Channel Sales Manager

Channel Sales Manager

The Channel Sales Manager is responsible for sales enablement of their assigned channel, and managing their channel to achieve stated sales targets.

Job Grade

The Channel Sales Manager is a grade 8.

Responsibilities

• Responsible for the day-to-day relationship management of channel partners
• Act as a liaison between the GitLab and assigned channel partners.
• Build, maintain, and manage relationships with current and prospective channel partners.
• Establish productive, professional relationships with key personnel in assigned partner accounts.
• Coordinate the involvement of GitLab personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Sell through partner organizations to end users in coordination with partner sales resources.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Manage direct/channel conflict by fostering excellent communication between the channel and direct teams
• Ensures partner compliance with Channel Partner programs and agreements
• Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Identifies partner GTM &/or services offerings; working with partner sales resources, serives, marketing, etc. develop & launch offerings to point of incremental join revenue achievement
• Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners

Requirements

• Previous experience of driving channel sales ideally within the same product category and channel.
• Experience selling in the Software Development Tools and/or Application Lifecycle Management space via channel partnerships
• Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product
• Experience selling Open Source Solutions
• Demonstrated progressive experience with B2B sales
• Demonstrated progressive experience selling high technology products in assigned territory in a channel model
• Interest in GitLab, and open source software
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

Performance Indicators

As with all roles in the Sales Department the Channel Sales Manager participates in the Sales KPIs.

Levels

Associate Channel Sales Manager

The Associate Channel Sales Manager share the same requirements and responsibilities outlined above, but typically join with less relevant experience, alternate background and/or less industry exposure than an intermediate Channel Sales Manager. The Associate Channel Sales Manager will drive growth ARR through services capacity and capability to drive customer adoption and usage of the GitLab platform. Additionally, the Associate Channel Sales Manager will drive and increase new customer ARR through their relationships, service engagements, and knowledge of accounts.

Job Grade

The Associate Channel Sales Manager is a grade 8.

Responsibilities

• Responsible for the day-to-day relationship management of channel partners
• Act as a liaison between the GitLab and assigned channel partners.
• Build, maintain, and manage relationships with current and prospective channel partners.
• Establish productive, professional relationships with key personnel in assigned partner accounts.
• Coordinate the involvement of GitLab personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Sell through partner organizations to end users in coordination with partner sales resources.

Requirements

• Previous experience of driving channel sales ideally within the same product category and channel.
• Experience selling in the Software Development Tools and/or Application Lifecycle Management space via channel partnerships
• Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product
• Experience selling Open Source Solutions
• Demonstrated progressive experience with B2B sales
• Demonstrated progressive experience selling high technology products in assigned territory in a channel model
• Interest in GitLab, and open source software
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab

Performance Indicators

• % Revenue Partner Inititated
• % Services Attached

Senior Channel Sales Manager

The senior level extends the role outlined above. The Senior Channel Sales Manager role includes more responsibilities based on experience, expertise and team influence.

Job Grade

The Senior Channel Sales Manager is a grade 8.

Responsibilities

• Extends the Intermediate responsibilities.
• Gather market intelligence.
• Identify untapped market potential.
• Design and support strategic growth initiatives.
• Proactively identify, develop and drive longer-term strategies and initiatives that will deliver rapid business growth regionally in conjunction with channel partners.
• Work cross-functionally with marketing and product teams to develop go-to-market strategies and execution.
• Lead ongoing analysis of business performance to support daily operations and quarterly business reviews.

Requirements

• Previous experience of driving channel sales ideally within the same product category and channel.
• Experience selling in the Software Development Tools and/or Application Lifecycle Management space via channel partnerships
• Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product
• Experience selling Open Source Solutions
• Demonstrated progressive experience with B2B sales
• Demonstrated progressive experience selling high technology products in assigned territory in a channel model
• Interest in GitLab, and open source software
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab

Performance Indicators

• % Revenue Partner Inititated
• % Services Attached
• Size of Partner Practices - skilled, certified consultants and deliver resources

Manager, Channel Sales

Job Grade

The Manager, Channel Sales (people manager) is a grade 9.

