Solutions Architects are the trusted advisors to GitLab prospects and clients, showing how the GitLab solutions address client business requirements. Solutions Architects are responsible for driving and managing the technology evaluation and validation stages of the sales process. Solutions Architects are the product advocates for GitLab’s Enterprise Edition. They focus on the technical solution while also understanding the business outcomes the customer is trying to achieve.
The Solutions Architect helps drive value and change with software development for one of the fastest-growing platforms. By applying solution selling and architecture experience from planning to monitoring, the Solutions Architect supports and enables successful adoption of the GitLab platform. Solutions Architects work collaboratively with GitLab’s customers across segments, Sales, Engineering, Product Management, and Marketing organizations.
This role provides technical guidance and support throughout the entire sales cycle. Solution Architects can help shape and execute a strategy to build mindshare and broad use of the GitLab platform with customers by becoming the trusted advisor. The ideal candidate must be self-motivated with a proven track record in software/technology sales or consulting. Proficiency in connecting technology solutions to measurable business value is critical to a Solutions Architect. Candidates should also have a demonstrated skill to think strategically about business, products, and technical problems.
To learn more, see the Solutions Architect handbook
What you'll do
- Since this role deals primarily with partner relationships, any responsibilities in an individual’s Role Level that reference customers can also be fulfilled by Partners. If responsibilities appear duplicated, the version in this description has priority due to being more specific to your role.
- Engage in a technical consultancy role for channel and system integrator partners, providing technical assistance and guidance specific to the selling and service delivery readiness of GitLab Channel partners.
- Create and maintain relationships with external partner leaders that contribute to large Net ARR deals and customer success.
- In partnership with the channel sales team, formulate and execute a sales, solution and practice strategy to exceed revenue targets through the delivery of solutions & services that drive the adoption of GitLab.
- Work with Customer Success teams (SA, CSM, Sales) to ensure the partner is acting in good faith and effectively when delivering GitLab services to a customer.
- Educate channel partners of all sizes on the value proposition of GitLab, and participate in all levels of discussions throughout the organization to ensure our solution is set up for successful deployment.
- Work on site with strategic channel partners, delivering solutions architecture consulting, technical guidance, knowledge transfer, and earn “trusted advisor status.”
- Enable the partners to provide technical evaluations via POC/POV ownership, RFP/audit support, and workshop design.
- Capture and share best-practice knowledge amongst the GitLab community and other channel solutions architects.
- Author or otherwise contribute to GitLab customer-facing publications such as whitepapers, blogs, diagrams, reference architectures, or the GitLab Handbook.
- Build deep relationships with senior technical people within partnerships to enable them to be GitLab advocates.
- Serve as the partner advocate to other GitLab teams, including Product Development, Sales, and Marketing.
- Present GitLab platform strategy, concepts, and roadmap to technical leaders within channel partner organizations.
What you'll bring
- Experience building solutions and professional services through channel partnerships
- Knowledge of all or most of the following channel services categories in the DevOps space: Consulting, Managed and or Advisory services
- Experience with technical pre-sales or as a professional in the field of information technology
- Experience with modern software development or operations and their associated technologies
- Experience with cloud computing and related technologies and practices
- Fluent German
How GitLab will support you
- Benefits to support your health, finances, and well-being
- All remote, asynchronous work environment
- Unlimited PTO (paid time off)
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and development budget
- Parental leave
- Home office support
Hiring process
Candidates can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.
- Selected candidates will be invited to schedule a screening call with our Global Recruiters.
- Next, candidates will be invited to schedule a first interview with the SA team Manager.
- Candidates may be invited to schedule an interview with a Solutions Architect peer or other SA team Manager.
- Then, candidates will be required to deliver a demo of GitLab to a panel of Customer Success attendees using the Demo Guide.
- Candidates may be invited to additional interviews.
- Successful candidates will be made an offer after references are verified.
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. If you're excited about this role, please apply and allow our recruiters to assess your application.
