GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
Location: Remote, US
About GitLab: GitLab is the DevSecOps platform that empowers organizations to maximize the overall return on software development. GitLab is a single application for the entire DevSecOps lifecycle, enabling teams to collaborate better, ship faster, and operate securely. With a focus on inclusivity, transparency, and results, GitLab is an all-remote company that values employee growth and the impact of technology on society.
Position Overview: The Director of Worldwide GSI Partnerships will be responsible for driving GitLab's strategic relationships with Global Systems Integrators (GSIs). This role will lead the development and execution of partnership strategies with major consulting firms and systems integrators to accelerate revenue growth, expand service delivery capabilities, and strengthen GitLab's presence in enterprise digital transformation initiatives. The Director will work cross-functionally with GitLab's sales, marketing, product, and alliances teams to ensure alignment and execution on strategic goals.
Responsibilities:
Strategic Partnership Management:
- Build and maintain executive-level relationships with key GSIs including Accenture, Deloitte, KPMG, EY, PwC, and other strategic consulting partners
- Develop and execute comprehensive partnership strategies for each GSI, including practice development, delivery capability building, and joint business planning
- Navigate complex GSI organizational structures to maximize partnership value across consulting, technology, and managed services practices
Revenue Growth:
- Own and achieve revenue targets associated with GSI partnerships, including partner-influenced and partner-sourced opportunities
- Drive the development of GSI-led solutions and offerings that incorporate GitLab
- Collaborate with GSI account teams to integrate GitLab into large-scale digital transformation initiatives
- Create and execute strategies to increase GitLab's presence in GSI delivery methodologies and reference architectures
Practice Development:
- Lead initiatives to build GSI delivery capabilities around GitLab's platform
- Drive the development of GSI-specific methodologies and accelerators
- Support the creation of Centers of Excellence and dedicated GitLab practices within GSI organizations
- Enable GSI teams on GitLab's value proposition, technical capabilities, and best practices
Go-to-Market Execution:
- Lead the creation and execution of joint go-to-market plans with each GSI
- Partner with marketing to design initiatives that leverage GSI thought leadership and market presence
- Drive participation in key GSI events and customer forums
- Develop joint marketing campaigns and success stories that highlight GSI expertise with GitLab
Cross-Functional Collaboration:
- Work closely with product teams to align GitLab's roadmap with GSI needs and market demands
- Collaborate with enablement teams to develop GSI-specific training and certification programs
- Coordinate with regional sales teams to drive joint account planning and opportunity development
- Partner with professional services to establish clear engagement models with GSI delivery teams
Partnership Innovation & Growth:
- Identify and pursue new joint solution opportunities across industries and technologies
- Stay informed on GSI strategic priorities and market trends to align GitLab's partnership initiatives
- Drive the development of industry-specific solutions and offerings with GSI partners
Team Leadership:
- Lead and develop a high-performing team of GSI partnership managers
- Foster a culture of accountability, collaboration, and continuous improvement
- Align team objectives with overall partnership and company goals
Requirements:
- 10+ years of experience in strategic partnerships, with at least 5 years specifically focused on GSI partnership management
- Demonstrated success in driving revenue growth through GSI partnerships
- Deep understanding of GSI business models, practices, and go-to-market strategies
- Strong knowledge of enterprise software, DevOps, and digital transformation markets
- Exceptional relationship-building skills with the ability to influence and negotiate at executive levels
- Experience developing and growing multiple GSI practices simultaneously
- Proven track record of creating and executing joint business plans with GSIs
- Experience working in a global, remote-first environment and managing cross-functional teams
Preferred Qualifications:
- Familiarity with GitLab's product and ecosystem
- Experience with DevOps transformation and modern software delivery practices
- Prior experience working at a major GSI
- MBA or equivalent advanced degree
What We Offer:
- Competitive salary and equity compensation
- Comprehensive health, dental, and vision benefits
- Generous parental leave and family planning benefits
- Remote-first work culture with flexible work hours
- Learning and development budget to support professional growth
- Opportunities to contribute to open-source projects and communities
Remote-Global
The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range
$142,800—$252,000 USD
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
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