Partner Territory Manager

A strong partner ecosystem is crucial in the success and growth of  GitLab’s business. Partners are a strategic imperative for GitLab’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. Partner Account Managers are critical in recruiting and building relationships with partners. Partner Account Managers also work with partners to establish and measure goals and performance including pipeline revenue generation and growing their overall GitLab practice.

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.

Requirements

Partner Sales and Services 3+ years of experience with partner sales management Success in driving partner sales with open source solutions via resale services (RSIs/GSIs) cloud partnerships and distribution. Understanding of offer creation marketing lead generation and professional services organization key performance indicators (KPIs) Solid business development skills. Experience delivering results via influenced revenue via service partners and/or indirect sales via resale or cloud partners. Executive presence to lead and manage a strategic partner business. Be able to present up to sales leadership. Partner Management 3+ years experience in partner management preferably in software or SaaS solutions. Build lead and execute strategy within a cross-functional environment. Ability to run a partner sales territory self sufficiently. Knowledge and/or experience with different partner GTM and organizational models Proven record of success developing partners strategically and economically. Industry Knowledge Familiarity with relevant industry landscape including trends thought leadership Knowledge of common industry-specific use cases. DevOps knowledge and/or experience including security and/or cloud services. Experience with B2B partner sales of high technology solutions. Interest in GitLab and open source software. **CREDIT Skills** Qualities that match with GitLab core values and can inspire others to follow and act. Ability to build and maintain positive working relationships while delivering results in a highly complex matrixed global organization. Ability to work in a fast-paced environment; must be high energy motivated and a self starter. Effective communicator with good interpersonal skills and an ability to build strong relationships with partners and GitLab teams. Ability and willingness to share domain knowledge among peers. Continuous learner. Ability and desire to deepen technical and domain knowledge Comfortable providing feedback to leadership to improve processes and systems Results driven Tenacity. Persists under tough circumstances. Resilient. Overcomes obstacles. Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen Ability to travel up to 50% within the assigned territory and comply with the company’s travel policy.

Hiring Process

• Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview find their job title on our team page .

  • Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters

  • Next candidates will be invited to schedule a first interview with the Hiring Manager

  • Next candidates will be invited to interview with 2-5 teammates

  • There may be a final executive interview

  Additional details about our process can be found on our hiring page .