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.

We are looking for an Ecosystem Solutions Architect team to join our team in North America in support of both our NA and LATAM partner business.

Ecosystem SAs will support the Ecosystem Sales Managers whose main responsibility is to work with field account teams to achieve their revenue goals leveraging partners to scale the quantity, value, and strategic relevance of deals.

The ESA’s primary contribution is to help the GitLab Global Ecosystem team drive our sales strategy by empowering an ecosystem of partners with mature GitLab GTM solutions, services practices, and GTM solutions. The Ecosystem SA role also entails communicating technical concerns of partners back into GitLab Product, Engineering, Marketings and other areas as appropriate. This role involves pre-sales and supporting partners.

What you’ll do

• Engage in a technical consultancy role for cloud partners (specifically AWS), providing technical assistance, guidance, and solutions architecture consulting both remotely and on-site. This involves ensuring the selling and service delivery readiness of GitLab partners, transferring knowledge, and earning “trusted advisor” status with strategic partners.
• Create and maintain relationships with external partner leaders that contribute to large Net ARR deals and customer success.
• Build and deliver solutions, reference implementations, and demos that highlight alliance partners’ technologies in conjunction with GitLab. Additionally, contribute to GitLab’s customer-facing publications, including whitepapers, blogs, diagrams, reference architectures, and the GitLab Handbook.
• In partnership with the ecosystem sales team, formulate and execute a sales, solution and practice strategy to exceed revenue targets through the delivery of solutions & services that drive the adoption of GitLab.
• Work with Customer Success and Sales teams to ensure the partner is acting in good faith and effectively when delivering GitLab services to a customer.
• Educate partners of all sizes on the value proposition of GitLab, and participate in all levels of discussions throughout the organization to ensure our solution is set up for successful deployment.
• Enable the ecosystem partners to provide technical evaluations via POC/POV ownership, RFP/audit support, and workshop design.
• Capture and share best-practice knowledge amongst the GitLab community and other Ecosystem Solutions Architects.
• Serve as the partner advocate to other GitLab teams, including Product Development, Sales, and Marketing.
• As part of internal and external evangelism, communicate, grow and evolve awareness of applicable partner technology, services, success stories, market trends and best practices.

What you’ll bring

• Candidates must have technical fluency in English and Spanish
• Experience with technical pre-sales or as a professional in the field of information technology
• Experience with modern software development or operations and their associated technologies
• Experience with cloud computing and related technologies and practices
• Experience building solutions and professional services through partners
• Knowledge of all or most of the following categories in the DevSecOps space: Consulting, Integration, and or Technical Advisory.
• Technical background with key partnerships, specifically AWS. Certifications are a plus.

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible PTO (paid time off)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget
• Parental leave
• Home office support

Hiring process

• Selected candidates will be invited to schedule a screening call with our Global Recruiters.
• Next, candidates will be invited to schedule a first interview with the SA team Manager.
• Candidates may be invited to schedule an interview with a Solutions Architect peer or other SA team Manager.
• Then, candidates will be required to deliver a demo of GitLab to a panel of sales and ecosystem attendees using the Demo Guide.
• Candidates may be invited to additional interviews.
• Successful candidates will be made an offer after references are verified.

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 ourbenefits 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

$90,300–$193,500 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.