GitLab - Senior Manager, Engagement Management
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Requirements
• Experience managing, guiding, or delivering work in Professional Services or Customer Success environments. • Experience supporting Professional Services sales, including consultative selling and customer-facing solution discussions. • Ability to work effectively with Account Executives and other go-to-market partners during the sales process. • Ability • Ability • Knowledge of subscription-based business models across SaaS and on-premises offerings. • Knowledge • Knowledge • Capability to coach teams through complex negotiations, prioritization decisions, and structured deal execution. • Capability • Capability • Comfort using GitLab in day-to-day work and staying current with product releases and feature updates. • Comfort • Comfort • Skill in guiding distributed teams through clear communication, accountability, and asynchronous collaboration. • Skill • Skill • Openness to candidates with transferable experience from related services, customer-facing, or revenue-focused leadership roles. • Openness • Openness • We are part of GitLab's Professional Services organization and support customers by shaping services engagements that help them adopt GitLab effectively and realize value sooner. In this role, you'll manage Engagement Managers who work as a sales overlay across regions, partnering with Sales, Customer Success, Delivery, Product, and partners in an asynchronous, all-remote environment. Our work centers on building scalable services selling practices, improving proposal quality and consistency, and aligning regional execution with broader Professional Services strategy. For more on how GitLab works, see [Link: Team Handbook Page] and [Link: Related Initiative]. • How GitLab Supports Full-Time Employees • Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • 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. • 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. • Country Hiring Guidelines:
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). • 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.
Benefits
• Country Hiring Guidelines: • How GitLab Supports Full-Time Employees • Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • 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. • 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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