Partner Account Manager (Ecosystem Sales Manager) Italy 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. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. Learn more about Life at GitLab. Remote, due to the stakeholders' location candidates must be based in Italy An overview of this role 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. Partner Account Managers (Internal name is Ecosystem Sales Managers) are critical in recruiting and building relationships with partners, as well as establishing and measuring goals and performance including pipeline, revenue generation, and growing their overall GitLab practice. What you'll do Leads major ecosystem partner initiatives, develops long-term strategic plans for ecosystem partner growth. Extensive communication both internally at senior levels and externally with major partners. Influences key strategic decisions and ecosystem partner performance. Coordinates/facilitates the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives. Builds, maintains, and manages relationships with the GitLab field sales organization. Proactively engages with GitLab AEs, ASMs, and geo leadership. Works closely with local System Integrators, Solution providers, Managed Services Partners, and Hyperscalers (AWS & Google). Designs and executes comprehensive joint business plans with partners, including detailed partner account mapping, go-to-market strategies, and governance models. Identifies and supports regional-specific demand generation/pipeline building activities with strategic partners. Contributes to quarterly business reviews (QBRs) within your assigned territory. Participates in annual planning within the Ecosystem organization. Provides cloud-related weekly forecasts and/or progress reports. Prepares presentations, territory plans, and reports as required. In-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations. What you'll bring Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships. 5 years in similar fields. Strong network across the partner ecosystem in Italy. Expertise in Partner Ecosystems in Italy and the Cloud market. Experience selling open source solutions. Experience with B2B sales. Interest in GitLab and open source software. Fluent in both Italian and English, with excellent communication skills. Effective written and verbal communication skills. Strong interpersonal skills and an ability to remain calm under pressure. Established personal network within the industry. Results-oriented perspective. Alignment with our values and ability to work in accordance with those values. Ability to use GitLab. Experience with Salesforce. Willingness to travel up to 50% and comply with the company's travel policy. 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. 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. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests. 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. 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 are based solely on merit. J-18808-Ljbffr