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YubHub-native raw fields carry `x-` prefix.","jobs":[{"@context":"https://schema.org","@type":"JobPosting","identifier":{"@type":"PropertyValue","name":"YubHub","value":"job_58a44dab-91a"},"title":"Partner Solutions Architect - Japan","description":"<p>We&#39;re looking for a Partner Solutions Architect to join the Field Engineering team and help scale dbt&#39;s partner go-to-market motion across Japan. This role is focused on building technical and commercial momentum with both consulting and technology partners.</p>\n<p>You will work closely with Partner Development Managers to drive partner capability, field alignment, and pipeline across strategic SI and consulting partners as well as key technology partners such as Snowflake, Databricks, and Google Cloud.</p>\n<p>Internally, this role sits at the intersection of Field Engineering, Partnerships, Sales, Product, and Partner Marketing. This is not a purely reactive enablement role. The Partner SA is expected to help shape and execute repeatable partner plays that create revenue.</p>\n<p>That includes enabling partner sellers and architects, supporting account mapping and seller-to-seller engagement, helping define joint value propositions, supporting partner-led pipeline generation, and influencing product and field strategy based on what is learned in-market.</p>\n<p>Internal operating docs show this motion consistently includes enablement sessions, QBR sponsorships, account planning, workshops, field events, and targeted campaigns designed to produce sourced and influenced pipeline.</p>\n<p>You&#39;ll be part of a team helping dbt scale its ecosystem through better partner capability, tighter field alignment, and more repeatable pipeline generation. The role is especially important as dbt continues investing in structured partner motions and deeper engagement with major cloud and data platform partners.</p>\n<p>What you&#39;ll do:</p>\n<ul>\n<li>Partner closely with Partner Development Managers to execute joint GTM plans across technology and SI/consulting partners.</li>\n</ul>\n<ul>\n<li>Build trusted technical relationships with partner architects, sellers, and practice leaders</li>\n</ul>\n<ul>\n<li>Run partner enablement sessions, workshops, office hours, and hands-on technical trainings to improve partner capability and field readiness</li>\n</ul>\n<ul>\n<li>Support account mapping and seller-to-seller alignment between dbt and partner field teams to uncover and accelerate pipeline</li>\n</ul>\n<ul>\n<li>Help create and refine repeatable sales plays across themes like core-to-cloud migration, modernization, AI-ready data foundations, marketplace, semantic layer, and partner platform adoption</li>\n</ul>\n<ul>\n<li>Support partner-led and tri-party pipeline generation efforts including QBRs, innovation days, lunch-and-learns, hands-on labs, and local field events</li>\n</ul>\n<ul>\n<li>Equip partner teams with the technical messaging, demo narratives, architectures, and customer use cases needed to position dbt effectively</li>\n</ul>\n<ul>\n<li>Collaborate with dbt Account Executives, Sales Engineers, and regional sales leadership to drive co-sell execution in target accounts</li>\n</ul>\n<ul>\n<li>Act as a technical bridge between partners and dbt Product / Engineering by surfacing integration gaps, field feedback, competitive insights, and roadmap opportunities</li>\n</ul>\n<ul>\n<li>Serve as an internal subject matter expert on dbt’s major technology partner ecosystem, especially Snowflake, Databricks, and Google Cloud</li>\n</ul>\n<ul>\n<li>Contribute to the scale motion by helping build collateral, playbooks, enablement assets, and best practices that raise the bar across the broader Partner SA function</li>\n</ul>\n<ul>\n<li>Travel approximately 30-40% to support partner planning, enablement, executive meetings, and field events across Japan</li>\n</ul>\n<p>This scope reflects how the Partner SA team is already operating: enabling partner field teams, building account-level alignment, supporting QBRs and regional events, and translating those activities into sourced and engaged pipeline.