Partner Account Manager

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 are critical in recruiting and building relationships with partners. Partner Account Managers also work with partners to establish and measure goals and performance including pipeline, revenue generation and growing their overall GitLab practice.

Levels

Role	Grade
Associate Partner Account Manager	Grade 5
Partner Account Manager	Grade 6
Senior Partner Account Manager	Grade 7
Staff Partner Account Manager	Grade 8
Senior Manager, Partner Account Management	Grade 9
Director, Partner Account Management	Grade 10

Associate Partner Account Manager

The Associate Partner Account Manager typically reports to the Director, Partner Account Management.

Job Grade

The Associate Partner Account Manager is a grade 5.

Associate Responsibilities

The Associate Partner Account Manager is responsible for the following with significant guidance and oversight from their manager.

Partner Planning

• Evangelize GitLab’s value proposition to assigned partners.
• In collaboration with partner leaders at assigned partners, develop a joint partnership strategy and GTM plan that includes investments in:
  • Practice Development
  • Co-selling
  • Sourcing GitLab business, and
  • Developing industry and cloud-based solutions
• which contribute to GitLab growth and adoption.
• Cultivate partner offerings and solutions to drive customer engagement and adoption of GitLab DevSecOps.

Partner Management

• Manage a portfolio of assigned partners focusing on the following key areas:
  • Business planning
  • Executive alignment
  • Technical alignment
  • Marketing alignment
• Collaborate with the GitLab Enablement and Partner Program teams to arrange enablement for assigned partners.
• Lead quarterly business reviews (QBRs) and iterate joint plans quarterly for assigned partners.
• Assist in driving the execution of partner programs and initiatives.
• Manage the day-to-day needs of assigned partners including
  • Deal Registration Review of sourced opportunities
  • Reviewing MDF requests
  • Proper use and assignment of partner incentives
  • Connecting partners to GitLab resources
  • Etc.
• Monitor partner compliance with GitLab Partner Programs and partner agreements.

Joint Activity

• Collaborate with regional GitLab teams and leaders to develop joint opportunities that expand each partner’s GitLab-related practice, revenue (sourcing and co-selling), and solutions.
• Coordinate GitLab teams (e.g., Partner Program, Partner Marketing, Field Sales, etc.) in support of joint partner plans.
• Match partner services capabilities to opportunity-specific needs.
• Facilitate account and opportunity mapping between GitLab field sales and assigned partners to accelerate and amplify GitLab revenue growth and adoption.
• Represent GitLab at partner events.

Partnering Best Practices

• Adopt partner-related best practices.
• Foster a regular meeting cadence between assigned partner & GitLab stakeholders.
• Ensure effective and timely bi-directional partner communications
• Stay abreast of competitive products, technologies and industry trends.

riving Results

• Drive the growth of GitLab investment within each assigned partner organization from among the following:
  • Quarterly demand generation programs
  • Number of certifications
  • GitLab practice capacity
  • GitLab-specific solutions
  • Customer success stories
• Attain KPI’s to ensure that the goals are met.
• Deliver GitLab pipeline and revenue through and with assigned partners.
• Maintain pipeline and dashboards that communicate assigned partner contributions to GitLab.
• Produce weekly forecasts for assigned partners.

Associate Requirements

Partner Sales and Services

• Experience supporting multiple partner types including systems integrators (SIs), consulting organizations, resellers, and/or distributors
• Experience delivering results using an influenced revenue or indirect sales model through partners
• Understanding of different partner models

Partner Management

• Basic experience in partner management preferably in software or SaaS solutions.
• Knowledge and/or experience with different partner GTM and organizational models.
• Understanding of offer creation, marketing, lead generation and professional services organization key performance indicators.
• Able to function as a trusted advisor by partners and sales leadership

Industry Knowledge

• Basic DevOps knowledge and/or experience including security and/or cloud services.
• Basic experience with B2B indirect sales of high technology solutions.
• Interest in GitLab, and open source software.

CREDIT Values

• Ability to work in a fast-paced environment; must be high energy, motivated and a self starter.
• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization
• Strong analytical, organizational, and project management skills
• Effective communicator with good interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Willingness to deepen technical and domain knowledge
• Results driven
• Tenacity. Persists under tough circumstances. Resilient. Overcomes obstacles.
• Ability to travel up to 50% within the assigned territory and comply with the company’s travel policy.

