Ecosystem Sales Manager

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Formulate and implement a channel strategy targeting federal, state, local, and education sectors.

• Oversee GitLab's collaboration with Carahsoft, concentrating on partner-generated pipeline, acquiring new customers, marketplace transactions, and renewals.

• Leverage your expertise in government contract mechanisms, such as General Services Administration schedules, Solutions for Enterprise-Wide Procurement, and agreements from the National Association of State Procurement Officials, to foster public sector opportunities.

• Take ownership of revenue results while working alongside Account Executives, Field Marketing, regional sales leaders, and other cross-functional teams.

• Utilize your understanding of government procurement requirements and compliance issues throughout partner-led sales processes.

• Propel partner-sourced Scale pipeline through scalable partner programs, campaigns, and systematic account mapping efforts.

• Incorporate partners into territory planning and demand generation initiatives with Account Executives, Field Marketing, and regional sales leaders.

• Implement repeatable Carahsoft-led Scale campaigns tailored to regional territories, including industry plays, account blitzes, and market-specific roadshows.

• Identify gaps and perform detailed account mapping with partners to uncover new logo opportunities and enhance First Order reach.

• Assist with Carahsoft enablement and activation initiatives, including hyperscaler co-sell and marketplace acceleration programs.

• Carry out event-driven distributor strategies, ensuring partner alignment prior to events, lead capture during events, and pipeline conversion post-events.

• Establish the relationships and practical expertise necessary to navigate partner-led deals and facilitate the progression of opportunities to completion.

• Manage one-to-many partner interactions through partner portals and automated systems, delivering weekly pipeline forecasts, partner-sourced opportunity reports, and clear insights into campaign effectiveness and territorial impact.

⛳️ Requirements

• Proven experience in sales development, business development, channel sales, or partner-driven pipeline generation within a B2B context.

• Background in working with US public sector channel strategies across federal, state, local, or education markets.

• Solid understanding of government procurement and contract vehicles, including General Services Administration schedules, Solutions for Enterprise-Wide Procurement, and agreements from the National Association of State Procurement Officials.

• Familiarity with partner ecosystems, including programmatic engagement and demand generation with distributors, long-tail partners, and hyperscalers such as Amazon Web Services and Google Cloud.

• Capability to design, implement, and enhance scalable, campaign-driven demand generation, including one-to-many partner engagement and event-driven initiatives.

• Proficient in using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.

• Strong analytical abilities to interpret campaign outcomes, partner activation metrics, and territorial impact, transforming insights into actionable plans.

• Excellent written and verbal communication skills, emphasizing repeatable messaging and collaboration with Account Executives, Field Marketing, and regional sales leadership.

• Enthusiasm for GitLab, open-source software, and contemporary software development methodologies, with the capacity to learn and utilize GitLab and related tools.

• Willingness to travel for partner events and field collaboration, applying transferable skills from relevant sales, partner, or digital marketing roles in a remote, results-oriented environment.

🏝️ Benefits

• Comprehensive benefits to support your health, financial needs, and overall well-being.

• A fully remote, asynchronous work setting.

• Flexible paid time off policy.

• Access to Team Member Resource Groups.

• Equity compensation and an Employee Stock Purchase Plan.

• Support for growth and development opportunities.

• Parental leave benefits.

• Assistance with home office setup.