Director of AWS Ecosystem, GitLab

• 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:

Desirable

• 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
• 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