Associate Performance Indicators

• % Revenue Partner Source
• % Revenue Partner Cosell/Influence
• Size of Partner Practices - skilled, certified consultants and deliver resources

Partner Account Manager (Intermediate)

The Partner Account Manager (Intermediate) typically reports to the Director, Partner Account Management

Job Grade

The Partner Account Manager (Intermediate) is a grade 6.

Intermediate Responsibilities

The Partner Account Manager (Intermediate) is responsible for the following with some guidance and oversight from their manager.

Partner Planning

• Evangelize GitLab’s value proposition to assigned partners.
• In collaboration with partner leaders at assigned partners, develop a joint partnership strategy and GTM plan that includes investments in:
  • Practice Development
  • Co-selling
  • Sourcing GitLab business, and
  • Developing industry and cloud-based solutions
• which contribute to GitLab growth and adoption.
• Cultivate partner offerings and solutions to drive customer engagement and adoption of GitLab DevSecOps.

Partner Management

• Manage a portfolio of assigned partners focusing on the following key areas:
  • Business planning
  • Executive alignment
  • Technical alignment
  • Marketing alignment
• Collaborate with the GitLab Enablement and Partner Program teams to arrange enablement for assigned partners.
• Lead quarterly business reviews (QBRs) and iterate joint plans quarterly for assigned partners.
• Assist in driving the execution of partner programs and initiatives.
• Manage the day-to-day needs of assigned partners including
  • Deal Registration Review of sourced opportunities
  • Reviewing MDF requests
  • Proper use and assignment of partner incentives
  • Connecting partners to GitLab resources
  • Etc.
• Monitor partner compliance with GitLab Partner Programs and partner agreements.

**Joint Activity&&

• Collaborate with regional GitLab teams and leaders to develop joint opportunities that expand each partner’s GitLab-related practice, revenue (sourcing and co-selling), and solutions.
• Coordinate GitLab teams (e.g., Partner Program, Partner Marketing, Field Sales, etc.) in support of joint partner plans.
• Match partner services capabilities to opportunity-specific needs.
• Facilitate account and opportunity mapping between GitLab field sales and assigned partners to accelerate and amplify GitLab revenue growth and adoption.
• Represent GitLab at partner events.

Partnering Best Practices

• Adopt partner-related best practices.
• Foster a regular meeting cadence between assigned partner & GitLab stakeholders.
• Ensure effective and timely bi-directional partner communications
• Stay abreast of competitive products, technologies and industry trends.

Driving Results

• Drive the growth of GitLab investment within each assigned partner organization from among the following:
  • Quarterly demand generation programs
  • Number of certifications
  • GitLab practice capacity
  • GitLab-specific solutions
  • Customer success stories
• Attain KPI’s to ensure that the goals are met.
• Deliver GitLab pipeline and revenue through and with assigned partners.
• Maintain pipeline and dashboards that communicate assigned partner contributions to GitLab.
• Produce weekly forecasts for assigned partners.

Intermediate Requirements

Partner Sales and Services

• Experience supporting multiple partner types including systems integrators (SIs), consulting organizations, resellers, and/or distributors
• Experience delivering results using an influenced revenue or indirect sales model through partners
• Understanding of different partner models

Partner Management

• Experience in partner management preferably in software or SaaS solutions.
• Knowledge and/or experience with different partner GTM and organizational models
• Understanding of offer creation, marketing, lead generation and professional services organization key performance indicators
• Able to function as a trusted advisor by partners and sales leadership

Industry Knowledge

• DevOps knowledge and/or experience including security and/or cloud services.
• Basic experience with B2B indirect sales of high technology solutions.
• Interest in GitLab, and open source software.

CREDIT Values

• Ability to work in a fast-paced environment; must be high energy, motivated and a self starter.
• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization
• Strong analytical, organizational, and project management skills
• Effective communicator with good interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Willingness to deepen technical and domain knowledge
• Results driven
• Tenacity. Persists under tough circumstances. Resilient. Overcomes obstacles.
• Ability to travel up to 50% within the assigned territory and comply with the company’s travel policy.

Intermediate Performance Indicators

• % Revenue Partner Source
• % Revenue Partner Cosell/Influence
• Development of Partner Practices - skilled, certified consultants and deliver resources

Senior Partner Account Manager

The Senior Partner Account Manager typically reports to the Director, Partner Account Management

Job Grade

The Senior Partner Account Manager is a grade 7.

Senior Responsibilities

The Senior Partner Account Manager is responsible for the following with little to no guidance and oversight from their manager.

