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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 AWS Partnership will be responsible for driving GitLab's global strategic partnership with Amazon Web Services (AWS). This role will oversee strategic initiatives to accelerate revenue growth, expand joint go-to-market motions, and strengthen the relationship with AWS. 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 senior-level relationships within AWS's organization to drive joint revenue opportunities
- Develop and execute a comprehensive global strategy for the AWS partnership, including business planning, co-sell motions, and enablement initiatives
- Navigate AWS's partner ecosystem and organizational structure to maximize partnership value
Revenue Growth:
- Own and achieve revenue targets associated with the AWS partnership, including driving partner-influenced and partner-sourced opportunities
- Collaborate with GitLab's direct sales teams to integrate AWS solutions into customer engagements
- Develop and execute strategies to increase GitLab's presence on AWS Marketplace
Go-to-Market Execution:
- Lead the creation and execution of joint AWS go-to-market plans, including campaigns, field engagement, and events
- Partner with marketing and alliances teams to design initiatives that increase market awareness and adoption of GitLab on AWS
- Drive participation and visibility in key AWS events, including re:Invent and regional summits
Cross-Functional Collaboration:
- Work closely with product and engineering teams to align on strategic initiatives that drive deeper technical integrations with AWS services
- Collaborate with partner enablement teams to ensure technical and sales readiness across both organizations
- Coordinate with solution architects to develop and promote AWS-specific solutions and reference architectures
Partnership Innovation & Growth:
- Identify and pursue new joint solution opportunities across AWS's service portfolio
- Stay informed on AWS's product roadmap and strategic priorities to align GitLab's partnership initiatives
- Drive achievement and maintenance of AWS competencies and partner program achievements
Team Leadership:
- Lead and develop a high-performing team focused on AWS partnership success
- Foster a culture of accountability, collaboration, and continuous improvement
- Align team objectives with overall partnership and company goals
Requirements:
- 8+ years of experience in strategic partnerships, with at least 3 years specifically focused on AWS partnership management
- Demonstrated success in driving revenue growth through AWS partnership initiatives
- Deep understanding of AWS's partner ecosystem, programs, and go-to-market strategies
- Strong knowledge of DevOps, cloud computing, and enterprise software markets
- Exceptional relationship-building skills with the ability to influence and negotiate at all levels within AWS
- Excellent communication and presentation skills, with the ability to convey complex technical concepts
- Experience working in a global, remote-first environment and managing cross-functional teams
- Proven track record of achieving AWS partnership certifications and competencies
Preferred Qualifications:
- Familiarity with GitLab's product and ecosystem
- Experience with AWS Marketplace and consumption-based pricing models
- AWS certifications or technical accreditations
- 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
Remote-Global
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.
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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.