Responsibilities

• Engage Gitlab Regional & or Segment Sales leadership, Sales & Solutions Architects and marketing teams to ensure awareness and leverage of Gitlab channel strategy and philosophy
• Identify demand generation and build pipeline across your territory of focus.
• Directly manage your territory of focus's channels and alliances team across targeted segments or regions
• Manage a team of ARR focused channel sellers to develop, build and close channel pipeline - largely focused on greenfield and whitespace opportunities
• Work with channel marketing to design and execute your territory of focus channel programs and campaigns
• Oversee your territory of focus wide partner business planning process and set objectives, financial targets and critical milestones
• Participate in regular quarterly business reviews with top partners in theater
• Provide channel management with critical business visibility and weekly business status
• Provide understanding of business dynamics and key driver by your territory of focus region / country /segment and set localized strategy
• Overseeing SFDC for partners and deal registrations for overall territory
• Builds relationship with technology vendors and alliance partners to identify mutual greenfield opportunities
• Works collaboratively between partners and GitLab sales team to drive white space discussion and opportunity generation.
• Stays abreast of competitive products, technologies and industry trends
• Preparation of presentations, territory plans and reports
• Managing, coaching and recruiting Channel Sales Account Mgrs

Requirements

• Demonstrated progressive sales experience of managing channel sales people, channel programs and relationships in software and/or SaaS environments
• Experience managing pipelines that are supported by developing and delivering service offerings tied to vendor product
• Experience selling in the Software Development Tools and/or Application Lifecycle Management space via channel partnerships
• Ability to work independently in a fast-paced environment; must be high energy, motivated and a self starter
• Ability to travel up to 50% within the assigned territory
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our values, and work in accordance with those values.
• Ability to use GitLab

Performance Indicators

• % Revenue Partner Sourced (First Order & Growth
• % Services Attached
• Size of Partner Practices - skilled, certified consultants and deliver resources
• LAM - Landed Addressable Market

Senior Public Sector Channel Account Manager

The senior level extends the role outlined above. The Senior Public Sector Channel Account Manager role includes more responsibilities based on experience, expertise and team influence.

Job Grade

The Senior Public Sector Channel Account Manager is a grade 9.

Responsibilities

• Extends the Intermediate responsibilities.
• Gather market intelligence.
• Identify untapped market potential.
• Design and support strategic growth initiatives.
• Proactively identify, develop and drive longer-term strategies and initiatives that will deliver rapid business growth regionally in conjunction with channel partners.
• Work cross-functionally with marketing and product teams to develop go-to-market strategies and execution.
• Lead ongoing analysis of business performance to support daily operations and quarterly business reviews.
• Liaise between partners, customers and cross-functional internal teams to ensure timely and successful delivery of GitLab Platform according to end user expectations .
• Drive and manage successful sales / channel marketing campaigns and events.
• Set up and deliver product and/or service presentations and other actions to increase sales effectiveness.
• Become a power user of sales tools like SFDC, GitLab, and other collaboration tools

Requirements

• Previous experience of driving channel sales ideally within the same product category and channel.
• Experience selling in the Software Development Tools and/or Application Lifecycle Management space via channel partnerships
• Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product
• Experience selling Open Source Solutions
• Demonstrated progressive experience with B2B sales
• Demonstrated progressive experience selling high technology products in assigned territory in a channel model
• Interest in GitLab, and open source software
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab
• Passion for leadership and further advancement in responsibilities as a individual contributor or managing other

Performance Indicators

• % Revenue Partner Inititated
• % Services Attached

• Size of Partner Practices - skilled, certified consultants and deliver resources

• % Revenue Partner Sourced
  • New Logo (Greenfield)
  • Co-Sell
• % Services Attached
• Size of Partner Practices - skilled, certified consultants and deliver resources
• Execution of CAM Activity Framework
• High achievement in CAM Activity Tracker of Activity Framework

Director, Channel Sales

Job Grade

The Director, Channel Sales Manager is a grade 10.