Partner Planning

• Evangelize GitLab’s value proposition to assigned partners.
• In collaboration with partner leaders at assigned partners, develop a joint partnership strategy and GTM plan that includes investments in:
  • Practice Development
  • Co-selling
  • Sourcing GitLab business, and
  • Developing industry and cloud-based solutions
• which contribute to GitLab growth and adoption.
• Cultivate partner offerings and solutions to drive customer engagement and adoption of GitLab DevSecOps.

Partner Management

• Manage a portfolio of assigned partners focusing on the following key areas:
  • Business planning
  • Executive alignment
  • Technical alignment
  • Marketing alignment
• Collaborate with the GitLab Enablement and Partner Program teams to arrange enablement for assigned partners.
• Lead quarterly business reviews (QBRs) and iterate joint plans quarterly for assigned partners.
• Assist in driving the execution of partner programs and initiatives.
• Manage the day-to-day needs of assigned partners including:
  • Deal Registration Review of sourced opportunities
  • Reviewing MDF requests
  • Proper use and assignment of partner incentives
  • Connecting partners to GitLab resources
  • Etc.
• Monitor partner compliance with GitLab Partner Programs and partner agreements.

Joint Activity

• Collaborate with regional GitLab teams and leaders to develop joint opportunities that expand each partner’s - - - GitLab-related practice, revenue (sourcing and co-selling), and solutions.
• Coordinate GitLab teams (e.g., Partner Program, Partner Marketing, Field Sales, etc.) in support of joint partner plans.
• Match partner services capabilities to opportunity-specific needs.
• Facilitate account and opportunity mapping between GitLab field sales and assigned partners to accelerate and amplify GitLab revenue growth and adoption. Represent GitLab at partner events.

Partnering Best Practices

• Adopt partner-related best practices.
• Foster a regular meeting cadence between assigned partner & GitLab stakeholders.
• Ensure effective and timely bi-directional partner communications
• Stay abreast of competitive products, technologies and industry trends.

Driving Results

• Drive the growth of GitLab investment within each assigned partner organization from among the following:
  • Quarterly demand generation programs
  • Number of certifications
  • GitLab practice capacity
  • GitLab-specific solutions
  • Customer success stories
• Attain KPI’s to ensure that the goals are met.
• Deliver GitLab pipeline and revenue through and with assigned partners.
• Maintain pipeline and dashboards that communicate assigned partner contributions to GitLab.
• Produce weekly forecasts for assigned partners.

Senior Requirements

Partner Sales and Services

• Experience supporting multiple partner types including systems integrators (SIs), consulting organizations, resellers, and/or distributors
• Experience delivering results using an influenced revenue or indirect sales model through partners
• Understanding of different partner models

Partner Management

• Basic experience in partner management preferably in software or SaaS solutions.
• Knowledge and/or experience with different partner GTM and organizational models
• Understanding of offer creation, marketing, lead generation and professional services organization key performance indicators
• Able to function as a trusted advisor by partners and sales leadership

Industry Knowledge

• Basic DevOps knowledge and/or experience including security and/or cloud services.
• Basic experience with B2B indirect sales of high technology solutions.
• Interest in GitLab, and open source software.

CREDIT Values

• Ability to work in a fast-paced environment; must be high energy, motivated and a self starter.
• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization
• Strong analytical, organizational, and project management skills
• Effective communicator with good interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Willingness to deepen technical and domain knowledge
• Results driven
• Tenacity. Persists under tough circumstances. Resilient. Overcomes obstacles.
• Ability to travel up to 50% within the assigned territory and comply with the company’s travel policy.

Senior Performance Indicators

• % Revenue Partner Source
• % Revenue Partner Cosell/Influence
• Size of Partner Practices - skilled, certified consultants and deliver resources

Staff Partner Account Manager

The Staff Partner Account Manager reports to either tje Director, Partner Territory Management or the Director, Partner Account Management.

Job Grade

The Staff Partner Account Manager is a grade 8.

Staff Responsibilities

The Staff Partner Account Manager is responsible for the following with minimal guidance and oversight from their manager.

Partner Planning

• Evangelize GitLab’s value proposition to assigned partners.
• In collaboration with partner leaders at assigned partners, develop a joint partnership strategy and GTM plan that includes investments in:
  • Practice Development
  • Co-selling
  • Sourcing GitLab business, and
  • Developing industry and cloud-based solutions
• which contribute to GitLab growth and adoption.
• Cultivate partner offerings and solutions to drive customer engagement and adoption of GitLab DevSecOps.

