Senior Partner Account Manager

Remote, due to the stakeholders location candidates must be based in Singapore and be either a Citizen or PR. 

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. 

The Senior Partner Account Manager typically reports to the Director, Partner Account Management

Responsibilities

The Senior Partner Account Manager is responsible for the following with little to no guidance and oversight from their manager.

Partner Planning

• - Evangelize GitLab’s value proposition to assigned partners.

• - In collaboration with partner leaders at assigned partners, develop a joint partnership strategy and GTM plan that includes investments in:

  •     Practice Development

  •     Co-selling

  •     Sourcing GitLab business, and 

  •     Developing industry and cloud-based solutions which contribute to GitLab growth and adoption.

• - Cultivate partner offerings and solutions to drive customer engagement and adoption of GitLab DevSecOps.

Partner Management

• Manage a portfolio of assigned partners focusing on the following key areas:

  •     Business planning

  •     Executive alignment

  •     Technical alignment

  •     Marketing alignment

• Collaborate with the GitLab Enablement and Partner Program teams to arrange enablement for assigned partners.

• Lead quarterly business reviews (QBRs) and iterate joint plans quarterly for assigned partners.

• Assist in driving the execution of partner programs and initiatives.

• Manage the day-to-day needs of assigned partners including:

  •     Deal Registration Review of sourced opportunities

  •     Reviewing MDF requests

  •     Proper use and assignment of partner incentives

  •     Connecting partners to GitLab resources

• Monitor partner compliance with GitLab Partner Programs and partner agreements.

Joint Activity

• Collaborate with regional GitLab teams and leaders to develop joint opportunities that expand each partner’s - - - GitLab-related practice, revenue (sourcing and co-selling), and solutions.

• Coordinate GitLab teams (e.g., Partner Program, Partner Marketing, Field Sales, etc.) in support of joint partner plans.

• Match partner services capabilities to opportunity-specific needs.

• Facilitate account and opportunity mapping between GitLab field sales and assigned partners to accelerate and amplify GitLab revenue growth and adoption.

• Represent GitLab at partner events.

Partnering Best Practices

• Adopt partner-related best practices.

• Foster a regular meeting cadence between assigned partner & GitLab stakeholders.

• Ensure effective and timely bi-directional partner communications

• Stay abreast of competitive products, technologies and industry trends.

Driving Results

• Drive the growth of GitLab investment within each assigned partner organization from among the following:

• Quarterly demand generation programs

• Number of certifications

• GitLab practice capacity

• GitLab-specific solutions

• Customer success stories

• Attain KPI’s to ensure that the goals are met.  

• Deliver GitLab pipeline and revenue through and with assigned partners.

• Maintain pipeline and dashboards that communicate assigned partner contributions to GitLab.

• Produce weekly forecasts for assigned partners.

Senior Requirements:

Partner Sales and Services

• Experience supporting multiple partner types including systems integrators (SIs), consulting organizations, resellers, and/or distributors

• Experience delivering results using an influenced revenue or indirect sales model through partners

• Understanding of different partner models

Partner Management

• Basic experience in partner management preferably in software or SaaS solutions.

• Knowledge and/or experience with different partner GTM and organizational models

• Understanding of offer creation, marketing, lead generation and professional services organization key performance indicators

• Able to function as a trusted advisor by partners and sales leadership

Industry Knowledge

• Basic DevOps knowledge and/or experience including security and/or cloud services.

• Basic experience with B2B indirect sales of high technology solutions.

• Interest in GitLab, and open source software.

CREDIT Values

• Ability to work in a fast-paced environment; must be high energy, motivated and a self starter.

• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization

• Strong analytical, organizational, and project management skills

• Effective communicator with good interpersonal skills and an ability to build strong relationships with partners and GitLab teams.

• Willingness to deepen technical and domain knowledge

• Results driven

• Tenacity. Persists under tough circumstances. Resilient. Overcomes obstacles.

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

Senior Performance Indicators

• % Revenue Partner Source

• % Revenue Partner Cosell/Influence

• Size of Partner Practices

• skilled, certified consultants and deliver resources

How GitLab will support you

• Benefits to support your health, finances, and well-being

• All remote, asynchronous work environment

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and development budget 

• Parental leave 

• Home office support

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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