Senior Partner Solutions Manager, Strategic Partnerships

OpenKrill

United States

Remote

USD 115,000 - 194,000

Full time

9 days ago

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Benefits offered by this job

Flexible PTO

Equity compensation

Growth and development fund

Parental leave

Home office support

Job summary

GitLab is seeking a Senior Partner Solutions Manager, Strategic Partnerships to own the technical strategy and validation of joint work with strategic partners. You will coordinate with Product and Research & Development to translate partner needs into integrations, influence product design, and build the business case for each joint effort, from architecture reviews to shipped integrations.

This remote role overlaps with US/EU time zones; no sales quota and opportunity to drive platform

Qualifications

Experience as a Senior Solutions Architect, Partner Solutions Architect, or similar senior technical role with partnerships exposure.
End-to-end software lifecycle, CI/CD, and DevSecOps understanding with proficient GitLab usage.
Hands-on cloud architecture with at least one hyperscaler (GCP, AWS, Azure).
Familiar with AI model evaluation frameworks, LLM APIs, and agent technologies.
Experience designing and leading technical workshops with senior stakeholders and building business cases.

Responsibilities

Own the end-to-end technical strategy for assigned strategic partners.
Translate partner roadmaps into integration and product opportunities across the GitLab platform.
Resolve complex technical issues across GitLab and partner systems; build prototypes to validate concepts.
Manage AI model evaluation with model partners; coordinate with R&D for early access and evaluation criteria.
Design and lead partner workshops and architecture reviews; document outcomes and next steps.
Build business cases, define gains/costs/resources, secure cross-functional agreement.
Bring partner requirements to Product and R&D to influence roadmap.
Coordinate across Engineering, Product, FinOps, Finance, Sales, and Marketing for delivery.

Skills

Senior roles in architecture

CI/CD

DevSecOps

Cloud architecture

AI model evaluation

Workshop facilitation

Technical leadership

Effective communication

Tools

GitLab

Cloud providers

LLM APIs

Reference architectures

Job description

An overview of this role

*Fortune 500 is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

An overview of this role

As a Senior Partner Solutions Manager, Strategic Partnerships, you’ll own the technical strategy and validation of joint work with GitLab’s strategic partners: hyperscalers, artificial intelligence (AI) labs, AI-native companies, and development, security, and operations (DevSecOps) vendors. You’ll work with partners, Product, and Research and Development (R&D) to turn partner and customer needs into integrations, influence product design, and build the business case for each joint effort, from the first architecture review to a shipped integration. In this role you will also own the AI model evaluation process with our model partners, working closely with our R&D teams to assess new models ahead of release and ensure GitLab is built on the best-performing models for our customers. Unlike a customer-facing Solutions Architect role focused on adoption, you’ll work with partners to make GitLab better. This role has no sales quota or variable pay.

At GitLab, our mission is simple: to enable everyone to contribute to and co-create the software that powers our world. Our platform doesn’t just bring people together-it unites teams and organizations, breaking down barriers and redefining what’s possible in software development.

What You’ll Do

Own the end-to-end technical strategy for assigned strategic partners, connecting technical requirements with joint business objectives.
Turn partner technology and roadmaps into integration, architecture, and product opportunities across the GitLab platform, from planning to monitoring and AI agents and model integrations.
Resolve complex technical issues across GitLab and partner systems, including cloud architecture, tool integrations, and AI model and agent evaluation and integration. Build working prototypes to validate concepts with partners.
Manage the end-to-end AI model evaluation process with our model partners, coordinating with R&D to secure early access, align on evaluation criteria and timelines, and translate results into partnership and product roadmap decisions.
Design and facilitate partner workshops, architecture reviews, and cloud financial management (FinOps) sessions, bringing in the right participants and documenting outcomes and next steps.
Build business cases for joint technical efforts, defining expected gains, costs, and resources, and securing agreement from partner managers, R&D, and leadership.
Bring partner requirements and technical feedback into Product and R&D discussions to influence product design and the roadmap.
Coordinate Engineering, Product, FinOps, Finance, Sales, and Marketing with partner technical teams to move joint work from evaluation to delivery.
Track cloud, AI, and DevSecOps developments to advise partnership investment, and share reusable findings through documentation, the handbook, reference architectures, and technical content.

What You’ll Bring

Experience as a Senior Solutions Architect, Partner Solutions Architect, Partner Engineer, or in a similar senior technical role. Experience with technology partners or alliances is strongly preferred.
An end-to-end understanding of the software development lifecycle, continuous integration and continuous delivery (CI/CD), and DevSecOps, with the ability to use GitLab in depth.
Hands-on cloud architecture experience with at least one hyperscaler: Google Cloud, Amazon Web Services (AWS), or Microsoft Azure. Cloud cost or FinOps experience is a plus.
Working knowledge of AI model evaluation frameworks and agent technology, including large language model (LLM) application programming interfaces (APIs), agent frameworks, and Model Context Protocol (MCP), and how they fit into developer workflows.
Experience designing and facilitating technical workshops with senior technical and business stakeholders, and building business cases that scope work, estimate gains and costs, and size resources.
An autonomous, ownership-driven approach: you identify work and move it forward without waiting for a project backlog.
Clear, concise written and spoken communication, adapting technical and commercial trade-offs for audiences from engineers to executives.
Ability to travel about once a quarter and work hours that overlap with Europe, the Middle East, and Africa (EMEA). If you’re on the US West Coast, expect to start around 7 a.m. Pacific Time; when the day ends is flexible.

About the team

You’ll join Strategic Partnerships and report to the VP, Corporate Development and Strategic Partnerships. The team manages GitLab’s relationships with hyperscalers, AI companies, and select DevSecOps companies, acting as the business owner and coordinating work across hosting contracts, product integrations, go-to-market activities, purchasing, and partner-specific marketing. Partner managers and directors lead each relationship; you’ll own the technical side across partner types and collaborate with R&D, Engineering, FinOps, Finance, Sales, and Marketing. The role is remote, with Eastern Time preferred and other US time zones possible.

How GitLab will support you

Benefits to support your health, finances, and well-being
Flexible Paid Time Off
Team Member Resource Groups
Equity Compensation & Employee Stock Purchase Plan
Growth and Development Fund
Parental leave
Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role’s base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range$115,200-$194,400 USD

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