Responsibilities

• Engage Gitlab Regional Sales leadership, Sales & Solutions Architects and marketing teams to ensure awareness and leverage of Gitlab channel strategy and philosophy
• Build out and own executive VP and C-level relationships across your territory of focus's Devops Ops System Integration, Advisory & VAR network
• Work with Channel Services & Channel Solutions Architecture to build dedicated Gitlab practices in leading boutique, regional & global system integrators
• Identify demand generation and build pipeline across your territory of focus.
• Directly manage your territory of focus's channels and alliances team across all market segments (Enterprise, MidMarket & SMB)
• Work with channel marketing to design and execute your territory of focus channel programs and campaigns
• Oversee your territory of focus wide partner business planning process and set objectives, financial targets and critical milestones
• Participate in regular quarterly business reviews with top partners in theater
• Provide VP WW Channel with critical business visibility and weekly business status
• Provide understanding of business dynamics and key driver by your territory of focus region / country and set localized strategy
• Overseeing SFDC for partners and deal registrations for overall region
• Builds relationship with technology vendors and alliance partners to identify mutual greenfield opportunities
• Works collaboratively between partners and Gitlab sales team to drive white space discussion and opportunity generation.
• Stays abreast of competitive products, technologies and industry trends
• Preparation of presentations, territory plans and reports

Requirements

• Demonstrated progressive sales experience of managing channel programs and relationships in software and/or SaaS environments
• Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product
• Experience selling in the Software Development Tools and/or Application Lifecycle Management space via channel partnerships
• Ability to work independently in a fast-paced environment; must be high energy, motivated and a self starter
• Ability to travel up to 50% within the assigned territory
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our values, and work in accordance with those values.
• Ability to use GitLab

Performance Indicators

• % Revenue Partner Inititated
• % Services Attached
• Size of Partner Practices - skilled, certified consultants and deliver resources
• SMAU acceleration by stage or # seats in named enterprise accounts

Senior Director, Channel Sales

In addition to the responsibilities and rquirements of the Director, Channel Sales Manager

Job Grade

The Senior Director, Channel Sales Manager is a grade 11.

Responsibilities

• Engages, leads and influences senior executives both internally and externally with partners.
• Nurtures and leverages relationships with key DevOps thought leaders to help increase awareness about GitLab
• Defines team's strategy, budget, hiring and OKR's to direct and measures team results
• Leads initiatives and concepts cross function at senior and IC levels
• Leads long term investment planning, design, and execution for strategic partner engagement

Requirements

• Demonstrated progressive experience in channel sales and/or related functions within the software industry
• Demonstrated progressive management experience, with an emphasis on leadership, and engaging global and local stakeholders
• Experience building trusted relationships with executive leadership, and driving engagement
• Ability to rapidly hire and scale a team of world class professionals

Performance Indicators

• % Revenue Partner Inititated
• % Services Attached
• Size of Partner Practices - skilled, certified consultants and deliver resources
• SMAU acceleration by stage or # seats in named enterprise accounts

Specialties

Global System Integrators

Responsibilities

• Strong ability to network, hunt for and manage executive relationships
• Work closely with sales leadership and field sales teams to significantly leverage SI as part of overall Gitlab strategy. Drive pipeline and revenue growth
• Identify, recruit and onboard a targeted set of Global SI’s that are committed to Gitlab as their DevOps partner of choice.
• Work with Global SI’s to incorporate Gitlab technology into service & solutions offerings and to build dedicated Gitlab practices
• Accountable for the successful deployment of embedded solutions, resale, managed services and cloud offerings from Gitlab’s top SI partners
• Drive and lead senior executive governance at WW and Geo levels
• Directly engage field sales teams on account opportunities. Manage and track partner opportunities as part of partner business plan.
• Working with appropriate cross functional associates, recommend programs to support SI sales strategies; e.g. marketing programs, Product Marketing, etc..
• Develop and execute specific partner & business plans for designated partners that exceed team goals

