remote, due to the stakeholders location candidates must be based in Spain

An overview of this role

A strong partner ecosystem is crucial in the success and growth of GitLab’s business. Partners are a strategic imperative for GitLab’s continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales. Partner Account Managers (Internal name is Ecosystem Sales Managers) are critical in recruiting and building relationships with partners. Partner Account Managers (Internal name is Ecosystem Sales Managers) also work with partners to establish and measure goals and performance including pipeline, revenue generation and growing their overall GitLab practice.

All individual contributors are referred to as “Ecosystem Sales Managers” or “ESM” and share the same primary requirements, responsibilities, and performance indicators.

What you’ll do

• Responsibilities: Leads major ecosystem partner initiatives, develops long-term strategic plans for ecosystem partner growth.
• Interaction: Extensive communication both internally at senior levels and externally with major partners.
• Impact: High, influencing key strategic decisions and ecosystem partner performance.
• Coordinate/facilitate the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives.
• Build, maintain, and manage relationships with the Gitlab field sales organization.
• Proactively engage with GitLab AEs, ASMs and geo leadership.
• Work closely with local System Integrators, Solution providers, Managed Services Partners and Hyperscalers (AWS & Google)
• Design and execute comprehensive joint business plans with partners, including detailed partner account mapping, go-to-market strategies, and governance models to ensure a robust and mutually beneficial relationship.
• Identify and support regional-specific demand generation/pipeline building activities with strategic partners.
• Contribute to quarterly business reviews (QBRs) within your assigned territory.
• Participate in annual planning within the Ecosystem organization.
• Provide cloud-related weekly forecasts and/or progress reports.
• Prepare presentations, territory plans and reports as required.
• Knowledge: In-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations.

What you’ll bring

• Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships.
• 5+ years in same or similar fields
• Strong network across the partner ecosystem in Iberia
• Be an expert of Partner Ecosystems in the Iberia region and the Cloud market
• Experience selling open source solutions.
• Experience with B2B sales.
• Interest in GitLab, and open source software.
• Language Proficiency: Fluent in both Spanish and English, with excellent communication skills in both languages.
• Effective written and verbal communication skills.
• Strong interpersonal skills and an ability to remain calm under pressure.
• Established personal network within the industry.
• Results oriented perspective.
• You share our values, and work in accordance with those values.
• Ability to use GitLab.
• Experience with Salesforce.
• Ability to travel up to 50% and comply with the company’s travel policy.