IBM Ecosystem Sales Manager - AMER

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.