IBM Ecosystem Sales Manager - AMER

Git Lab is an open-core software company that develops the most comprehensive AI-powered Dev Sec Ops  Platform , used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development.

Thanks to products like Duo Enterprise and Duo Agent Platform , customers get AI benefits at every stage of the SDLC.

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. Git Lab 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.

As an IBM Ecosystem Sales Manager on Git Lab'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 Git Lab 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 + Git Lab” 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 Git Lab shows up in the IBM ecosystem while working in an all-remote, values-driven environment that gives you both autonomy and cross-functional support.

• 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

• Serve as the primary bridge between Git Lab Sales and IBM, ensuring the Git Lab 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 Git Lab 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 + Git Lab” 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 Git Lab’s platform, sales motions, and how to co-sell effectively.
• Maintain accurate, up-to-date data in relevant systems, ensuring clean pipeline reporting, clear visibility into IBM-related opportunities, and consistent communication across Sales and Partner teams.
• Continually refine and document processes for managing IBM and ecosystem-led deals so motions are repeatable, scalable, and easy for Sales and…