Director – AWS Ecosystem
| Company | GitLab |
|---|---|
| Location | Washington, USA, California, USA, Washington, DC, USA, Jackson Township, NJ, USA, Minnesota, USA, Colorado, USA, New York, NY, USA, Hawaii, USA, Illinois, USA |
| Salary | $142800 – $252000 |
| Type | Full-Time |
| Degrees | MBA |
| Experience Level | Senior, Expert or higher |
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
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
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