The opportunity
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation.
What you'll do
Own the roadmap, priorities, and execution for an assigned set of global: partner programs across Acquire, Commit, and Consume, within agreed strategy, policy, and budget.
Coordinate requirements, milestones, owners, and risks across Ecosystem: Sales, Partner Operations, Finance, Legal, Marketing, Services, Customer Success, Product, Enablement, and regional teams.
Improve the partner journey from onboarding and capability building through: activation, co-selling, adoption, and expansion, turning partner and field feedback into prioritized program improvements.
Support the design and rollout of partner incentives, including margin,: rebates, market development funds (MDF), deal registration, services attach, and consumption, and build business cases with Finance and Ecosystem leadership.
Maintain program guides, eligibility rules, approval flows, and: documentation, partnering with Legal and Finance so programs are compliant, auditable, and easy to understand.
Create playbooks, launch materials, and training with Enablement and regional: teams to drive adoption of new programs and commercial changes.
What they're looking for
- Define success measures for each program, such as partner-sourced pipeline,: services attach, adoption, and incentive use, and partner with Revenue Operations to report on them consistently.
- Use performance data to recommend investment changes, reduce exceptions and: manual work, and escalate decisions that go beyond your scope.
- Experience in partner programs, channel strategy, alliances, ecosystem: operations, or a related go-to-market function.
- A track record of taking complex programs from design through launch, adoption, measurement, and iteration.