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An overview of this role
GitLab is looking for a Hyperscaler Operations Manager to join our Ecosystem Operations team. This role combines deep operational governance across GitLab's AWS and GCP partnerships with the successful execution of hyperscaler operational initiatives, serving as the operational architect of the hyperscaler GTM and the primary process owner for marketplace, co-sell, and funding operations.
You will own the technology, processes, and operational infrastructure that underpin GitLab's hyperscaler motions, serving as the go-to resource for hyperscaler partners and internal teams. This role sits at the intersection of cloud marketplace mechanics, hyperscaler funding, and systems administration, requiring someone equally comfortable setting GTM strategy, executing operationally, and leveraging AI to automate and scale hyperscaler processes.
You will work closely with Systems, Revenue Technologies, Deal Desk, Enablement, Finance, and Legal to ensure GitLab's hyperscaler operations are accurate, scalable, and aligned to partnership objectives.
What You’ll Do
Marketplace Operational Strategy & Execution
- Establish, oversee, and continuously improve end-to-end marketplace operational processes, including private offer management, CPPO/MCPO structures, and third-party integrations
- Serve as the internal expert on the private offer process end-to-end, partnering closely with Deal Desk to define, document, and iterate on workflows across AWS and GCP
- Own operational execution of hyperscaler funding initiatives such as AWS Strategic Collaboration Agreement (SCA), Marketplace Private Offer Partner Program (MPOPP), and GCP Marketplace Commit to Consume Program (MCCP), including milestone tracking, deal registration, claim workflows, and commit management
- Serve as the escalation point for marketplace and funding operations, resolving complex private offer, co-sell, and billing issues that span multiple systems or stakeholders
Technology Ownership & Administration
- Serve as the primary relationship owner for the hyperscaler technology ecosystem, including Salesforce CRM partner objects, Tackle.io, and hyperscaler-specific PRM configurations
- Administer hyperscaler platforms, maintaining system health and data integrity across all hyperscaler-specific tools and integrations
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