IBM Ecosystem Sales Manager

An overview of this role

As an IBM Ecosystem Sales Manager on GitLab's Ecosystem team, you'll be the go-to person for your sales team when it comes to IBM deals and ecosystem integration. You'll own the IBM-led deal pipeline end to end, making sure the GitLab sales process is followed, IBM is engaged at the right moments, and every opportunity moves forward with clear next steps. You'll work closely with Sales, Partner, and Regional leadership to integrate IBM into the full sales cycle, from initial discovery through post-sales implementation, so customers experience a seamless "IBM + GitLab" journey. You'll use clean data and clear processes to track progress, spot bottlenecks, and keep all stakeholders aligned. In this role, you'll help shape how GitLab shows up in the IBM ecosystem while working in an all-remote, values-driven environment that gives you both autonomy and cross-functional support.

Some examples of our projects:

• Owning and maintaining the IBM-focused deal pipeline, ensuring opportunities are progressing, stakeholders are aligned, and partner involvement is documented throughout the sales cycle
• Orchestrating IBM-led and ecosystem-supported motions that bring together IBM, local System Integrators, Solution Providers, and Hyperscalers (AWS and Google) to support customer implementations and partner-led growth

What you'll do

• 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.

What you'll bring

• 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. We value potential and a growth mindset over years of experience, so if you're hungry to master the world of channel sales, you'll fit right in.
• 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.

About the team

The Ecosystem Sales team is a collaborative, cross-functional partner to Sales and Alliances, focused on driving partner-led pipeline and revenue through high-impact programs and tight sales alignment. You'll join a fully remote, globally distributed team that works asynchronously with account executives, partner managers, sales operations, sales leadership, and external partners like IBM to design and execute joint go-to-market motions, orchestrate multi-party sales cycles, coordinate opportunities, structure deal support, and share best practices that can scale across GitLab. We focus on embedding partners into every stage of the sales cycle so customers get a seamless experience and our joint value propositions are clear. We are currently focused on building and iterating ecosystem motions with IBM and other key partners, improving partner-led pipeline health and visibility through clear measurement and reporting, and helping sales and channel leaders clearly understand and communicate the impact of ecosystem investments.