Partner Management

• Manage a portfolio of assigned partners focusing on the following key areas:
  • Business planning
  • Executive alignment
  • Technical alignment
  • Marketing alignment
• Collaborate with the GitLab Enablement and Partner Program teams to arrange enablement for assigned partners.
• Lead quarterly business reviews (QBRs) and iterate joint plans quarterly for assigned partners.
• Assist in driving the execution of partner programs and initiatives.
• Manage the day-to-day needs of assigned partners including:
  • Deal Registration Review of sourced opportunities
  • Reviewing MDF requests
  • Proper use and assignment of partner incentives
  • Connecting partners to GitLab resources
  • Etc.
• Monitor partner compliance with GitLab Partner Programs and partner agreements.

Joint Activity

• Collaborate with regional GitLab teams and leaders to develop joint opportunities that expand each partner’s GitLab-related practice, revenue (sourcing and co-selling), and solutions.
• Coordinate GitLab teams (e.g., Partner Program, Partner Marketing, Field Sales, etc.) in support of joint partner plans.
• Match partner services capabilities to opportunity-specific needs.
• Facilitate account and opportunity mapping between GitLab field sales and assigned partners to accelerate and amplify GitLab revenue growth and adoption.
• Represent GitLab at partner events.

Partnering Best Practices

• Adopt partner-related best practices.
• Foster a regular meeting cadence between assigned partner & GitLab stakeholders.
• Ensure effective and timely bi-directional partner communications.
• Stay abreast of competitive products, technologies and industry trends.

Driving Results

• Drive the growth of GitLab investment within each assigned partner organization from among the following:
  • Quarterly demand generation programs
  • Number of certifications
  • GitLab practice capacity
  • GitLab-specific solutions
  • Customer success stories
• Attain KPI’s to ensure that the goals are met.
• Deliver GitLab pipeline and revenue through and with assigned partners.
• Maintain pipeline and dashboards that communicate assigned partner contributions to GitLab.
• Produce weekly forecasts for assigned partners.

Staff Requirements

Partner Sales and Services

• Experience supporting multiple partner types including systems integrators (SIs), consulting organizations, resellers, and/or distributors.
• Experience delivering results using an influenced revenue or indirect sales model through partners.
• Understanding of different partner models.

Partner Management

• Basic experience in partner management preferably in software or SaaS solutions.
• Knowledge and/or experience with different partner GTM and organizational models.
• Understanding of offer creation, marketing, lead generation and professional services organization key performance indicators.
• Able to function as a trusted advisor by partners and sales leadership.

Industry Knowledge

• Basic DevOps knowledge and/or experience including security and/or cloud services.
• Basic experience with B2B indirect sales of high technology solutions.
• Interest in GitLab, and open source software.

CREDIT Values

• Ability to work in a fast-paced environment; must be high energy, motivated and a self starter.
• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
• Strong analytical, organizational, and project management skills.
• Effective communicator with good interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Willingness to deepen technical and domain knowledge.
• Results driven.
• Tenacity. Persists under tough circumstances. Resilient. Overcomes obstacles.
• Ability to travel up to 50% within the assigned territory and comply with the company’s travel policy.

Staff Performance Indicators

• % Revenue Partner Source
• % Revenue Partner Cosell/Influence
• Development of Partner Practices - skilled, certified consultants and deliver resources

Senior Manager, Partner Account Management

The Senior Manager, Partner Territory Management typically reports to the Vice President, Partner Sales.

Job Grade

The Senior Manager, Partner Account Management is a [grade 9] (https://handbook.gitlab.com/handbook/total-rewards/compensation/compensation-calculator/#gitlab-job-grades).

Senior Manager Responsibilities

Team Management

• Lead, manage, and motivate an assigned partner team including resource hiring, mentorship and performance management with guidance.
• Provide strategic leadership and a results-oriented mindset through high engagement, setting a clear vision and willingness to challenge assumptions.
• Lead by example in partnering with functional leaders in sales, programs, solution architects, product leadership, marketing, legal, customer success, services and operations to ensure customer and partner success.
• Provide understanding of business dynamics and key drivers and set strategies, tactics, and success metrics.
• Oversee co-selling to drive GitLab revenue with regional partners and through strategic cloud partner marketplaces.
• Resolve partner and marketplace deal escalations.
• Provide VP, Partners with critical business visibility and weekly business status.
• Participate in and/or present in quarterly business reviews (QBRs).
• Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales as needed.
• Execute, manage and deliver GitLab pipeline and revenue tied to partner strategies and initiatives in close alignment with internal and external stakeholders.
• Maintain partner-driven pipeline and dashboards that help communicate to GitLab leadership the effectiveness of identified programs and investments.
• Oversee use of Salesforce for partner deal registrations
• Proactively communicate partner-related value, success, and activities to GitLab regional sales teams and leadership.

