Senior Manager, Engagement Management
GitLab
full-time
Posted on:
Location Type: Remote
Location: Anywhere in North America
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Job Level
Tech Stack
About the role
- 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.
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
Benefits
- 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
- Parental leave
- Home office support
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
professional services salespipeline generationopportunity prioritizationSOW creationnegotiationclosing processessubscription-based business modelSaaS solutionsimplementation methodologyGitLab
Soft Skills
leadershipcoachingcollaborationstrategic thinkingnegotiation resolutionteam motivationcontinuous improvement mindsetcommunicationorganizational skillscapacity assessment