Ecosystem Sales Manager - Italy at Gitlab

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. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. What you’ll do • Responsibilities: Leads major ecosystem partner initiatives, develops long-term strategic plans for ecosystem partner growth. • Interaction: Extensive communication both internally at senior levels and externally with major partners. • Impact: High, influencing key strategic decisions and ecosystem partner performance. • Coordinate/facilitate the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives. • Build, maintain, and manage relationships with the Gitlab field sales organization. • Proactively engage with GitLab AEs, ASMs and geo leadership. • Work closely with local System Integrators, Solution providers, Managed Services Partners and Hyperscalers (AWS & Google) • Design and execute comprehensive joint business plans with partners, including detailed partner account mapping, go-to-market strategies, and governance models to ensure a robust and mutually beneficial relationship. • Identify and support regional-specific demand generation/pipeline building activities with strategic partners. • Contribute to quarterly business reviews (QBRs) within your assigned territory. • Participate in annual planning within the Ecosystem organization. • Provide cloud-related weekly forecasts and/or progress reports. • Prepare presentations, territory plans and reports as required. • Knowledge: In-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations. What you’ll bring • Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships. • Strong network across the partner ecosystem in the Italy region • Be an expert of Partner Ecosystems in in the Italy region and the Cloud market • Experience selling open source solutions. • Experience with B2B sales. • Interest in GitLab, and open source software. • Effective written and verbal communication skills. • Strong interpersonal skills and an ability to remain calm under pressure. • Established personal network within the industry. • Results oriented perspective. • You share our values, and work in accordance with those values. • Ability to use GitLab. • Experience with Salesforce. • Ability to travel up to 50% and comply with the company’s travel policy. • Language Proficiency: Fluent English and Italian How GitLab will support you • Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • 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. How GitLab will support you • Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • 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. 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. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.