Ecosystem Sales Manager, Carahsoft (Washington DC)

ABOUT THE ROLE As an Ecosystem Sales Manager at Carahsoft, you will play a critical role in driving growth by leading our partnership ecosystem with GitLab. This position requires a strong understanding of US public sector channel strategy, government procurement, and contract vehicles. You will be responsible for developing and executing a channel strategy focused on federal, state, local, and education markets, managing GitLab's Carahsoft partnership, and driving revenue outcomes through partner-led sales motions. WHAT YOU'LL DO As an Ecosystem Sales Manager, your key responsibilities will include: - Developing and executing a channel strategy focused on federal, state, local, and education markets - Managing GitLab's Carahsoft partnership with a focus on partner-sourced pipeline, new customer acquisition, marketplace transactions, and renewals - Utilizing 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 - Collaborating with Account Executives, Field Marketing, regional sales leaders, and other cross-functional partners to own revenue outcomes - Applying an understanding of government procurement requirements and compliance considerations throughout partner-led sales motions - Driving partner-sourced Scale pipeline through scalable partner programs, campaigns, and systematic account mapping initiatives - Integrating partners into territory planning and demand generation activities with Account Executives, Field Marketing, and regional sales leaders - Executing repeatable Carahsoft-led Scale campaigns aligned with regional territories, including industry plays, account blitzes, and market-specific roadshows - Identifying whitespace and conducting detailed account mapping with partners to surface new logo opportunities and expand First Order reach - Supporting Carahsoft enablement and activation programs, including hyperscaler co-sell and marketplace acceleration initiatives - Executing event-driven distributor strategies, including partner alignment before events, lead capture during events, and pipeline conversion after events - Building relationships and practical knowledge needed to navigate partner-led deals and help move opportunities across the finish line - Managing 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 NEED To be successful in this role, you will need: - 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 tools WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere and enjoy a better work-life balance. You will also have access to a range of benefits