The opportunity
Our Ecosystem Operations team works closely with Systems, Revenue Technologies, Deal Desk, Ecosystem Programs, Enablement, Finance, Compensation, and Legal. We enable consistent execution across Ecosystem Operations Specialists and cross-functional partners.
What you'll do
Design and govern end-to-end partner processes, including deal and referral: registration, service attach, two-tier distribution, rules of engagement, and quote-to-cash. Partner with Deal Desk and Billing on resale, distribution, OEM, GSI, and MSP transaction workflows, and resolve complex registration, quoting, and billing escalations.
Own operational execution of partner tiering, onboarding, certification: compliance, not-for-resale (NFR) licenses, rebates, and incentives, including eligibility tracking, approval routing, and payments.
Own and administer the partner technology ecosystem, including Impartner: partner relationship management (PRM), Salesforce customer relationship management (CRM) partner objects, deal registration, and partner portals. Maintain system health and data integrity, and co-manage vendor roadmaps, renewals, and service-level accountability.
Partner with Revenue Technologies and Systems to maintain integrations across: partner platforms, Salesforce, enterprise resource planning (ERP), quoting, billing, and financial systems, including partner attribution and compensation data flows. Lead prioritization and user acceptance testing (UAT) for implementations, migrations, and platform enhancements with IT and Enterprise Applications.
Own the ecosystem data model and work toward one standard partner attribution: record across the customer lifecycle. Serve as a resource for Ecosystem Sales, partners, and internal teams on attribution, territory, and compensation-impacting data, and maintain reporting and dashboards as a single source of truth for partner pipeline, registration activity, and program performance.
Lead ecosystem month-end close with Deal Desk, Compensation, Accounts: Receivable, and Finance, covering opportunity corrections, partner splits, territory review, and reconciliation.
What they're looking for
- Identify, build, and deploy AI agents to automate workflows such as deal: registration routing, NFR provisioning, partner data quality checks, and reporting. Evaluate processes for opportunities to reduce manual effort, improve consistency, and shorten cycle times.
- Maintain the authoritative ecosystem process map, runbooks, and training: materials. Support tool configuration, testing, and end-user training. Own channel price files and partner quoting for product launches and stock keeping unit (SKU) changes. Coordinate improvements with operational peers, IT, Finance, Product, and Legal through GitLab Work Items.