Regional Partnering

• Work closely with GitLab regional sales leadership to inform the partner strategies, programs and best practices.
• Engage GitLab regional sales leadership, solutions architects and partner marketing teams to ensure awareness and leverage of partners.
• Foster executive relationships regionally of GitLab sales leaders and partner organizations.
• Evangelize GitLab’s value proposition to partner organizations.
• Provide executive support at regional partner marketing events.
• Oversee partner-led demand generation, pipeline building activities, and related go-to-market planning within the assigned region.
• Leverage your extensive, long-standing professional network to maximize relationships with partners.
• Partners with respective cross functional leaders to facilitate due diligence, fact finding, deal negotiations and final contract development and implementation
• Ensure partner compliance with Partner programs and agreements.

Senior Manager Requirements

Indirect Sales and Team Management

• Ability to build, lead and execute global partnering strategy in a cross-functional environment as a people leader.
• Ability to communicate the strategic direction of GitLab to the global partner team.
• Success in driving indirect sales with open source solutions via resale, services (RSIs/GSIs), cloud partnerships, and distribution.
• Understanding of offer creation, marketing, lead generation and professional services organization key performance indicators (KPIs).
• Solid business development skills.
• Experience delivering results via influenced revenue via service partners and/or indirect sales via resale or cloud partners.
• Executive presence to lead and manage a strategic partner business. Be able to present up to sales leadership.
• Strong executive selling and business development skills
• Able to lead strategic projects on behalf of GitLab sales leadership to ensure growth.

Partner Management

• Experience building, leading and executing strategy within a cross-functional environment.
• Ability to run a partner management team self sufficiently.
• Knowledge and/or experience with different partner GTM and organizational models.
• Proven record of success developing partners strategically and economically.
• Executive presence to lead and manage the most strategic partners.
• Experience working with regional and global systems integrators.

Industry Knowledge

• Familiarity with relevant industry landscape including trends, thought leadership
• Knowledge of common industry-specific use cases.
• Must stay up-to-date on relevant industry trends to provide strategic guidance and to effectively serve as a trusted advisor to their internal and external stakeholders
• DevOps knowledge and/or experience including security and/or cloud services.
• Experience with B2B indirect sales of high technology solutions.
• Interest in GitLab, and open source software.

CREDIT Skills

• Qualities that match with GitLab core values and can inspire others to follow and act.
• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
• Ability to work in a fast-paced environment; must be high energy, motivated and a self starter.
• Effective communicator with good interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Ability and willingness to share domain knowledge among peers.
• Continuous learner. Ability and desire to deepen technical and domain knowledge.
• Comfortable providing feedback to leadership to improve processes and systems.
• Results driven.
• Tenacity. Persists under tough circumstances. Resilient. Overcomes obstacles.
• Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen
• Experience with managing remote teams.
• Ability to travel up to 50% within the assigned territory and comply with the company’s travel policy.

Senior Manager Performance Indicators

• % Revenue Partner Source
• % Revenue Partner Cosell/Influence
• Development of Partner Practices - skilled, certified consultants and deliver resources

Director, Partner Account Management

The Director, Partner Account Management reports to the {add the reporting position and link to the job family or heading (if on the same page)}.

Job Grade

The Director, Partner Account Management is a [grade 10] (https://handbook.gitlab.com/handbook/total-rewards/compensation/compensation-calculator/#gitlab-job-grades).

Director Responsibilities

Team Management

• Lead, manage, and motivate an assigned partner team including resource hiring, mentorship and performance management.
• Provide strategic leadership and a results-oriented mindset through high engagement, setting a clear vision and willingness to challenge assumptions.
• Lead by example in partnering with functional leaders in sales, programs, solution architects, product leadership, marketing, legal, customer success, services and operations to ensure customer and partner success.
• Provide understanding of business dynamics and key drivers and set strategies, tactics, and success metrics.
• Oversee co-selling to drive GitLab revenue with global partners and through strategic cloud partner marketplaces.
• Resolve partner and marketplace deal escalations.
• Provide VP, Partners with critical business visibility and weekly business status.
• Participate in and/or present in quarterly business reviews (QBRs).
• Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales as needed.
• Execute, manage and deliver GitLab pipeline and revenue tied to partner strategies and initiatives in close alignment with internal and external stakeholders.
• Maintain partner-driven pipeline and dashboards that help communicate to GitLab leadership the effectiveness of identified programs and investments.
• Oversee use of Salesforce for partner deal registrations
• Proactively communicate partner-related value, success, and activities to GitLab regional sales teams and leadership.

