Solution Architect - Ecosystems

An overview of this role

As an Ecosystem Solutions Architect, you'll be a trusted advisor to our partners, helping them understand how GitLab's DevSecOps platform can power differentiated solutions, drive services-led growth, and generate repeatable, partner-sourced revenue. You'll own the technical side of the partner activation journey, from discovery and capability assessment through joint solution design, enablement, and go-to-market execution, guiding partners as they build, package, and sell GitLab-based offerings. You’ll work closely with Ecosystem Sales Managers, Strategic Alliance leaders, Partner Enablement, and Product and Sales teams to turn partner awareness into active engagement and, ultimately, into partners leading high-value activities with GitLab. In your first year, you’ll focus on building deep technical relationships with priority partners, co-creating activation plans that grow their GitLab practices, and becoming the go-to technical advocate for GitLab across our partner ecosystem.

Some examples of our projects:

• Creating and executing Partner Activation Plans that define capability goals, activation tactics, timelines, and measurable outcomes across contribution, commitment, and capability

• Co-designing partner solutions, service offerings, and technical artifacts (for example, demos, labs, integrations, and collateral) that showcase GitLab-based workflows and support joint go-to-market motions

What you'll do

• Engage with partners across priority regions, onsite and remotely, to provide technical expertise and guidance that accelerates their GitLab practice growth and joint customer impact

• Collaborate with Ecosystem Sales Managers and partner sales leaders to shape and execute Partner Activation Plans that drive partner-sourced pipeline and GitLab adoption

• Own the technical aspects of partner activation, including building and delivering demos, reference architectures, and workshops that support contribution, commitment, and capability activation

• Serve as the Directly Responsible Individual on partner technical activation plans, ensuring technical risks and gaps are identified, addressed, and aligned to mutual GitLab, partner, and customer outcomes

• Build and maintain strong relationships with technical and business stakeholders at partners so they progress from awareness to actively leading high-value activities like deal registrations and solution development

• Act as the partner advocate to internal teams by sharing field feedback and insights with Product, Engineering, Sales, Marketing, and Partner Enablement to influence roadmap and programs

• Maintain and deepen your expertise in GitLab and partner technologies through training, certifications, and the creation of reusable technical artifacts such as integrations, solution blueprints, and lab content

• Enable partners on the value of the GitLab platform, modern software development and DevSecOps practices, continuous integration and continuous deployment, and how to position these with their customers

• Support partner-led assessments and service offerings that uncover opportunities for GitLab-based solutions, expanded partner services, and scalable customer implementations

What you'll bring

• Experience working with or for technology partners, system integrators, cloud providers, or channel ecosystems, and the ability to communicate clearly with both technical and non-technical partner stakeholders

• Background in technical pre-sales, solution consulting, partner engineering, or information technology roles where you have supported a sales cycle or partner-led customer adoption journey

• Experience with modern software development or operations practices and related technologies, including version control, continuous integration and continuous deployment (CI/CD), and cloud-based environments

• Understanding of the end-to-end software development lifecycle and how DevSecOps practices support business outcomes, including the ability to translate these into partner use cases, joint solutions, and service offerings

• Ability to design and present partner-focused technical solutions that address market and customer requirements, including building and enabling demos, running workshops, and supporting proofs of concept or value in partnership with GitLab and partners

• Skill in building trusted relationships with partner technical and business leaders, and representing partner and joint-customer needs back to GitLab Product, Engineering, Sales, Marketing, and Partner teams

• Ability to work independently in a remote, distributed team, manage multiple partner priorities and activation plans, and adapt to different partner types, regions, and industry verticals

• Openness to learning new technologies and approaches, with interest in applying transferable skills to the GitLab platform and its ecosystem, including co-creating technical artifacts, integrations, and enablement content with partners

About the team

Our Ecosystem Solutions Architect team partners with Ecosystem Sales to help partners across regions understand, adopt, and build differentiated offerings on the GitLab DevSecOps platform. You'll join a collaborative global group that works closely with Ecosystem Sales Managers, Strategic Alliance leaders, Partner Enablement, and Services teams to activate partners across contribution, commitment, and capability, while reporting into Ecosystem leadership. The team works in an all-remote, highly asynchronous way across time zones, combining deep technical expertise with consultative engagement to guide partners through technical activation plans, solution development, and joint go-to-market initiatives. Current priorities include scaling Partner Activation Plans for key partners, transitioning partners from passive awareness to leading high-value activities like partner-sourced revenue and solution development, and sharing partner and market feedback with Product, Engineering, and Marketing to shape GitLab’s ecosystem strategy and improve outcomes for GitLab, partners, and customers.