Partner Operations

Levels

Partner Specialist

The Partner Specialist reports to the Manager, Global Partner Specialists

Partner Specialist Job Grade

The Partner Specialist is a grade 6.

Partner Specialist Responsibilities

Develop, manage, and continuously improve critical partner processes including partner onboarding, deal registration, NFR licensing, rebates, and certifications
Provide daily operational support and enablement to sales, partners, and cross-functional teams for all partner related inquiries (e.g., accounts, deal registrations, opportunities, quotes and orders, post-sales support, program compliance, reporting/dashboards)
Identify and deliver business, forecast, and reporting updates on weekly partner team calls to increase pipeline and deal velocity
Build and manage relationships with our global distributors and collaborate to develop scalable QTC processes for two-tier opportunities
Collaborate with Programs team to ensure notifications and reporting are in place for program compliance
Create and implement reporting and dashboards for the partner organization that focus on driving revenue and improving efficiency, effectiveness, and productivity
Deliver ad hoc reporting requests to support projects and company OKRs
Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
Document processes and best practices to enable our Sellers, Partners, Partner Operations team members, and other cross-functional GitLab teams

Partner Specialist Requirements

Demonstrated progressive relevant experience and understanding of partner operations
Experience working directly with sales/partner sales teams and partners
Excellent problem solving, project management, interpersonal and organizational skills
Strong analytical ability and able to prioritize multiple projects
Excellent written/verbal communication
Proven ability to thrive in a fluid, fast-paced environment
SFDC experience and knowledge of partner management systems (e.g., Partner Portal) and enterprise SaaS tools
Experience with QTC process, tools, and automation
Interest in GitLab, and open source software
Shares GitLab’s values and works in accordance with those values

Senior Partner Specialist

The Senior Partner Specialist reports to the Manager, Global Partner Specialists

Senior Partner Specialist Job Grade

The Senior Partner Specialist is a grade 7.

Senior Partner Specialist Responsibilities

Extends that of the Partner Specialist Responsibilities
Demonstrates a deeper understanding of GitLab partner programs and operations to handle more complex requests and escalations
Collaborates with managers across departments to create and iterate on operational processes and larger projects related to the Partner Specialist team
SME on all partner processes that provides enablement and mentorship to other Partner Specialists

Senior Partner Specialist Requirements

Extends that of the Partner Specialist Requirements
Demonstrated progressive relevant experience and understanding of partner operations
Experience working directly with sales/partner sales teams and partners
Excellent problem solving, project management, interpersonal and organizational skills
Strong analytical ability and able to prioritize multiple projects
Excellent written/verbal communication
Proven ability to thrive in a fluid, fast-paced environment
SFDC experience and knowledge of partner management systems (e.g., Partner Portal) and enterprise SaaS tools
Experience with QTC process, tools, and automation
Interest in GitLab, and open source software
Shares GitLab’s values and works in accordance with those values

Senior Partner Operations Analyst

The Senior Partner Operations Analyst reports to the Senior Manager, Partner Operations

Senior Partner Operations Analyst Job Grade

The Senior Partner Operations Analyst is a grade 7.

Senior Partner Operations Analyst Responsibilities

Identify opportunities for system and process automation and optimization, and lead projects with a focus on efficiency, effectiveness, scalability and growth
Translate GitLab’s Partner GTM strategy into technical solutions that automate QTC, territory coverage, reporting models, and compensation
Collaborate with Salesforce administrators and developers to influence and enhance CRM functionalities to meet partner data management and attribution needs
Work cross-functionally to improve the integration between Salesforce and other mission-critical systems, including Impartner, Vartopia, and Zuora
Create and implement reporting and dashboards for the Partner organization that focuses on improving efficiency, effectiveness, and productivity
Assist in monthly compensation reporting, automation and close
Maintain partner data integrity in Salesforce and other systems
Support the partner sales team on escalations including SFDC account management, opportunity assistance, and ad hoc support
Build and deliver ad hoc solutions to support projects and company OKRs

Senior Partner Operations Analyst Requirements

Demonstrated progressive relevant experience and understanding of partner operations
Experience working directly with sales/partner sales teams and partners
Excellent problem solving, project management, interpersonal and organizational skills
Strong analytical ability and able to prioritize multiple projects
Excellent written/verbal communication
Proven ability to thrive in a fluid, fast-paced environment
Deep knowledge of SFDC and experience with partner management systems (e.g., Impartner, Zuora, Vartopia) and SaaS tools (e.g., Tableau, Snowflake)
Experience with QTC process, tools, workflow design and automation
Strong knowledge of Microsoft Excel or Google Sheets with exposure to VBA/Script Editor and querying
Strong ability to translate business needs into technical requirements
Interest in GitLab, and open source software
Shares GitLab’s values and works in accordance with those values

Manager, Global Partner Specialists

The Manager, Global Partner Specialists reports to the Director, Partner Operations

Manager, Global Partner Specialists Job Grade

The Manager, Global Partner Specialists is a grade 8.

