Senior Solutions Architect, Global SI (India)

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. This is the line that makes it a GSI hire, not a generic SA.
• Channel / cloud / partner-ecosystem fluency: understands partner-sourced motion, deal registration, co-sell, and services-led GTM — not a direct-sales-only background.
• 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.
  • not merely as a line-worker, though
  • Experience standing up partner delivery practices, enablement tracks, or certification programs.
  • Cloud-marketplace / hyperscaler co-sell familiarity (AWS or GCP) — a plus, not a requirement.
  • Depth in GitLab, AI development, Kubernetes, infrastructure-as-code, or application security (SAST/DAST).
  • Coverage value beyond India proper (APAC GSI delivery hubs).

   

  How GitLab will support you

  • Benefits to support your health, finances, and well-being
  • Flexible Paid Time Off 
  • Team Member Resource Groups
  • Equity Compensation & Employee Stock Purchase Plan
  • Growth and Development Fund
  • Parental leave
  • Home office support

  Hiring process

  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.

  How GitLab Supports Full-Time Employees

  • Benefits to support your health, finances, and well-being
  • Flexible Paid Time Off 
  • Team Member Resource Groups
  • Equity Compensation & Employee Stock Purchase Plan
  • Growth and Development Fund
  • Parental Leave 

  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.

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• Ensure you have a deep understanding of DevSecOps and CI/CD workflows, as well as experience with GitLab or similar platforms.
• Develop a portfolio that showcases your ability to build and deliver technical demos, reference architectures, and workshops.
• Practice articulating complex technical concepts in simple terms, preparing for interviews where you may need to explain these to non-technical stakeholders.
• Research GitLab's ecosystem and partner network to understand the company's approach to partnerships and how you can contribute to this effort.
• Be prepared to discuss your experience with technical sales processes and how you have guided stakeholders through solution design and evaluation in the past.
• Consider highlighting any experience you have with GTM and Adjust, or similar tools, as these are key skills for the role.
• When negotiating salary, consider factors such as the cost of living in your area, industry standards for the role, and the overall compensation package being offered.