Director of Worldwide GSI Partnerships

Location: Remote, US 

About GitLab: GitLab is the DevSecOps platform that empowers organizations to maximize the overall return on software development. GitLab is a single application for the entire DevSecOps lifecycle, enabling teams to collaborate better, ship faster, and operate securely. With a focus on inclusivity, transparency, and results, GitLab is an all-remote company that values employee growth and the impact of technology on society.

Position Overview: The Director of Worldwide GSI Partnerships will be responsible for driving GitLab's strategic relationships with Global Systems Integrators (GSIs). This role will lead the development and execution of partnership strategies with major consulting firms and systems integrators to accelerate revenue growth, expand service delivery capabilities, and strengthen GitLab's presence in enterprise digital transformation initiatives. The Director will work cross-functionally with GitLab's sales, marketing, product, and alliances teams to ensure alignment and execution on strategic goals.

Responsibilities:

Strategic Partnership Management:

• Build and maintain executive-level relationships with key GSIs including Accenture, Deloitte, KPMG, EY, PwC, and other strategic consulting partners
• Develop and execute comprehensive partnership strategies for each GSI, including practice development, delivery capability building, and joint business planning
• Navigate complex GSI organizational structures to maximize partnership value across consulting, technology, and managed services practices

Revenue Growth:

• Own and achieve revenue targets associated with GSI partnerships, including partner-influenced and partner-sourced opportunities
• Drive the development of GSI-led solutions and offerings that incorporate GitLab
• Collaborate with GSI account teams to integrate GitLab into large-scale digital transformation initiatives
• Create and execute strategies to increase GitLab's presence in GSI delivery methodologies and reference architectures

Practice Development:

• Lead initiatives to build GSI delivery capabilities around GitLab's platform
• Drive the development of GSI-specific methodologies and accelerators
• Support the creation of Centers of Excellence and dedicated GitLab practices within GSI organizations
• Enable GSI teams on GitLab's value proposition, technical capabilities, and best practices

Go-to-Market Execution:

• Lead the creation and execution of joint go-to-market plans with each GSI
• Partner with marketing to design initiatives that leverage GSI thought leadership and market presence
• Drive participation in key GSI events and customer forums
• Develop joint marketing campaigns and success stories that highlight GSI expertise with GitLab

Cross-Functional Collaboration:

• Work closely with product teams to align GitLab's roadmap with GSI needs and market demands
• Collaborate with enablement teams to develop GSI-specific training and certification programs
• Coordinate with regional sales teams to drive joint account planning and opportunity development
• Partner with professional services to establish clear engagement models with GSI delivery teams

Partnership Innovation & Growth:

• Identify and pursue new joint solution opportunities across industries and technologies
• Stay informed on GSI strategic priorities and market trends to align GitLab's partnership initiatives
• Drive the development of industry-specific solutions and offerings with GSI partners

Team Leadership:

• Lead and develop a high-performing team of GSI partnership managers
• Foster a culture of accountability, collaboration, and continuous improvement
• Align team objectives with overall partnership and company goals

Requirements:

• 10+ years of experience in strategic partnerships, with at least 5 years specifically focused on GSI partnership management
• Demonstrated success in driving revenue growth through GSI partnerships
• Deep understanding of GSI business models, practices, and go-to-market strategies
• Strong knowledge of enterprise software, DevOps, and digital transformation markets
• Exceptional relationship-building skills with the ability to influence and negotiate at executive levels
• Experience developing and growing multiple GSI practices simultaneously
• Proven track record of creating and executing joint business plans with GSIs
• Experience working in a global, remote-first environment and managing cross-functional teams

Preferred Qualifications:

• Familiarity with GitLab's product and ecosystem
• Experience with DevOps transformation and modern software delivery practices
• Prior experience working at a major GSI
• MBA or equivalent advanced degree

What We Offer:

• Competitive salary and equity compensation
• Comprehensive health, dental, and vision benefits
• Generous parental leave and family planning benefits
• Remote-first work culture with flexible work hours
• Learning and development budget to support professional growth
• Opportunities to contribute to open-source projects and communities