Ecosystem Programs

The Ecosystem Program Manager will be responsible for the design, management & execution of GitLab’s Channels & Alliances Ecosystem Programs. In addition to the Ecosystem programs, the Ecosystem Program Managers will manage deal registration, sales and services engagement and ecosystem success programs.

Levels

Role	Grade
[Associate Ecosystem Program Manager](#associate Ecosystem-program-manager)	Grade 5
Ecosystem Program Manager]( Ecosystem-program-manager)	Grade 6
[Senior Ecosystem Program Manager](#senior Ecosystem-program-manager)	Grade 7
[Lead Ecosystem Program Manager](#lead Ecosystem-program-manager)	Grade 8
[Manager, Ecosystem Programs](#manager Ecosystem-programs)	Grade 8
[Senior Manager, Ecosystem Program](#senior-manager Ecosystem-programs)	Grade 9
[Director, Ecosystem Programs](#director Ecosystem-programs)	Grade 10
[Senior Director, Ecosystem Programs & Enablement](#senior-director Ecosystem-programs-and-enablement)	Grade 11

Associate Ecosystem Program Manager

Job Grade

The Associate Ecosystem Program Manager is a grade 5.

Responsibilities

To be defined at time of business need.

Requirements

To be defined at time of business need.

Ecosystem Program Manager

Job Grade

The Ecosystem Program Manager is a grade 6.

Responsibilities

The Ecosystem Program Manager will be responsible for the design, management & execution of GitLab’s Partner Ecosystem Programs. In addition to the Ecosystem programs, the Ecosystem Programs Managers will manage deal registration, sales and services engagement and partner success programs.

Collaborate across Channels & Alliances teams to gather requirements for Programs
Support the development and management of Partner Programs such as incentive, MDF, Reseller, Services, Alliances, Deal Registration and other programs
Develop program guides that details requirements and benefits, terms and conditions, etc.
Support communications to partner via portal, newsletters, social channels.
Develop playbooks to help partner development and Ecosystems Sales engagement with partners.
Collect and manage feedback from partners into the ongoing sales and services roadmap for the Ecosystem Program.
Support cross-functional collaboration with Operations, Customer Success/Professional Services, Marketing, Finance, Field Enablement and technical teams to secure, operationalize and manage all the committed benefits to the partners.
Document policies and processes to support all aspects of the program and enable global execution.
Establish and track metrics of the program, run a quarterly compliance process with the Channel & Alliances field.
Manage and measure the results of programs. Iterate to improve.

Requirements

Bachelor’s degree with demonstrated progressive experience in channel programs.
Experience building and managing a partner program, preferably in the DevOps space
Excellent communication, analytical and organizational skills.
Previous experience enabling partners to deliver services and solutions that grow revenue, expand customer footprint and drive renewals.
Execution & revenue focused
Great project & program management skills, ability to leverage, manage & lead virtual teams

Senior Ecosystem Program Manager

Job Grade

The Senior Channel Program Manager is a grade 7.

Responsibilities

The Sr. Ecosystem Program Manager will be responsible for the design, management & execution of GitLab’s global Partner Ecosystem Programs.

Collaborate across Channels & Alliances teams to gather requirements for Programs
Design, build and manage Ecosystem Programs including the incentive programs, MDF Program, Reseller, Service Delivery, Deal Registration, etc.
Design program guides that detail requirements and benefits, terms and conditions, etc.
Develop playbooks to help partners developmentment and Ecosystem Sales engagment with partners.
Together with Partner Operations, lead the overall partner experience including design changes for the partner portal. Help operationalize internal partner sales and services transactions and activities.
Manage communications to the channel via portal, newsletters, webcasts, social channels.
Document policies and processes to support all aspects of the program, including field / Services / partner rules of engagement and enable global execution
Design & launch field enablement on Ecosystem Program, Rules of Engagement, Deal Reg, How to Ecosystem, etc. Collaborate with Field Enablement in the development of enablement materials
Collect and manage feedback from partner ecosystems into the ongoing roadmap for the Ecosystem Program.
Work cross functionally with Operations, Customer Success/Professional Services, Marketing, Finance, Field Enablement and technical teams to secure, operationalize and manage all the committed benefits to the partner.
Establish and track metrics of the program, run a quarterly compliance process with the Ecosystem Sales field.
Lead programs for individual role specific areas of expertise. These areas of expertise include, SMB / MM segment, Ecosystem types (e.g. distributors), communications / portal, regions / emerging markets, etc.

Requirements

Bachelor’s degree with demonstrated progressive experience in channel programs.
Experience building and managing a partner program, preferably in the DevOps space
Excellent communication, analytical and organizational skills.
Experience working with partner accreditation programs, specifically with regards to compliance tracking and enforcement.
Execution & revenue focused
Great project & program management skills, ability to leverage, manage & lead virtual teams

Lead Ecosystem Program Manager

Job Grade

The Lead Ecosystem Program Manager is a grade 8.

