Partner Solutions Architect

at  GitLab

The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.
Solutions Architects are the trusted advisors to GitLab prospects and clients, showing how the GitLab solutions address client business requirements. Solutions Architects are responsible for driving and managing the technology evaluation and validation stages of the sales process. Solutions Architects are the product advocates for GitLab’s Enterprise Edition. They focus on the technical solution while also understanding the business outcomes the customer is trying to achieve.
The Solutions Architect helps drive value and change with software development for one of the fastest-growing platforms. By applying solution selling and architecture experience from planning to monitoring, the Solutions Architect supports and enables successful adoption of the GitLab platform. Solutions Architects work collaboratively with GitLab’s customers across segments, Sales, Engineering, Product Management, and Marketing organizations.
This role provides technical guidance and support throughout the entire sales cycle. Solution Architects can help shape and execute a strategy to build mindshare and broad use of the GitLab platform with customers by becoming the trusted advisor. The ideal candidate must be self-motivated with a proven track record in software/technology sales or consulting. Proficiency in connecting technology solutions to measurable business value is critical to a Solutions Architect. Candidates should also have a demonstrated skill to think strategically about business, products, and technical problems.
To learn more, see the Solutions Architect handbook

• Since this role deals primarily with partner relationships, any responsibilities in an individual’s Role Level that reference customers can also be fulfilled by Partners. If responsibilities appear duplicated, the version in this description has priority due to being more specific to your role.
• Engage in a technical consultancy role for channel and system integrator partners, providing technical assistance and guidance specific to the selling and service delivery readiness of GitLab Channel partners.
• Create and maintain relationships with external partner leaders that contribute to large Net ARR deals and customer success.
• In partnership with the channel sales team, formulate and execute a sales, solution and practice strategy to exceed revenue targets through the delivery of solutions & services that drive the adoption of GitLab.
• Work with Customer Success teams (SA, CSM, Sales) to ensure the partner is acting in good faith and effectively when delivering GitLab services to a customer.
• Educate channel partners of all sizes on the value proposition of GitLab, and participate in all levels of discussions throughout the organization to ensure our solution is set up for successful deployment.
• Work on site with strategic channel partners, delivering solutions architecture consulting, technical guidance, knowledge transfer, and earn “trusted advisor status.”
• Enable the partners to provide technical evaluations via POC/POV ownership, RFP/audit support, and workshop design.
• Capture and share best-practice knowledge amongst the GitLab community and other channel solutions architects.
• Author or otherwise contribute to GitLab customer-facing publications such as whitepapers, blogs, diagrams, reference architectures, or the GitLab Handbook.
• Build deep relationships with senior technical people within partnerships to enable them to be GitLab advocates.
• Serve as the partner advocate to other GitLab teams, including Product Development, Sales, and Marketing.
• Present GitLab platform strategy, concepts, and roadmap to technical leaders within channel partner organizations.