Ecosystem Specialist

Ecosystem Specialist 

An overview of this role

Global Ecosystem Specialists are critical to GitLab's Ecosystem Go-To-Market strategy, serving as trusted subject matter experts for internal teams and partners. They manage partner and sales team relationships while providing operational support and establishing best practices to ensure GitLab's partner ecosystem remains efficient, scalable, and compliant. This role is instrumental in accelerating growth and creating lasting value for both GitLab and its partner ecosystem.

Ecosystem Specialist Responsibilities

• Validate and process partner quote requests to drive operational efficiency and ensure compliance with pricing policies, deal registration requirements, and program guidelines

• Receive partner purchase orders, prepare opportunities for closure, and collaborate with sales, deal desk, and billing teams to ensure accurate and timely booking

• Build and manage relationships with our global distributors and partners, and collaborate to develop scalable QTC processes

• Provide daily operational support and enablement to sales, partners, and cross-functional teams for all partner-related inquiries (e.g., accounts, deal registrations, opportunities, quotes and orders, post-sales support, program compliance, reporting/dashboards)

• Develop, manage, and continuously improve critical partner processes including partner onboarding, deal registration, NFR licensing, rebates, and certifications

• Collaborate with Programs team to ensure notifications and reporting are in place for program compliance

• Present key business updates and dashboard metrics during weekly partner team calls to enable data-driven pipeline management and support sales team effectiveness

• Document and maintain processes and best practices to enable our Sellers, Partners, Ecosystem Operations team members, and other cross-functional GitLab teams

• Deliver ad hoc reporting requests to support projects and company OKRs

Ecosystems Specialist Requirements

• Demonstrated familiarity with the Enterprise SaaS/B2B Industry - Partner Operations, Sales Operations, Deal Desk, Order Management, or Finance Operations experience preferred

• Experience with enterprise QTC processes and CPQ tools in a channel/partner context

• Demonstrated ability to manage multiple stakeholders and balance competing priorities

• Experience working directly with sales/partner sales teams and partners

• SFDC experience and knowledge of partner management systems (e.g., Partner Portal) and enterprise SaaS tools

• Experience with Microsoft Excel or Google Sheets with exposure to VBA/Script Editor and querying is preferred

• Strong analytical ability and able to prioritize multiple projects

• Excellent written/verbal communication

• Proven ability to thrive in a fluid, fast-paced environment

• Interest in GitLab, and open source software 

• Shares GitLab’s values and works in accordance with those values

How GitLab will support you

• Benefits to support your health, finances, and well-being

• All remote, asynchronous work environment

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and development budget 

• Parental leave 

• Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.

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