Responsibilities

The Lead Ecosystem Program Manager will set the direction and roadmap for the overall Partner Program. They will define and lead key initiatives and program changes to increase the program value to partners and GitLab.

Responsible for the design, management & execution of GitLab’s global sales and services Ecosystem Programs.
Manage deal registration, sales and/or services engagement and partner success programs and support partner events.
Collaborate at senior levels of the Sales, Finance, Marketing and other organizations and drive alignment around specific partner programs with those organizations.
Collaborate across Global Ecosytem Sales teams to gather requirements for Programs, working closely with regional Ecosystem team Directors on program execution.
Design, build and manage Ecosystem Programs including incentive programs, MDF Program, Reseller, Services, Alliances, Deal Registration Program, etc.
Design program guides that detail requirements and benefits, terms and conditions, etc.
Together with Partner Operations, lead the overall partner experience including design changes for the partner portal.
Manage communications to partners via portal, newsletters, webcasts, social channels. Support the development of messaging and content for partner events such as Ecosystem Sales Kick-off and Ecosystem Summits.
Document policies and processes to support all aspects of the program, including field / channel rules of engagement and enable global execution
Design & launch field enablement on Ecosystem Program, Rules of Engagement, Deal Reg, How to Partner, etc. Collaborate with Field Enablement in the development of enablement materials
Collect and manage feedback from partners into the ongoing roadmap for the Ecosystem Program.
Establish and track metrics of the program, run a quarterly compliance process with the Channel & Alliances field.

Requirements

Bachelor’s degree with demonstrated progressive experience in channel programs.
Experience building and managing Ecosystem programs, preferably in the DevOps space. Programs should include incentive, deal registration, MDF, emerging markets and other programs to drive value for partners and GitLab.
Experience building channel services & practices in SaaS/subscription models.
Excellent communication, analytical and organizational skills.
Experience working with partner accreditation programs, specifically with regards to compliance tracking and enforcement.
Execution & revenue focused
Great project & program management skills, ability to leverage, manage & lead virtual teams

Manager, Ecosystem Programs

Job Grade

The Manager, Ecosystem Programs is a grade 8.

Responsibilities

To be defined at time of business need.

Requirements

To be defined at time of business need.

Senior Manager, Ecosystem Programs

Job Grade

The Senior Manager, Ecosystem Programs is a grade 9.

Responsibilities

The Sr. Manager, Ecosystem Programs will manage a team of Ecosystem Program Managers in the development, rollout and execution of partner programs.

The Sr. Manager, Ecosystem Programs will set the direction and roadmap for the overall Partner Program. They will define and lead key initiatives and program changes to increase the program value to partners and GitLab.
Responsible for the design, management & execution of GitLab’s global sales and services partner programs.
Manage deal registration, sales and/or services engagement and partner success programs and support partner events.
Collaborate at senior levels of the Sales, Finance, Marketing and other organizations and drive alignment around specific channel programs with those organizations.
Collaborate across Global Ecosystem Sales teams to gather requirements for Programs, working closely with regional Ecosystem team Directors on program execution.
Design, build and manage Ecosystem Programs including incentive programs, MDF Program, Reseller, Services, Alliances, Deal Registration Program, etc.
Design program guides that detail requirements and benefits, terms and conditions, etc.
Together with Partner Operations, lead the overall partner experience including design changes for the partner portal.
Manage communications to the channel via portal, newsletters, webcasts, social channels. Support the development of messaging and content for partner events such as Ecosystem Sales Kick-off and Ecosystem Summits.
Document policies and processes to support all aspects of the program, including field / channel rules of engagement and enable global execution
Design & launch field enablement on Partner Program, Rules of Engagement, Deal Reg, How to Partner, etc. Collaborate with Field Enablement in the development of enablement materials
Collect and manage feedback from channel partners into the ongoing roadmap for the Ecosystem Program.
Establish and track metrics of the program, run a quarterly compliance process with the Channel & Alliances field

Requirements

Bachelor’s degree with demonstrated progressive experience in channel programs.
Experience building and managing Ecosystem programs, preferably in the DevOps space. Programs should include incentive, deal registration, MDF, emerging markets and other programs to drive value for partners and GitLab.
Experience in recruiting, developing and managing high performing teams.
Experience building channel services & practices in SaaS/subscription models.
Excellent communication, analytical and organizational skills.
Execution & revenue focused
Great project & program management skills, ability to leverage, manage & lead virtual teams
Experience in recruiting and leading high performing teams

Director, Ecosystem Programs

Job Grade

The Director, Ecosystem Programs is a grade 10.

Responsibilities

The Director, Ecosystem Programs will be responsible for the design, management & execution of GitLab’s Ecosystem Programs.

