• Guide technical discovery, demos, and validation (including proofs of value) to show how GitLab’s AI-powered DevSecOps platform meets customers’ technical and business needs across the full lifecycle, advancing qualified opportunities and increasing proof-of-value progression to successful evaluation outcomes. • Manage the technical evaluation process as the Directly Responsible Individual, including solution design, POC/POV ownership, workshop design, and the technical components of tenders, audits, and value stream assessments, improving evaluation cycle time and supporting timely, high-quality customer decisions. • Work closely with Account Executives and regional sales teams across ANZ to shape and execute account strategies that support new customer acquisition, expansion, and measurable revenue growth. • Build and deepen relationships with technical practitioners and business leaders, guiding them through GitLab-driven digital transformation to increase platform adoption and develop long-term GitLab advocates. • Advise customers on modern software development, continuous integration, continuous deployment, security, and cloud practices, recommending improvements to existing approaches to improve return on investment, shorten delivery cycles, and accelerate platform adoption. • Serve as the voice of the customer with Product Management, Engineering, Sales, and Marketing by providing feedback, use cases, and competitive insights that inform roadmap priorities and strengthen market positioning. • Maintain and extend your technical expertise in GitLab, DevSecOps, AI, and related cloud technologies, creating reusable examples, best practice guidance, and technical collateral that improve customer and partner enablement at scale. • Invest in your own growth and development through ongoing learning, mentorship, and knowledge exchange to continuously improve team effectiveness and the impact of the Solutions Architect function.

At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana. Our employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism. We give our best effort to our work, and we put people first. We’re looking for people who are determined to make life better for people around the world. About the Role The National Partnerships Manager is a critical customer-facing role, responsible for bringing our digital solutions to life in the private market. Working within a dynamic and evolving market, this role focuses on building strong relationships, enabling partners and healthcare professionals to get the most from our solutions and ensuring a consistently excellent experience for every customer and healthcare professional — ultimately benefiting the patients they serve. This is a role for someone who thrives in external-facing environments, takes pride in being the go-to expert on our solutions and is energised by helping others understand and realise their value. You'll work as part of a collaborative and ambitious cross-functional team, contributing on-the-ground insights that help inform future thinking — while remaining focused on excellent day-to-day engagement and delivery. This is a rare opportunity to join an innovative initiative that is first of its kind in the UK, helping to shape the way healthcare solutions are accessed and experienced in the private market. What You'll Be Doing Partnership Engagement & Relationship Management - Build and maintain strong, productive relationships with national and regional partners across the private market ecosystem, spanning organisations of all sizes — from independent healthcare professionals and specialist clinics through to large private providers and digital health platforms. - Serve as the primary point of contact for partners and healthcare professionals, providing responsive, knowledgeable support that builds confidence and trust in our solutions — proactively ensuring they are well-informed, well-supported and able to make the most of what we offer. - Support consistent onboarding and ongoing engagement across a diverse partner and customer base. Solutions Expertise & Customer Experience - Develop and maintain a thorough working knowledge of our digital solutions, becoming a credible and reliable expert that partners and healthcare professionals can depend on — confidently positioning the value proposition and tailoring the message to the needs of different partners and audiences. - Act as an ambassador for outstanding customer experience, ensuring every interaction reflects the highest standards of service. - Identify and address experience gaps or points of friction in a timely and practical way, escalating where needed and contributing to solutions that improve the experience for customers, healthcare professionals and the patients they care for. - Support the delivery of a consistent, high-quality experience across all partners, regardless of size or setting. - Insight Gathering & Feedback Listen actively to partners, healthcare professionals and customers to gather meaningful on-the-ground insight about how our solutions are landing and where improvements could be made. - Capture and communicate feedback clearly to internal teams, contributing to a continuous loop of learning that helps shape future initiatives and service evolution. Flag emerging trends, risks or opportunities observed in the field, supporting informed decision-making at a strategic level. - Delivery & Cross-Functional Working Partner closely with the private market sales team and B2B private ecosystem colleagues, ensuring strong alignment between external engagement and broader commercial activity to deliver a joined-up experience for customers and healthcare professionals. - Lead the implementation of partnership-related initiatives, ensuring activities are delivered on time, to a high standard and in line with agreed plans. - Work collaboratively with colleagues across marketing, digital, operations, legal and compliance to ensure smooth and coordinated delivery, bridging the gap between external partners and internal teams through clear communication and follow-through. Integrity, Compliance & Ethical Standards - Maintain the highest standards of integrity in all external-facing activities and partner interactions. - Ensure all activities, materials and communications are conducted in compliance with applicable legal, regulatory, Ethical & Compliance (E&C) requirements and the ABPI Code of Practice. - Work closely with Legal, Regulatory, Medical and E&C colleagues to navigate compliance considerations in day-to-day delivery, acting as a role model for compliant and ethical behaviour. What We're Looking For - Strong commercial acumen, with the ability to use data and market insight to inform planning and drive sound, independent decision-making. - Demonstrated ability to influence and build credibility at multiple levels, including with senior stakeholders across complex partner organisations. - Strategic thinker who can balance day-to-day delivery with longer-term account and partnership development. - Experience in a partnerships, account management, customer success or external engagement role — with a background in B2B, private sector, healthcare, life sciences, digital health or adjacent fields. - A genuine passion for customer experience, with a track record of going above and beyond to meet the needs of customers and partners. - Able to manage a complex portfolio of partner relationships and workstreams with autonomy and sound judgement. - Strong interpersonal and communication skills, with the ability to build trust and credibility quickly. Requirements: - Bachelor's degree required. - ABPI qualified, or willingness to obtain ABPI qualification if not already held. Experience working with private providers, healthcare platforms or patient access models. - Familiarity with digital health, direct-to-consumer or access-focused healthcare initiatives. - Comfortable working in evolving environments where not everything is defined, bringing structure and clarity without losing momentum. - Passion for making a tangible difference to the experiences of healthcare professionals and their patients. Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form (https://careers.lilly.com/us/en/workplace-accommodation) for further assistance. Please note this is for individuals to request an accommodation as part of the application process and any other correspondence will not receive a response. Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status. #WeAreLillyUKandIreland

• Partnering with our Sales team to articulate the overall Grafana value proposition • Owning the technical engagement with customers • Delivering product and technical presentations • Effectively communicate with customers and internal teams • Driving product conversations based on need • Working with the team to enhance documentation and knowledge base material

• Collaborate with stakeholders to understand business requirements and design solutions • Develop and maintain a deep understanding of the Cloud architecture, its capabilities and limitations • Ensure that solutions are scalable, maintainable and adhere to NRI best practices and standards • Lead technical design and implementation reviews • Develop technical specifications and ensure that development teams are aligned to these specifications • Collaborate with cross-functional teams including development, testing, and project management • Create technical proposals, respond to RFPs/RFQs, and deliver demonstrations • Develop accurate pricing models and SOWs