Global Partner Management

• Work closely with GitLab sales leadership to inform global partner strategies, programs and best practices.
• Engage GitLab sales leadership, solutions architects and partner marketing teams to ensure awareness and leverage of global partners.
• Foster executive relationships regionally of GitLab sales leaders and global partner organizations.
• Evangelize GitLab’s value proposition globally to partner organizations.
• Provide executive support at regional and global partner marketing events.
• Oversee global partner-led demand generation, pipeline building activities, and related go-to-market planning.
• Leverage your extensive, long-standing professional network to maximize relationships with global partners.
• Partners with respective cross functional leaders to facilitate due diligence, fact finding, deal negotiations and final contract development and implementation
• Ensure partner compliance with partner programs and agreements.

Director Requirements

Indirect Sales and Team Management

• Ability to build, lead and execute global partnering strategy in a cross-functional environment as a people leader.
• Ability to communicate the strategic direction of GitLab to the global partner team.
• Success in driving indirect sales with open source solutions via resale, services (RSIs/GSIs), cloud partnerships, and distribution.
• Understanding of offer creation, marketing, lead generation and professional services organization key performance indicators (KPIs).
• Solid business development skills.
• Experience delivering results via influenced revenue via service partners and/or indirect sales via resale or cloud partners.
• Executive presence to lead and manage a strategic partner business. Be able to present up to sales leadership.
• Strong executive selling and business development skills
• Able to lead strategic projects on behalf of GitLab sales leadership to ensure growth.

Partner Management

• Experience building, leading and executing strategy within a cross-functional environment.
• Ability to run a partner management team self sufficiently.
• Knowledge and/or experience with different partner GTM and organizational models.
• Proven record of success developing partners strategically and economically.
• Executive presence to lead and manage the most strategic partners.
• Experience working with regional and global systems integrators.

Industry Knowledge

• Familiarity with relevant industry landscape including trends, thought leadership
• Knowledge of common industry-specific use cases.
• Must stay up-to-date on relevant industry trends to provide strategic guidance and to effectively serve as a trusted advisor to their internal and external stakeholders
• DevOps knowledge and/or experience including security and/or cloud services.
• Experience with B2B indirect sales of high technology solutions.
• Interest in GitLab, and open source software.

CREDIT Skills

• Qualities that match with GitLab core values and can inspire others to follow and act.
• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
• Ability to work in a fast-paced environment; must be high energy, motivated and a self starter.
• Effective communicator with good interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Ability and willingness to share domain knowledge among peers.
• Continuous learner. Ability and desire to deepen technical and domain knowledge.
• Comfortable providing feedback to leadership to improve processes and systems.
• Results driven.
• Tenacity. Persists under tough circumstances. Resilient. Overcomes obstacles.
• Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen
• Experience with managing remote teams.
• Ability to travel up to 50% within the assigned territory and comply with the company’s travel policy.

Director Performance Indicators

• % Revenue Partner Source
• % Revenue Partner Cosell/Influence
• Development of Partner Practices - skilled, certified consultants and deliver resources

Career Ladder

Team members in the Partner Account Manager job family may progress through the career ladder; in some instances team members may move to other roles in the Sales organization such as Partner Territory Manager or Account Executive.

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process.

• Qualified candidates will be invited to schedule a 30 minute screening call with one of our Global Recruiters.
• Video Interview with the Hiring Manager
• Team Interviews with 1-4 team members

Additional details about our process can be found on our hiring page. content/job-families/sales/channel-program-manager.md → content/job-families/sales/partner-sales/partner-program-manager.md

 

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About GitLab

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, boring solutions, and quirkiness. 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.

Top 10 Reasons to Work for GitLab:

1. Mission: Everyone can contribute
2. Results: Fast growth, ambitious vision
3. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
4. Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
5. Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
6. Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
7. Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
8. Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
9. Work/Life Harmony: Flexible workday, Family and Friends days
10. Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!

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