Manager, Global Partner Specialists Responsibilities

Develop and lead a team of partner SMEs across the business in driving critical partner processes and providing daily operational support and enablement to sales, partners, and cross-functional teams for all partner related inquiries
Manage Partner Specialist team performance and professional development
Coach Partner Specialists to establish strong partnerships with the teams and partners they support Be the point of escalation for sales and partner leadership on partner related inquiries
Identify opportunities to implement or improve tools and automate processes that focus on increasing efficiency, effectiveness, productivity, and scalability
Work with other departments to recommend improvements to the integration between Salesforce and other mission-critical systems, including Impartner, Vartopia, and Zuora
Collaborate cross-functionally to roll out partner program updates, system enhancements, process improvements and enablement programs

Manager, Global Partner Specialists Requirements

Demonstrated progressive relevant experience and understanding of partner operations
Experience managing individual contributor performance to lead a successful team
Ability to delegate initiatives and drive results through team performance
Experience working directly with sales/partner sales teams and partners
Excellent problem solving, project management, interpersonal, and organizational skills
Strong analytical ability and able to prioritize multiple projects
Excellent written/verbal communication
Proven ability to thrive in a fluid, fast-paced environment
SFDC experience and knowledge of partner management systems (e.g., Partner Portal) and enterprise SaaS tools
Experience with QTC process, tools, and automation
Interest in GitLab, and open source software
Shares GitLab’s values and works in accordance with those values

Partner Operations Manager

The Partner Operations Manager reports to the Director, Partner Operations

Partner Operations Manager Job Grade

The Partner Operations Manager is a grade 8.

Partner Operations Manager Responsibilities

Own and drive long-term and high impact strategic projects across the global partner business including project identification and scoping, stakeholder alignment and management, build, rollout, and execution
Contribute to cross-functional company projects as the voice of our partners and partner teams
Assess existing partner processes, identify opportunities to redesign for efficiency and scalability, and successfully drive projects to deliver these improvements
Engage with Product, Marketing, Finance, and Enablement teams on GitLab revenue plays and special projects to ensure partner requirements are included in initial scoping and design to drive successful partner outcomes
Help build and operationalize our automated partner order processes as a key team member on our partner marketplace initiatives (Hyperscaler, Distributor, and Reseller marketplaces)
Drive partner portal enhancements and initiatives in collaboration with the Partner Programs and Specialist teams
Assist in designing, maintaining, and delivering on the roadmap for partner operations initiatives
Build and deliver ad hoc reporting to support projects and company OKRs

Partner Operations Manager Requirements

Demonstrated progressive experience and understanding of partner operations and programs
Excellent problem solving, project management, interpersonal, and organizational skills
Proven ability to work cross-functionally to lead and contribute to projects
Experience working directly with sales/partner sales teams and partners
Strong analytical ability and able to prioritize multiple projects
Proven ability to thrive as a self-starter in a fluid, fast-paced environment
Excellent written/verbal communication
Deep SFDC and partner management system (e.g., Partner Portal) expertise and knowledge of QTC process, tools, and automation
Alliance and Channel Partner experience preferred
Hyperscaler and Channel Marketplace experience preferred
Interest in using GitLab
Shares GitLab’s values and works in accordance with those values

Senior Manager, Global Partner Specialists

The Senior Manager, Global Partner Specialists reports to the Director, Partner Operations

Senior Manager, Global Partner Specialists Job Grade

The Senior Manager, Global Partner Specialists is a grade 9.

Senior Manager, Global Partner Specialists Responsibilities

Extends that of Manager, Global Partner Specialists Responsibilities
Develop, document, launch, and enable teams on new processes that support our long-term partner sales and services strategy in FY25 and beyond
Drive operationalization of short-term partner GTM initiatives and pilots from idea to execution including building, launching, iterating, and expanding upon success globally with efficient and scalable processes
Measure the ROI of new partner GTM initiatives and leverage it to effectively communicate positive business outcomes and drive further investment

Senior Manager, Global Partner Specialists Requirements

Extends that of the Manager, Global Partner Specialists Requirements
Demonstrate progressive experience managing individual contributor performance to lead successful teams
Proven ability to delegate initiatives and drive results through team performance
Experience working directly with sales/partner sales teams and partners at leadership and individual contributor levels
Deep SFDC expertise and knowledge of partner management systems (e.g., Partner Portal) and enterprise SaaS tools
Proven ability to work cross-functionally with internal teams to lead and contribute to projects
Interest in GitLab, and open source software
Shares GitLab’s values and works in accordance with those values

Senior Manager, Partner Operations

The Senior Manager, Partner Operations reports to the Director, Partner Operations

Senior Manager, Partner Operations Job Grade

The Senior Manager, Partner Operations is a grade 9.

