GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values.

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. They also work with partners to establish and measure goals and performance including pipeline, revenue generation, and growing their overall GitLab practice.

What you’ll do

• Lead major ecosystem partner initiatives, developing long-term strategic plans for ecosystem partner growth.
• Extensive communication both internally at senior levels and externally with major partners.
• Influence 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.
• 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 the same or similar fields.
• Strong network across the partner ecosystem in Iberia.
• Expertise in 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.
• 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.

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion, and belonging. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

• Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests.

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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