Overview of the Role
As an Ecosystem Solutions Architect, you'll be a trusted advisor to GitLab's partners, helping them understand how GitLab's DevSecOps platform can power differentiated, services-led solutions and generate repeatable, partner-sourced revenue. You'll support the Ecosystem Sales Managers, whose role is to work with field account teams to achieve their revenue goals by leveraging partners to scale the quantity, value, and strategic relevance of deals.
Like all GitLab Solutions Architects, you are a trusted technical advisor who drives and manages the technology evaluation and validation stages, speaks about technology in industry-standard terms rather than GitLab-specific language, and creates reusable technical assets that scale across the region. The differentiator in this seat is the GSI lens: you build with and through the integrator, not only for an end customer.
What you'll do
- 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.
Must Haves
- India-based and authorized to work in India (Bangalore, Mumbai, or Delhi).
- Senior-level technical pre-sales / Solutions Architect / sales engineering experience; able to guide stakeholders through solution design and evaluation.
- Proficiency across the end-to-end software development lifecycle, modern DevSecOps practices, and CI/CD workflows; hands-on experience with GitLab or a comparable source-control / CI-CD / DevSecOps platform, with the ability to map platform capabilities to customer use cases.
- Demonstrated experience working with or leadership roles inside India-based GSIs — partner-facing or delivery/practice side.
- Channel / cloud / partner-ecosystem fluency: understands partner-sourced motion, deal registration, co-sell, and services-led GTM.
- Communicates credibly from practitioner to executive; can own a technical activation plan as the DRI.
- Embraces AI as a core productivity multiplier and incorporates it into daily workflow.
Nice To Haves
- An existing network inside one or more of the named GSIs.
- Experience standing up partner delivery practices, enablement tracks, or certification programs.
- Cloud-marketplace / hyperscaler co-sell familiarity (AWS or GCP).
- Depth in GitLab, AI development, Kubernetes, infrastructure-as-code, or application security (SAST/DAST).