Senior Ecosystem Solutions Architect

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. Learn more about Life at GitLab.

We are looking for a Senior Ecosystem Solutions Architect team to join our team in North America.

Ecosystem SAs will support the Ecosystem Sales Managers whose main responsibility is to work with field account teams to achieve their revenue goals leveraging partners to scale the quantity, value, and strategic relevance of deals.

The ESA's primary contribution is to help the GitLab Global Ecosystem team drive our sales strategy by empowering an ecosystem of partners with mature GitLab GTM solutions, services practices, and GTM solutions. The Ecosystem SA role also entails communicating technical concerns of partners back into GitLab Product, Engineering, Marketings and other areas as appropriate. This role involves pre-sales and supporting partners.

To learn more, see the Solutions Architect handbook

What you'll do

• Engage in a technical consultancy role for cloud, channel, system integrator, and technology alliance partners, providing technical assistance, guidance, and solutions architecture consulting both remotely and on-site. This involves ensuring the selling and service delivery readiness of GitLab partners, transferring knowledge, and earning “trusted advisor” status with strategic partners.
• Create and maintain relationships with external partner leaders that contribute to large Net ARR deals and customer success.
• Build and deliver solutions, reference implementations, and demos that highlight alliance partners’ technologies in conjunction with GitLab. Additionally, contribute to GitLab’s customer-facing publications, including whitepapers, blogs, diagrams, reference architectures, and the GitLab Handbook.
• In partnership with the ecosystem sales team, formulate and execute a sales, solution and practice strategy to exceed revenue targets through the delivery of solutions & services that drive the adoption of GitLab.
• Work with Customer Success and Sales teams to ensure the partner is acting in good faith and effectively when delivering GitLab services to a customer.
• Educate partners of all sizes on the value proposition of GitLab, and participate in all levels of discussions throughout the organization to ensure our solution is set up for successful deployment.
• Enable the ecosystem partners to provide technical evaluations via POC/POV ownership, RFP/audit support, and workshop design.
• Capture and share best-practice knowledge amongst the GitLab community and other Ecosystem Solutions Architects.
• Serve as the partner advocate to other GitLab teams, including Product Development, Sales, and Marketing.
• As part of internal and external evangelism, communicate, grow and evolve awareness of applicable partner technology, services, success stories, market trends and best practices.

What you'll bring

• Experience building solutions and professional services through partners.
• Knowledge of all or most of the following categories in the DevSecOps space: Consulting, Integration, and or Technical Advisory.
• Technical background with key partnerships, especially AWS. Certifications from AWS and other vendors is a plus.
• Technical presentation and communication skills.
• Ability to use GitLab.
• Ability to travel if needed and comply with the company’s travel policy.

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Unlimited PTO (paid time off)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget
• Parental leave
• Home office support

Hiring process

• Selected candidates will be invited to schedule a screening call with our Global Recruiters.
• Next, candidates will be invited to schedule a first interview with the SA team Manager.
• Candidates may be invited to schedule an interview with a Solutions Architect peer or other SA team Manager.
• Then, candidates will be required to deliver a demo of GitLab to a panel of sales and Ecosystem attendees using the Demo Guide.
• Candidates may be invited to additional interviews.
• Successful candidates will be made an offer after references are verified.

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.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.