Senior Manager, Partner Operations Responsibilities

Develop and lead a team of SMEs to drive critical partner operations processes and have business ownership of the tech stack
Identify and lead the creation, testing, deployment of complex automations and workflows to drive operational efficiency, effectiveness, scalability and growth
Manage Partner Operations Analysts and Managers’ performance and professional development
Be the point of escalation for sales strategy, finance, sales systems, compensation and sales operations in all matters related to the partner organization
Collaborate with Salesforce administrators and developers to influence and enhance CRM functionalities to meet partner data management and attribution needs
Work cross-functionally to improve the integration between Salesforce and other mission-critical systems, including Impartner, Vartopia, and Zuora
Execute on the Go-To-Market strategy for the partner organization including territory alignment, compensation automation and account management
Build reports and dashboards to derive insights into the health of the business, identify areas of weakness, drive forecast management and present improvement recommendations to sales leadership
Lead cross-functional projects from end-to-end including project identification, documentation, coordination, and successful execution and post-launch management
Build and deliver ad hoc solutions to support projects and company OKRs

Senior Manager, Partner Operations Requirements

Demonstrated progressive relevant experience and understanding of partner operations
Experience managing individual contributor performance to lead a successful team
Ability to delegate initiatives and drive results through team performance
Experience working directly with sales/partner sales teams and partners
Excellent problem solving, project management, interpersonal, and organizational skills
Strong analytical ability and able to prioritize multiple projects
Excellent written/verbal communication
Proven ability to thrive in a fluid, fast-paced environment
Deep knowledge of SFDC and experience with partner management systems (e.g., Partner Portal) and enterprise SaaS tools
Experience with QTC process, tools, workflow design and automation
Strong knowledge of Microsoft Excel or Google Sheets with exposure to VBA/Script Editor
Strong ability to translate business needs into deliverable technical requirements
Interest in GitLab, and open source software
Shares GitLab’s values and works in accordance with those values

Director, Partner Operations

The Director, Partner Operations reports to the Senior Director, Sales Operations

Director, Partner Operations Job Grade

The Director, Partner Operations is a grade 10.

Director, Partner Operations Responsibilities

Drive recruiting of a world-class team at all levels
Motivate and communicate across multiple levels of their department
Ensure the handbook is used and relevant references are maintained in a transparent way
Develop strategies and new initiatives with their team to advance on an organizational and technical level both the department, the company and the product
Establish successful peer partnerships with other department leaders in Marketing, Product, Finance, etc
Partner with cross-functional teams to drive analytical insights across the GTM Motion and escalate relevant discussion topics
Support Alliance and Channel strategic initiatives and partner with relevant GTM teams
Develop, measure, and manage key metrics for group’s performance
Drive high throughput and all connected key metrics on a strategic level
Build and optimize company-wide partner go-to-market processes in collaboration with the sales team and broader GitLab organization
Develop methods, processes, systems and tools to appropriately support our partner efforts within our segmentation models: enterprise, mid-market and SMB
Drive cross-functional programs and initiatives to support scaling of the business and integrate partner processes with teams throughout GitLab (e.g., sales, marketing, product)
Manage all partner incentive programs and ensure adherence to policies
Assist in the development and rollout of partner enablement practices to improve our partners effectiveness and efficiency and provide increased partner insights through data, automation, and product analytics
Create and coordinate key reporting for GitLab leadership team, partnering with Customer Success to provide reporting on customer adoption, sentiment and advocacy and business results (i.e., forecasts, renew, expand, churn)
Act as liaison to partner enablement to drive training and enablement priorities, content and methods

Director, Partner Operations Requirements

Demonstrated progressive experience with alliance and channel partner operations in a global SaaS environment
Ability to work independently with a high degree of accountability, while also able to collaborate cross-functionally (finance, product, marketing, sales enablement, etc) with exceptional interpersonal skills
Demonstrated passion for information and business intelligence; thorough understanding of sales processes and methodologies
Demonstrated progressive experience with SFDC and partner management systems (e.g., Partner Portals)
Analytical and detail-oriented, strong project management skills with a drive for results
Exceptional written/verbal communication and presentation skills
Proven ability to thrive in a fluid, fast-paced, unpredictable environment
Interest in GitLab, and open source software
Unquestionable ethics, integrity and business judgment; you share our values, and work in accordance with those values
Shares GitLab’s values and works in accordance with those values
Leadership at GitLab

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.

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Last modified April 3, 2024: Update Job Title and Role Description for what was previously Partner Experience Manager (763a0d4b)

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