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 Experience Manager

The Partner Experience Manager reports to the Director, Partner Operations

Partner Experience Manager Job Grade

The Partner Experience Manager is a grade 8.

Partner Experience Manager Responsibilities

  • Own and drive long-term strategic projects across the global partner business
  • Contribute to cross-functional company projects as the voice of the partner and partner teams
  • Help to build and maintain roadmap for partner operations initiatives
  • Work with enablement team on training and enablement plans for project rollouts
  • Collaborate with Partner Leaders, Partner Programs, Partner Marketing and Revenue Operations on requests and help to build out requirements
  • Help assess level of effort on projects and assist in determining priorities and resource coverage
  • Assist with partner portal updates and initiatives while working closely with the partner operations team

Partner Experience Manager Requirements

  • Demonstrated progressive relevant experience and understanding of partner operations and partner programs
  • Strong communication and documentation skills
  • Experience in project planning and execution
  • Experience working directly with sales/partner sales teams and partners
  • Excellent problem solving, project management, interpersonal, and organizational skills
  • Strong analytical ability and ability to prioritize multiple projects
  • 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
  • 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
  • Engage with Product, Marketing, Finance, and Enablement teams on GitLab revenue plays and special projects to ensure partner requirements are included in the initial scoping and design to drive successful partner outcomes

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

 


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