</p>\n<p>What you&#39;ll need:</p>\n<ul>\n<li>5+ years of experience in solutions architecture, sales engineering, consulting, partner engineering, or another customer-facing technical role in data and analytics</li>\n</ul>\n<ul>\n<li>Strong hands-on background in SQL, data modeling, analytics engineering, and modern data platforms</li>\n</ul>\n<ul>\n<li>Ability to clearly explain modern data stack architectures and how dbt fits across warehouses, lakehouses, semantic layers, and AI-oriented workflows</li>\n</ul>\n<ul>\n<li>Experience translating technical capabilities into clear business value for both technical and non-technical audiences</li>\n</ul>\n<ul>\n<li>Comfort operating in highly cross-functional environments across Sales, Partnerships, Product, and Marketing</li>\n</ul>\n<ul>\n<li>Strong presentation, workshop, and facilitation skills, including external enablement and customer-facing sessions</li>\n</ul>\n<ul>\n<li>Proven ability to drive outcomes in ambiguous, fast-moving environments with multiple stakeholders</li>\n</ul>\n<ul>\n<li>Experience supporting complex enterprise buying motions, proof-of-value work, or partner-influenced sales cycles</li>\n</ul>\n<ul>\n<li>Strong written communication skills for building collateral, technical narratives, and partner-facing content</li>\n</ul>\n<ul>\n<li>A collaborative mindset and a desire to help scale best practices across a growing team</li>\n</ul>\n<p>What will make you stand out:</p>\n<ul>\n<li>Experience working directly in partner, alliance, or ecosystem roles</li>\n</ul>\n<ul>\n<li>Experience with 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In this highly visible role, you will own the strategy and execution of scalable partner marketing programs that accelerate partner-sourced and partner-influenced pipeline across ISVs, systems integrators, GSIs, cloud marketplaces, and strategic alliances.</p>\n<p>Responsibilities:</p>\n<ul>\n<li>Own the vision, strategy, and execution of Cresta&#39;s global partner marketing function, building scalable programs that drive partner-sourced and partner-influenced pipeline</li>\n<li>Design and operationalize a partner marketing model that supports multiple partner types, products, segments, and geographies</li>\n<li>Develop partnership-specific messaging frameworks, joint value propositions, and supporting collateral that enable partners to effectively position and sell joint solutions</li>\n<li>Partner closely with partner enablement to create and govern enablement programs, content hubs, and self-serve resources that support partner success</li>\n<li>Analyze partner pipeline performance and win/loss dynamics to identify gaps, remove roadblocks, and unlock new growth opportunities across the partner ecosystem</li>\n<li>Provide a data-driven point of view to influence product roadmap priorities based on partner feedback, deal insights, and market opportunity</li>\n<li>Establish KPI frameworks, dashboards, and operating cadences to measure partner marketing impact and inform decision-making</li>\n<li>Collaborate with RevOps and IT to evolve CRM, PRM, and marketing automation workflows that support partner motions at scale</li>\n<li>Act as a cross-functional leader and connector across sales, marketing, product, and partnerships to ensure tight GTM alignment</li>\n</ul>\n<p>Qualifications:</p>\n<ul>\n<li>8+ years of experience in partner marketing within a SaaS or B2B technology company</li>\n<li>Proven success building and scaling partner marketing programs that drive measurable pipeline and revenue impact</li>\n<li>Strong understanding of SaaS partner motions, including ISVs, SIs, GSIs, cloud marketplaces, and strategic alliances</li>\n<li>Highly data-driven, with deep experience in pipeline metrics, attribution, ROI, and performance reporting</li>\n<li>Executive-level communication skills with the ability to influence senior stakeholders across functions</li>\n<li>Demonstrated ability to operate in ambiguous environments, build from zero, and scale programs as the business grows</li>\n<li>Coachable, resilient, and highly motivated to drive outcomes</li>\n</ul>\n<p>Perks &amp; 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GitLab enables organisations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.</p>\n<p>The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.</p>\n<p>A strong partner ecosystem is crucial in the success and growth of GitLab&#39;s business. Partners are a strategic imperative for GitLab&#39;s continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross-functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales.</p>\n<p>Partner Account Managers (Internal name is Ecosystem Sales Managers) are critical in recruiting and building relationships with partners. Partner Account Managers (Internal name is Ecosystem Sales Managers) also work with partners to establish and measure goals and performance including pipeline, revenue generation and growing their overall GitLab practice.</p>\n<p>All individual contributors are referred to as “Ecosystem Sales Managers” or “ESM” and share the same primary requirements, responsibilities, and performance indicators.