GitLab
Technology
ProfessionalServicesEngagementManager
“Professional Services Engagement Manager at GitLab. Skills: Professional services selling, Scoping, Commercial structuring, Salesforce. Conduct discovery. Structure outcome-oriented professional services engagements”
What You'll Achieve.
Meet assigned financial targets; Maintain accurate services forecast
Industry & Context.
Problem-solving
What They're Looking For.
Must Have
Experience with professional services selling processes, Experience using Salesforce, Experience working in a pre-sales setting, Working understanding of software development lifecycle, Working understanding of DevOps practices, Working understanding of cloud transformation efforts, Communication skills, Stakeholder management skills, Ability to work effectively with minimal supervision, Ability to manage multiple opportunities, Ability to maintain accurate forecasting
Nice to Have
Salesforce for opportunity management, Salesforce for forecasting, Salesforce for quoting, Develop statements of work, Relate technical solutions to business outcomes, Build working relationships with account teams, Build working relationships with customer stakeholders, Developing facilitation skills, Developing negotiation skills, Developing problem-solving skills, Judgment to consult experienced team members, Comfort working cross-functionally, Align on deal strategy, Align on staffing, Align on execution, Work asynchronously, Deepen knowledge of GitLab's services offerings, Strengthen scoping skills, Strengthen commercial skills, Build relationships with internal stakeholders, Build relationships with customer teams
What You'll Do.
Structure outcome-oriented professional services engagements
Align GitLab capabilities with customer business outcomes
Partner with account executives
Partner with solutions architects
Partner with delivery stakeholders
Turn DevSecOps initiatives into proposals
Turn platform adoption initiatives into proposals
Turn DevSecOps initiatives into statements of work
Turn platform adoption initiatives into statements of work
Perform discovery with account teams
Perform discovery with customers
Understand current capabilities
Understand constraints
Understand desired business outcomes
Design standard services proposals
Design custom services proposals
Align proposals to customer goals
Align proposals to success measures
Align proposals to implementation needs
Build scoped services engagements
Build packaged solutions
Present engagements to customers
Present solutions to customers
Present engagements to internal stakeholders
Present solutions to internal stakeholders
Gain alignment on opportunities
Move opportunities forward
Guide customers through services value
Guide customers through commercial terms
Guide customers through agreements
Guide customers through quote process
Guide customers through order process
Coordinate with Professional Services Operations
Coordinate with delivery partners
Align staffing for engagements
Align skillsets for engagements
Align time zone coverage for engagements
Address pricing objections
Address implementation objections
Identify engagement risks
Identify delivery risks
Keep opportunities progressing
Meet assigned financial targets
Maintain accurate services forecast
Build cross-functional relationships
Provide responsive support to internal stakeholders
Provide responsive support to customer stakeholders
Relay customer trends
Improve services offerings
Improve customer journey
How You'll Work.
Team & Collaboration
Account teams; Solutions architects; Delivery stakeholders; Professional Services Operations; Delivery partners; Cross-functional teams; Internal stakeholders; Customer stakeholders
Communication Scope
Communication; Stakeholder management; Presentations
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