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The Senior Engagement Management Leader is a strategic position responsible for driving Professional Services Sales and team success across GitLab's enterprise and commercial customer portfolio. This role combines sales leadership, team management, and strategic partnership development to scale GitLab's professional services business in Europe and Asia markets.
As a senior leader, you will be accountable for regional PS bookings targets while leading a team of Engagement Managers who drive professional services sales through a sales overlay model. You'll develop and execute strategies to expand accelerate time to value across a broad portfolio of clients, working closely with Sales Leadership and Customer Success to ensure alignment across the organization.
Responsibilities
- Lead a team of Engagement Managers focused on Professional Services consultative selling.
- Accountable for Professional Services bookings goals within area of responsibilities covered by their Engagement Management team (EMEA and APJ).
- Responsible for timely and accurate weekly bookings forecast within area of responsibility.
- Help distribute customer opportunities evenly across team members ensuring geographic or segment coverage.
- Collaborate with other managers, socializing and gaining agreement on strategic proposals, and executing strategies.
- Provide strategic proposals to leadership to organize and align the Engagement Manager team with the Sales/CS organizations.
- Remain knowledgeable and up-to-date on GitLab releases.
- Coach team members on pipeline generation, opportunity prioritization, SFDC hygiene, discovery, scoping, estimation, SOW creation, negotiation and closing processes.
- Provide guidance to Engagement Managers to help resolve negotiations leveraging win-win and give-to-get methodologies. Take ownership of resolving negotiations that are at an impasse
- Align with Sales Leadership within territory to provide forecast updates.
- Build and maintain a development plan to ensure Engagement Managers are enabled to understand the GitLab product and features, the value selling approach, and current processes/tools used to be effective in their roles.
- Continuously assess team capacity to inform hiring plan.
- Foster an environment where team members are motivated and enabled to contribute to continuously improving the Professional Services sales process: proactive services positioning, SKU selling vs custom scoped engagements, scaling the PS selling motion, etc.. Ensure these process improvements are aligned with global PS sales strategy.
- Work closely with the Professional Services Delivery, Sales, Ecosystems Partners, and Product teams to develop common patterns into estimation and engagement proposal standards.
- Coach team members on continuous improvement mindset, including their responsibility to bring ideas or challenges to the practice team for consideration.
Requirements
- Experience managing, leading, and/or delivering professional services or customer success.
- Experience working in professional services sales
- Experience with a subscription-based business model, delivering on-premises and SaaS solutions.
- Experience partnering with Account Executives, presenting solutions, and implementation methodology during a sales process
- Ability to use GitLab
Hiring Process
Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process.
- Phone screen with a GitLab Recruiting Team Member
- Video Interview with the Hiring Manager
- Professional Services pre-sales scoping presentation interview session with 1-4 Team Members
Additional details about our process can be found on our hiring page.
Compensation
To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.
Additional details about our process can be found on our hiring page.
Remote-Global
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.
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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.
