Senior Manager, Professional Services Engagement Management, EMEA/APJ

Senior Manager, Professional Services Engagement Management, EMEA/APJ

Remote, EMEA

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values.

The Senior Engagement Management Leader is a strategic position responsible for driving Professional Services Sales and team success across GitLab\’s enterprise and commercial customer portfolio. This role combines sales leadership, team management, and strategic partnership development to scale GitLab\’s professional services business in Europe and Asia markets.
As a senior leader, you will be accountable for regional PS bookings targets while leading a team of Engagement Managers who drive professional services sales through a sales overlay model. You\’ll develop and execute strategies to expand and accelerate time to value across a broad portfolio of clients, working closely with Sales Leadership and Customer Success to ensure alignment across the organization.

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 and APJ).
• 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.
• 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.

Requirements

• Experience managing, leading, and/or delivering professional services or customer success.
• Experience working in professional services sales.
• Experience with a subscription-based business model, delivering on-premises and SaaS solutions.
• Experience partnering with Account Executives, presenting solutions, and implementation methodology during a sales process.
• Ability to use GitLab.

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process.

• Phone screen with a GitLab Recruiting Team Member.
• Video Interview with the Hiring Manager.
• Professional Services pre-sales scoping presentation interview session with 1-4 Team Members.

Compensation

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

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.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer.

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