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GitLab · 1 day ago

IBM Ecosystem Sales Manager - AMER

United States

Full-time

Remote

Mid Level

$98K/yr - $173K/yr

GitLab is an open-core software company that develops an AI-powered DevSecOps Platform, used by over 100,000 organizations. The IBM Ecosystem Sales Manager will be responsible for managing the IBM deal pipeline, ensuring a seamless integration of IBM into the sales process, and collaborating with various stakeholders to drive partner-led growth and customer satisfaction.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

Serve as the primary bridge between GitLab Sales and IBM, ensuring the GitLab sales process is followed and IBM is integrated into every stage of the customer journey, from initial discovery through post-sales implementation

Take full operational ownership of the IBM deal pipeline, monitoring progress, identifying bottlenecks, and driving actions that keep opportunities advancing toward close

Coordinate and orchestrate the broader ecosystem around IBM-led deals, including local System Integrators, Solution Providers, and Hyperscalers (AWS and Google), so all partners are aligned and customers experience a seamless engagement

Partner with IBM to build, grow, and measure their GitLab practice, tracking indicators such as pipeline health, revenue contribution, and partner-led growth, and sharing regular insights with internal and external stakeholders

Work closely with regional sales and ecosystem leadership to align on territory plans, ensure the 'IBM + GitLab' value story is consistent, and maximize joint opportunity across the IBM channel

Support recruitment, onboarding, and enablement of new IBM-focused partners where needed, helping them understand GitLab’s platform, sales motions, and how to co-sell effectively

Maintain accurate, up-to-date data in relevant systems, ensuring clean pipeline reporting, clear visibility into IBM-related opportunities, and consistent communication across Sales and Partner teams

Continually refine and document processes for managing IBM and ecosystem-led deals so motions are repeatable, scalable, and easy for Sales and partners to follow

Qualification

B2B sales experienceSales pipeline managementSalesforce proficiencyPartner ecosystem integrationOperational mindsetCoachableCuriousEager to learnCommunication

Required

Bachelor's degree or equivalent practical experience, with a foundation in sales, business, or a related field and a strong interest in partner and ecosystem sales

Coachable, curious, and eager to learn: You're a quick learner who thrives on feedback and is ready to jump into something new

Progressive experience in B2B sales or partner-facing roles, ideally working with or through channel partners, solution providers, or system integrators to support pipeline creation and revenue growth

Understanding of how to manage and progress a sales pipeline, including experience with opportunity tracking, identifying bottlenecks, and partnering with account teams to keep deals moving

Strong operational mindset with a passion for clean processes and data accuracy, including maintaining up-to-date records in systems like Salesforce (or similar customer relationship management tools)

Experience working with or alongside large strategic partners (for example, global system integrators or technology alliances), with the ability to navigate multiple stakeholders and align on joint objectives

Ability to orchestrate and align multiple ecosystem partners (such as IBM, local system integrators, solution providers, and hyperscalers) around a single customer opportunity to deliver a seamless experience