GitLab is hiring a
Partner Territory Manager

Summary

The job is for a Partner Account Manager at GitLab, a remote company. The role involves managing partner relationships, establishing and measuring goals, and facilitating account mapping. Requires 3+ years of experience in partner sales management and partner management, familiarity with relevant industry landscape, and strong communication skills.

Requirements

• Partner Sales and Services: 3+ years of experience with partner sales management
• Partner Sales and Services: Success in driving partner sales with open source solutions via resale, services (RSIs/GSIs), cloud partnerships, and distribution
• Partner Sales and Services: Understanding of offer creation, marketing, lead generation and professional services organization key performance indicators (KPIs)
• Partner Sales and Services: Solid business development skills
• Partner Sales and Services: Experience delivering results via influenced revenue via service partners and/or indirect sales via resale or cloud partners
• Partner Management: 3+ years experience in partner management preferably in software or SaaS solutions
• Partner Management: Build, lead and execute strategy within a cross-functional environment
• Partner Management: Ability to run a partner sales territory self sufficiently
• Partner Management: Knowledge and/or experience with different partner GTM and organizational models
• Partner Management: Proven record of success developing partners strategically and economically

Responsibilities

• Facilitate sell-with and sell-through motions with partner organizations in collaboration with GitLab field sales
• Identify and engage with the right partners to ensure GitLab adoption revenue growth in your territory
• Proactively build, maintain, and manage relationships with the GitLab field sales organization
• Proactively build, maintain, and leverage relationships and communications with partners that contribute to the success of your assigned territory
• Foster communication between partners and GitLab field sales teams
• Leverage regional-specific demand generation/pipeline building activities with partners
• Facilitate account/territory mapping and identification of new joint opportunities
• Log all joint sales activities and partner engagement activities in Salesforce
• Position partner-specific margin and/or incentives accurately and ensure that they are used appropriately
• Help ensure that partner quotes and cloud marketplace private offers are prepared correctly
• Ensure that all cloud marketplace opportunities are registered and updated in the corresponding cloud partner’s portal (e.g., AWS ACE or Google Partner Advantage)
• Escalate critical business issues to partner management
• Prepare presentations, territory plans and reports as required
• Meet assigned sales targets and objectives for their assigned territory using partner Source (i.e., Deal Registrations), Influence and Co-selling mechanisms
• Produce a weekly forecast in support of your assigned territory
• Contribute to quarterly business reviews (QBRs) within your assigned territory

Benefits

Ability to travel up to 50% within the assigned territory and comply with the company’s travel policy