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Responsibilities
An overview of this roleAs a Strategic Account Executive, you will own a portfolio of our largest most strategic customers and prospects in Germany, helping them get the most value from GitLab’s AI-powered DevSecOps platform. You’ll break into net new enterprise accounts and expand GitLab’s footprint within existing customers, using a consultative approach to understand their business needs and guide successful adoption and expansion of GitLab. You’ll work closely with pre- and post-sales teams and strategic channel partners to drive full-cycle sales, from prospecting and qualification through rollout, usage, and long-term growth, while acting as the voice of your customers by feeding their feedback and product ideas into GitLab’s public issue tracker.ResponsibilitiesManage and support GitLab’s Strategic account/(s)Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel.Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to build a strategic, long-term partnership with your customers.Has a deep understanding of the customer, including an understanding of their performance metrics and develops plans in anticipation of the customer’s business strategies and goals.Expand knowledge of industry as well as the competitive posture of the companyContribute to root cause analysis on wins/losses.Communicate lessons learned to the team, including account managers, the marketing team, and the technical teamProvide account leadership and direction in the pre- and post-sales processConduct sales activities including prospecting and developing opportunities in Strategic accountsEnsure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resourcesUtilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.Develop an account plan to sell to customers based on their business needs.RequirementsExperience selling into highly complex organizationsDemonstrated consistent results and overachievement of quotaExcellent communication and presentation skills; comfortable presenting to C-Level executives.Experience with solutions selling and positioning value to customers based on their needs.Deep understanding of with Git, Software Development Tools, Application Lifecycle ManagementYou share our values, and work in accordance with those values.Ability to use GitLabAbility to travel if needed and comply with the company’s travel policyHow GitLab Supports Full-Time EmployeesBenefits to support your health, finances, and well-beingFlexible Paid Time Off Team Member Resource GroupsEquity Compensation & Employee Stock Purchase PlanGrowth and Development FundParental Leave
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