Director, Channel Sales (EMEA)

Job Description

Channel Sales Manager The Channel Sales Manager is responsible for sales enablement of their assigned channel, and managing their channel to achieve stated sales targets.Job Grade The Channel Sales Manager is a grade 8 .Responsibilities

• Responsible for the day-to-day relationship management of channel partners
• Act as a liaison between the GitLab and assigned channel partners.
• Build, maintain, and manage relationships with current and prospective channel partners.
• Establish productive, professional relationships with key personnel in assigned partner accounts.
• Coordinate the involvement of GitLab personnel, including support, service, and management resources, in order to meet partner performance objectives and partners expectations.
• Sell through partner organizations to end users in coordination with partner sales resources.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Manage direct/channel conflict by fostering excellent communication between the channel and direct teams
• Ensures partner compliance with Channel Partner programs and agreements
• Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Identifies partner GTM &/or services offerings; working with partner sales resources, serives, marketing, etc. develop & launch offerings to point of incremental join revenue achievement
• Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners

Requirements

• Previous experience of driving channel sales ideally within the same product category and channel.
• Experience selling in the Software Development Tools and/or Application Lifecycle Management space via channel partnerships
• Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product
• Experience selling Open Source Solutions
• 5+ years of experience with B2B sales
• 7 to 10 years selling high technology products in assigned territory in a channel model
• Interest in GitLab, and open source software
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our values , and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab

Performance Indicators As with all roles in the Sales Department the Channel Sales Manager participates in the Sales KPIs .Levels Senior Channel Sales Manager The senior level extends the role outlined above. The Senior Channel Sales Manager role includes more responsibilities based on experience, expertise and team influence.Job Grade The Senior Channel Sales Manager is a grade 8 .Responsibilities

• Gather market intelligence.
• Identify untapped market potential.
• Design and support strategic growth initiatives.
• Proactively identify, develop and drive longer-term strategies and initiatives that will deliver rapid business growth regionally in conjunction with channel partners.
• Work cross-functionally with marketing and product teams to develop go-to-market strategies and execution.
• Lead ongoing analysis of business performance to support daily operations and quarterly business reviews.

Director, Channel Sales Manager Job Grade The Director, Channel Sales Manager is a grade 10 .Responsibilities

• Engage Gitlab Regional Sales leadership, Sales & Solutions Architects and marketing teams to ensure awareness and leverage of Gitlab channel strategy and philosophy
• Build out and own executive VP and C-level relationships across your territory of focuss Devops Ops System Integration, Advisory & VAR network
• Work with Channel Services & Channel Solutions Architecture to build dedicated Gitlab practices in leading boutique, regional & global system integrators
• Identify demand generation and build pipeline across your territory of focus.
• Directly manage your territory of focuss channels and alliances team across all market segments (Enterprise, MidMarket & SMB)
• Work with channel marketing to design and execute your territory of focus channel programs and campaigns
• Oversee your territory of focus wide partner business planning process and set objectives, financial targets and critical milestones
• Participate in regular quarterly business reviews with top partners in theater
• Provide VP WW Channel with critical business visibility and weekly business status
• Provide understanding of business dynamics and key driver by your territory of focus region / country and set localized strategy
• Overseeing SFDC for partners and deal registrations for overall region
• Builds relationship with technology vendors and alliance partners to identify mutual greenfield opportunities
• Works collaboratively between partners and Gitlab sales team to drive white space discussion and opportunity generation.
• Stays abreast of competitive products, technologies and industry trends
• Preparation of presentations, territory plans and reports

Requirements

• Ten (10 +) plus years sales experience of managing channel programs and relationships in software and/or SaaS environments
• Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product
• Experience selling in the Software Development Tools and/or Application Lifecycle Management space via channel partnerships
• Ability to work independently in a fast-paced environment; must be high energy, motivated and a self starter
• Ability to travel up to 50% within the assigned territory
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our values, and work in accordance with those values.
• Ability to use GitLab

Senior Director, Channel Sales Manager In addition to the responsibilities and rquirements of the Director, Channel Sales ManagerJob Grade The Senior Director, Channel Sales Manager is a grade 11 .Responsibilities

• Engages, leads and influences senior executives both internally and externally with partners.
• Nurtures and leverages relationships with key DevOps thought leaders to help increase awareness about GitLab
• Defines teams strategy, budget, hiring and OKRs to direct and measures team results
• Leads initiatives and concepts cross function at senior and IC levels
• Leads long term investment planning, design, and execution for strategic partner engagement

Requirements

• 10-15 years of experience in channel sales and/or related functions within the software industry
• 8+ years of progressive management experience, with an emphasis on leadership, and engaging global and local stakeholders
• Experience building trusted relationships with executive leadership, and driving engagement
• Ability to rapidly hire and scale a team of world class professionals

Specialties Global System Integrators Responsibilities

• Strong ability to network, hunt for and manage executive relationships
• Work closely with sales leadership and field sales teams to significantly leverage SI as part of overall Gitlab strategy. Drive pipeline and revenue growth
• Identify, recruit and onboard a targeted set of Global SI s that are committed to Gitlab as their DevOps partner of choice.
• Work with Global SI s to incorporate Gitlab technology into service & solutions offerings and to build dedicated Gitlab practices
• Accountable for the successful deployment of embedded solutions, resale, managed services and cloud offerings from Gitlab s top SI partners
• Drive and lead senior executive governance at WW and Geo levels
• Directly engage field sales teams on account opportunities. Manage and track partner opportunities as part of partner business plan.
• Working with appropriate cross functional associates, recommend programs to support SI sales strategies; e.g. marketing programs, Product Marketing, etc.
• Develop and execute specific partner & business plans for designated partners that exceed team goals

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Keyskills :
strategic sales plansbuild strong relationships software development toolsmanaging partner relationships field saleschannel sales