Director, Territory Partner Account Managers (EMEA)

The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.

Director, Territory Partner Account Management 

Director Responsibilities

Team Management

• Lead, manage, and motivate an assigned partner team including resource hiring, mentorship and performance management
• Provide strategic leadership and a results-oriented mindset through high engagement, setting a clear vision and willingness to challenge assumptions
• Lead by example in partnering with functional leaders in sales, programs, solution architects, product leadership, marketing, legal, customer success, services and operations to ensure customer and partner success.
• Provide understanding of business dynamics and key drivers and set strategies, tactics, and success metrics.
• Oversee co-selling to drive GitLab revenue with global or regional partners and through strategic cloud partner marketplaces.
• Resolve partner and marketplace deal escalations.
• Provide VP, Partners with critical business visibility and weekly business status.
• Participate in and/or present in quarterly business reviews (QBRs).
• Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales as needed.
• Execute, manage and deliver GitLab pipeline and revenue tied to partner strategies and initiatives in close alignment with internal and external stakeholders
• Maintain partner-driven pipeline and dashboards that help communicate to GitLab leadership the effectiveness of identified programs and investments. 
• Oversee use of Salesforce for partner deal registrations
• Proactively communicate partner-related value, success, and activities to GitLab regional sales teams and leadership.

 

Regional Partnering

• Work closely with GitLab regional sales leadership to inform the partner strategies, programs and best practices.
• Engage GitLab regional sales leadership, solutions architects and partner marketing teams to ensure awareness and leverage of partners.
• Foster executive relationships regionally of GitLab sales leaders and partner organizations.
• Evangelize GitLab’s value proposition to partner organizations.
• Provide executive support at regional partner marketing events.
• Oversee partner-led demand generation, pipeline building activities, and related go-to-market planning within the assigned region.
• Leverage your extensive, long-standing professional network to maximize relationships with partners.
• Partners with respective cross functional leaders to facilitate due diligence, fact finding, deal negotiations and final contract development and implementation
• Ensure partner compliance with Partner programs and agreements.

 

Global Partner Management

• Work closely with GitLab sales leadership to inform global partner strategies, programs and best practices.
• Engage GitLab sales leadership, solutions architects and partner marketing teams to ensure awareness and leverage of global partners.
• Foster executive relationships regionally of GitLab sales leaders and global partner organizations.
• Evangelize GitLab’s value proposition globally to partner organizations.
• Provide executive support at regional and global partner marketing events.
• Oversee global partner-led demand generation, pipeline building activities, and related go-to-market planning.
• Leverage your extensive, long-standing professional network to maximize relationships with global partners.
• Partners with respective cross functional leaders to facilitate due diligence, fact finding, deal negotiations and final contract development and implementation
• Ensure partner compliance with partner programs and agreements.

 

Director Requirements

Indirect Sales and Team Management

• 10+ years of experience with indirect sales and people management.
• Ability to build, lead and execute global partnering strategy in a cross-functional environment as a people leader
• Ability to communicate the strategic direction of GitLab to the global partner team.
• Success in driving indirect sales with open source solutions via resale, services (RSIs/GSIs), cloud partnerships, an