Partner Account Manager (Ecosystem Sales Manager) Cloud ESM Northern Europe

Partner Account Manager (Ecosystem Sales Manager) Cloud ESM Northern Europe

An overview of this role

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 (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. 

All individual contributors are referred to as “Ecosystem Sales Managers” or “ESM” and share the same primary requirements, responsibilities, and performance indicators. 

What you’ll do

• Experience in facilitating cloud partner relationships through sales, services or program management.
• Ability to foster strong relationships with cloud partners and GitLab teams.
• Experience with cloud partner portals.
• Facilitate initial co-sell meetings between Gitlab sellers and strategic cloud partner sellers.
• Execution of day-to-day co-selling motion between Gitlab and strategic cloud partner field sellers.
• Ensure that any strategic cloud partner incentives are positioned accurately and used appropriately.
• Facilitate any corrections required related to private offers.
• Log large cloud co-selling insight in Salesforce.
• Ensure that all joint opportunities are registered and kept up-to-date in the corresponding strategic cloud partner’s partner portal.
• Proactively engage with cloud regional sales reps and cloud regional sales leadership.
• Leverage regional-specific demand generation/pipeline building activities in coordination with the ESM Director, regional ESMs and partner marketing.
• Build, maintain, and leverage relationships and communications with strategic cloud partner regional partner liaisons.
• 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.
• Contribute to quarterly business reviews (QBRs) within your assigned territory.
• Participate in annual planning within the Ecosystem organization.
• Provide cloud-related weekly forecasts and/or progress reports.
• Prepare presentations, territory plans and reports as required.
• Knowledge: In-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations.

What you’ll bring

• Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships.
• 5+ years in same or similar fields
• Strong network across AWS and GCP in Northern Europe (UK/I, BeNeLux )
• Be an expert of Partner Ecosystems in the the Cloud market
• Experience selling open source solutions.
• Experience with B2B sales.
• Interest in GitLab, and open source software.
• Language Proficiency: Fluent in English, with excellent communication skills. Any other European language (Swedish, Dutch, French, German) is a plus
• Effective written and verbal communication skills.
• Strong interpersonal skills and an ability to remain calm under pressure.
• Established personal network within the industry.
• Results oriented perspective.
• You share our values, and work in accordance with those values.
• Ability to use GitLab.
• Experience with Salesforce.
• Ability to travel up to 50% and comply with the company’s travel policy.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

1. Mission: Everyone can contribute
2. Results: Fast growth, ambitious vision
3. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
4. Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
5. Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
6. Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
7. Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
8. Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
9. Work/Life Harmony: Flexible workday, Family and Friends days
10. Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.

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're excited about this role, please apply and allow our recruiters to assess your application.

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