Key skills
CloudSDLCGitLabLeadershipCommunicationNegotiationCustomer SuccessSales
About this role
Role Overview
- Build trusted advisor relationships with division chiefs, program managers, and technical leaders
- Conduct discovery sessions with prospects and Systems Integrators to understand current-state capabilities, requirements and desired business outcomes
- Design outcome-oriented services proposals that align GitLab capabilities with customer success metrics and objectives
- Structure engagements and commercial proposals to clear outcomes maintaining flexibility for staff augmentation and packaged offerings when needed
- Develop custom-scoped SOWs and staffing plans for complex implementations
- Articulate GitLab's services value proposition, catalog offerings, and implementation methodologies
- Gain agreement on scope and price while guiding customers through commercial terms
- Manage project
- and account-level escalations
- Position consulting, training, success tiers, and additional solutions to ensure successful outcomes
- Facilitate solutioning sessions including implementation roadmapping
- Drive measurable outcomes by structuring services that support customer success metrics
- Own the engagement lifecycle from initial discovery to transition to delivery
- Influence cross-functional teams by articulating GitLab’s professional services value proposition
- Partner with regional sales and engagement leadership to prioritize and manage services opportunities
- Foster a culture of enablement and continuous improvement by training field teams
Requirements
- Demonstrated progressive experience structuring, scoping, and selling professional services engagements in the region
- Proven success operating in a pre-sales context, conducting discovery, designing outcome-oriented proposals, and developing custom statements of work (SOWs)
- Solid understanding of software development lifecycle (SDLC), DevOps practices, and cloud transformation initiatives
- Effective communication and interpersonal skills with executive presence
- Highly developed facilitation, negotiation, and problem-solving skills
- Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams
- Capacity to work autonomously and asynchronously in a fully remote setting
Tech Stack
- Cloud
- SDLC
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