The Director, Ecosystem Programs will manage a team of Ecosystem Program Managers and Sr. Ecosystem Program Managers in developing, enhancing and measuring the performance of deal registration, sales engagement and partner success programs and support partner events.
The Director is expected to establish the vision for the overall Ecosystem program, align with Sales on program elements and engagement, and develop the overall financial model for the channel in collaboration with Finance.
Collaborate across Ecosystem Sales teams to gather requirements for Programs
Lead the Ecosystem Programs team in designing, developing and managing the overall GitLab Partner Programs and individual program elements.
Program value messaging. Support program managers in developing program guides that details requirements and benefits, terms and conditions, etc. Support Ecosystem events and with content and messaging.
Create overall partner experience vision. Lead team in delivering continuous improvements in partner experience.
Support communications to the channel via portal, newsletters, social channels.
Collect and manage feedback from channel partner into the ongoing roadmap for the Partner Program.
Work cross functionally with sales operations, marketing, finance, enablement and technical leadership to secure, operationalize and manage all the committed benefits to the partners.
Document policies and processes to support all aspects of the program and enable global execution.
Establish and track metrics of the program, run a quarterly compliance process with the Global Ecosystem Sales field.
Work with Sales leadership to support the partner and overall program in their strategies and plans
Recruit and manage team of Lead and Senior Ecosystem Program Managers, establishing team goals, measuring performance and supporting team member career development.

Requirements

Broad Ecosystem experience across programs, operations, marketing and communications
Leadership experience in managing program teams and global partner programs
Bachelor’s degree with demonstrated progressive experience in partner programs.
Experience building and managing a partner program, preferably in the DevOps space
Excellent communication, analytical and organizational skills.
Execution & revenue focused
Experience in working with Sales, Marketing and Finance leadership in developing Ecosystem programs and plans.
Great project & program management skills, ability to leverage, manage & lead virtual teams
Experience recruiting and leading high performing teams

Senior Director, Ecosystem Programs and Enablement

The Senior Director, Channel Program reports to the VP of Global Channels.

Job Grade

The Senior Director, Ecosystem Programs & Enablement is a grade 11.

Responsibilities

Recruit, develop and managed Ecosystem Programs team in support of the GitLab partner strategy
Responsible for the design, build and management of partner programs to support GitLab Ecosystems sales and services engagement
Develop Ecosystem Program collateral/documents and onboarding tools to enhance overall partner experience and communicate to partners
Lead overall partner experience to create an engaging platform for partners to interact with GitLab (leads, deal registration, opportunity tracking, etc)
Work with Partner operations/IT to implement Ecosystem programs and strategy, data/reporting, system workflows, and overall operational governance for the programs
Design Partner Enablement Certification & Badge Model. Work closely with Partner Marketing, Services, Customer Success & Sales enablement on Partner enablement tools/training and implement as part of overall program
Manage and provide administration of partner agreements partner contracting working in coordination with legal
Communicate Ecosystem programs, strategies & events and updates internally to drive alignment throughout the business
Work cross-functionally with leadership from Marketing, Product, Legal and Finance to continue to implement and grow Ecosystem programs and ensure alignment across the business
Work with partners to solicit feedback on existing programs/processes and implement changes (Partner Advisory Councils, via channel teams, etc)

Requirements

Prior experience in running Partner Programs, Channel Enablement, Channel Marketing and/or Channel Development in the services/IT space
Thrive in a fast-paced, ever-changing environment
Problem solver and self-motivated
Exceptional oral and written communication and presentation skills required
Strong interpersonal skills
Ability to conceptualize and sell ideas internally
Excellent time-management and multi-tasking abilities
Innovation and the ability to gain consensus is necessary
Works extremely well as a member of a team, but also excels as an individual contributor
You share our values, and work in accordance with those values.
Leadership at GitLab
Ability to use GitLab
Ability to travel if needed and comply with the company’s travel policy

Performance Indicators

Partner deal registrations
Partner sourced revenue and first orders
Partner certifications
Partner engagement - portal, events, newsletter

Career Ladder

Ecosystem Programs team members can continue to expand their responsibilities within the Ecosystem Programs job family to include greater scope and complexity of programs. Team members may also have a desire to move to other teams based on their career goals:

Field Enablement for team members with a focus on enablement
Ecosystem Sales for team members that want more engagement directly with Ecosystems
Ecosystem Marketing for a shift to marketing programs and potentially other marketing roles
Ecosystem Operations for team members shifting focus into operationalizing channel programs.

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.

Phone screen with a GitLab Recruiting team member
Video Interview with the Hiring Manager
Team Interviews with 1-4 teammates Additional details about our process can be found on our hiring page.

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:

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

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.

Last modified October 4, 2024: Fix GitLab capitalization (7104f09a)

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