</p>\n<p>Responsibilities:</p>\n<p>Leads major ecosystem partner initiatives, develops long-term strategic plans for ecosystem partner growth.</p>\n<p>Extensive communication both internally at senior levels and externally with major partners.</p>\n<p>High, influencing key strategic decisions and ecosystem partner performance.</p>\n<p>Coordinate/facilitate the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives.</p>\n<p>Build, maintain, and manage relationships with the Gitlab field sales organization.</p>\n<p>Proactively engage with GitLab AEs, ASMs and geo leadership.</p>\n<p>Work closely with local System Integrators, Solution providers, Managed Services Partners and Hyperscalers (AWS &amp; Google).</p>\n<p>Design and execute comprehensive joint business plans with partners, including detailed partner account mapping, go-to-market strategies, and governance models to ensure a robust and mutually beneficial relationship.</p>\n<p>Identify and support regional-specific demand generation/pipeline building activities with strategic partners.</p>\n<p>Contribute to quarterly business reviews (QBRs) within your assigned territory.</p>\n<p>Participate in annual planning within the Ecosystem organization.</p>\n<p>Provide cloud-related weekly forecasts and/or progress reports.</p>\n<p>Prepare presentations, territory plans and reports as required.</p>\n<p>Knowledge:</p>\n<p>In-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations.</p>\n<p>What you&#39;ll bring:</p>\n<p>Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships.</p>\n<p>Strong network across the partner ecosystem in MEA region.</p>\n<p>Be an expert of Partner Ecosystems in in MEA region and the Cloud market.</p>\n<p>Experience selling open source solutions.</p>\n<p>Experience with B2B sales.</p>\n<p>Interest in GitLab, and open source software.</p>\n<p>Effective written and verbal communication skills.</p>\n<p>Strong interpersonal skills and an ability to remain calm under pressure.</p>\n<p>Established personal network within the industry.</p>\n<p>Results-oriented perspective.</p>\n<p>You share our values, and work in accordance with those values.</p>\n<p>Ability to use GitLab.</p>\n<p>Experience with Salesforce.</p>\n<p>Ability to travel up to 50% and comply with the company’s travel policy.</p>\n<p>Language Proficiency: Fluent English and Arabic</p>\n<p>How GitLab Supports Full-Time Employees:</p>\n<p>Benefits to support your health, finances, and well-being.</p>\n<p>Flexible Paid Time Off.</p>\n<p>Team Member Resource Groups.</p>\n<p>Equity Compensation &amp; Employee Stock Purchase Plan.</p>\n<p>Growth and Development Fund.</p>\n<p>Parental leave.</p>\n<p>Home office support.</p>\n<p>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&#39;re excited about this role, please apply and allow our recruiters to assess your application.</p>\n<p>Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.</p>\n<p>Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.</p>\n<p>GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.</p>\n<p style=\"margin-top:24px;font-size:13px;color:#666;\">XML job scraping automation by <a href=\"https://yubhub.co\">YubHub</a></p>","url":"https://yubhub.co/jobs/job_2bcd3c62-064","directApply":true,"hiringOrganization":{"@type":"Organization","name":"GitLab","sameAs":"https://about.gitlab.com/","logo":"https://logos.yubhub.co/about.gitlab.com.png"},"x-apply-url":"https://job-boards.greenhouse.io/gitlab/jobs/8360326002","x-work-arrangement":"remote","x-experience-level":"senior","x-job-type":"full-time","x-salary-range":null,"x-skills-required":["software development tools","application lifecycle management solutions","strategic partnerships","partner ecosystem","cloud market","open source solutions","B2B sales","GitLab","Salesforce"],"x-skills-preferred":[],"datePosted":"2026-04-18T15:51:43.545Z","jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Remote, United Arab Emirates"}},"jobLocationType":"TELECOMMUTE","employmentType":"FULL_TIME","occupationalCategory":"Sales","industry":"Technology","skills":"software development tools, application lifecycle management solutions, strategic partnerships, partner ecosystem, cloud market, open source solutions, B2B sales, GitLab, Salesforce"},{"@context":"https://schema.org","@type":"JobPosting","identifier":{"@type":"PropertyValue","name":"YubHub","value":"job_3168d7d3-70b"},"title":"Partner Solutions Architect - North America","description":"<p>About Us</p>\n<p>We&#39;re looking for a Partner Solutions Architect to join the Field Engineering team and help scale dbt&#39;s partner go-to-market motion across North America. 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