Ecosystem Sales Manager, Carahsoft

What you'll do
Develop and execute a channel strategy focused on federal, state, local, and education markets.
Manage GitLab's Carahsoft partnership with a focus on partner-sourced pipeline, new customer acquisition, marketplace transactions, and renewals.
Use your knowledge of government contract vehicles, such as General Services Administration schedules, Solutions for Enterprise-Wide Procurement, and National Association of State Procurement Officials agreements, to support public sector opportunities.
Own revenue outcomes while collaborating with Account Executives, Field Marketing, regional sales leaders, and other cross-functional partners.
Apply an understanding of government procurement requirements and compliance considerations throughout partner-led sales motions.
Drive partner-sourced Scale pipeline through scalable partner programs, campaigns, and systematic account mapping initiatives.
Integrate partners into territory planning and demand generation activities with Account Executives, Field Marketing, and regional sales leaders.
Execute repeatable Carahsoft-led Scale campaigns aligned with regional territories, including industry plays, account blitzes, and market-specific roadshows.
Identify whitespace and conduct detailed account mapping with partners to surface new logo opportunities and expand First Order reach.
Support Carahsoft enablement and activation programs, including hyperscaler co-sell and marketplace acceleration initiatives.
Execute event-driven distributor strategies, including partner alignment before events, lead capture during events, and pipeline conversion after events.
Build the relationships and practical knowledge needed to navigate partner-led deals and help move opportunities across the finish line.
Manage one-to-many partner engagement through partner portals and automated systems, providing weekly pipeline forecasts, partner-sourced opportunity reports, and clear insights into campaign performance and territory impact.
What you'll bring
Experience in sales development, business development, channel sales, or partner-driven pipeline generation in a business-to-business environment.
Experience working with US public sector channel strategy across federal, state, local, or education markets.
Practical knowledge of government procurement and contract vehicles, such as General Services Administration schedules, Solutions for Enterprise-Wide Procurement, and National Association of State Procurement Officials agreements.
Familiarity with partner ecosystems, including programmatic engagement and demand generation with distributors, long-tail partners, and hyperscalers such as Amazon Web Services and Google Cloud.
Ability to design, execute, and improve scalable, campaign-driven demand generation, including one-to-many partner engagement and event-driven campaigns.
Experience using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.
Strong analytical skills to interpret campaign results, partner activation metrics, and territory impact, then turn those insights into clear plans.
Effective written and verbal communication skills, with a focus on repeatable messaging and collaboration with Account Executives, Field Marketing, and regional sales leadership.
Interest in GitLab, open source software, and modern software development practices, with the ability to learn and use GitLab and related tools.
Openness to travel for partner events and field collaboration and to apply transferable skills from related sales, partner, or digital marketing roles in a remote, results-focused environment.

Skills Required
Experience in sales development, business development, channel sales, or partner-driven pipeline generation in B2B environments.
Experience with US public sector channel strategy across federal, state, local, or education markets.
Knowledge of government procurement and contract vehicles (GSA schedules, SEWP, NASPO).
Familiarity with partner ecosystems and hyperscaler co-sell/marketplace initiatives (AWS, Google Cloud).
Ability to design and execute scalable, campaign-driven demand generation and one-to-many partner engagement.
Experience using Salesforce and modern sales development or marketing automation tools for forecasting and reporting.
Strong analytical skills to interpret campaign results and partner activation metrics.
Effective written and verbal communication skills and ability to collaborate with cross-functional teams.
Interest in GitLab, open source software, and modern software development practices; ability to learn GitLab tools.
Openness to travel for partner events and field collaboration.