Requirements

• Strong computer, communication, and presentation skills a prerequisite.
• Proven ability to work within and across teams
• International Travel required.
• Substantial experience in strategic partner development, channel sales and/or consulting.
• Strong communication skills. Ability to define & crisply communicate business case for partnering with Gitlab & coordinating activities of WW virtual team calling on the partner
• Deal maker. Ability to work across internal departments and partner matrix to close revenue generating partnership agreements
• Organized – ability to keep multiple opportunities moving forward
• Good knowledge of Gitlab products and solutions. Good understanding and appreciation for new technologies and their potential market impact.
• Solid presentation skills required with ability to engage in pre-sales activities to evangelize product and technology benefits to an audience, including General Managers.
• Prior experience working for and/or with the strategic partner
• You share our values, and work in accordance with those values.
• Ability to use GitLab

Distribution Sales Manager

The Distribution Sales Manager is accountable for revenue generation in the territory by overseeing and working with our distribution partners throughout all aspects of the sales process.

Responsibilities:

• Oversee new distributor onboarding to include recruit, contract, enable, manage
• Oversee distributor relationships throughout the assigned territory.
• Work with our distribution partners to develop cohesive tactical and strategic sales plans in order to meet or exceed sales targets
• Work with field & Channel teams to evaluate sales channel efficiency throughout the region on an ongoing basis and make changes where appropriate
• Accurately forecast sales opportunities to management team through our CRM and other means
• Responsible for all aspects of distribution enablement: sales and technical, marketing, back office integration

Requirements:

• Previous experience of managing distribution partnerships sales
• Experience selling in the Software Development Tools and/or Application Lifecycle Management space via channel partnerships
• Experience selling Open Source Solutions
• Demonstrated progressive experience with B2B sales
• Demonstrated progressive experience selling high technology products in assigned territory in a channel model
• Interest in GitLab, and open source software
• Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
• Strong personal network within the industry.
• Driven, highly motivated and results driven.
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab

Alliances

Responsibilities

1. Execute annual partner plans with technology companies including ISVs and cloud companies.
2. Evaluate effectivity of partner relationships and engagements in delivering positive ROI.
3. Be the central point of contact and advocacy at GitLab, orchestrating the partner engagements across the various departments: product, content, marketing, and sales
4. Ensure successful execution of marketing and sales acceleration programs, with a drive for measurable outcomes and revenue yield
5. Facilitate meaningful relationships between GitLab and our technology partners' teams. This includes partners executive leaders, product managers, engineering, sales and marketing.
6. Identify new opportunities for quality, high ROI engagements with partners

Requirements

1. Demonstrated progressive sales management and/or business development experience in the technology/cloud services industry, preferably in the DevOps space
2. Demonstrated repeated success leading partner/client engagement plans to fruitful executions, consistently exceeding key performance metrics
3. Strong presentation skills and the ability to articulate complex concepts to cross functional audiences
4. Presentation skills with a high degree of comfort speaking with executives, IT Management, and developers
5. Significant experience with executive presence and a proven ability to lead and facilitate executive meetings including architecture whiteboards
6. Excellent time management and written/verbal communication skills
7. Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise
8. Leadership at GitLab
9. Ability to use GitLab

Performance Indicators

• % Revenue Partner Initiated
• % Services Attached
• Size of Partner Practices - skilled, certified consultants amd eliver resources
• SMAU metrics acceleration by stage or # seats in named enterprise accounts

Career Ladder

The next steps for the Channel Manager Job Family is to move into the Channel Programs and Enablement Job Family or the VP, Global Channel Job Family.

Hiring Process

Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

• Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters
• Next, candidates will be invited to schedule a first interview with the Hiring Manager
• Next, candidates will be invited to interview with 2-5 teammates
• There may be a final executive interview

Additional details about our process can be found on our hiring page.

Compensation

Compensation Calculator

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

1. Mission: Everyone can contribute
2. Results: Fast growth, ambitious vision
3. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
4. Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
5. Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
6. Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
7. Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
8. Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
9. Work/Life Harmony: Flexible workday, Family and Friends days
10. Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!