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Manager, Enterprise Solutions Architects

Department: Solutions Architects

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Remote

GitLab is a hyper growth company searching for people who are intelligent, aggressive and agile with strong skills in technology, sales, business, communication and leadership. Desire to lead through change is a must.

The Manager, Solutions Architects role is a management position on the front lines. This is a player/coach role where the individual is expected to be experienced in and have advanced insight to the GitLab platform. The individual will contribute to territory and account strategy as well as driving the execution directly and indirectly. The individual will need to be very comfortable giving and receiving positive and constructive feedback, as well as adapting to environmental change and retrospecting on successes and failures. The Manager, Solutions Architects will work together with the other managers within the customer success organization to help execute on strategies and vision with the Director.

Responsibilities

  • Oversee the day-to-day operations of your team of Solutions Architects
  • Work as an individual contributor for key accounts as needed or requested
  • Participate in technical sales calls, and contribute to creating sales and evaluation strategy at the account level
  • Provide technical leadership and platform strategy to the team as well as the larger sales organization
  • All aspects of people management, including hiring, development, training, regular 1:1s and annual reviews
  • Hire, train and retain top talent
  • Provide feedback and direction, both positive and constructive, to personnel in a timely manner
  • Build a strong team and provide satisfaction among your team and customers
  • Influence both internal and external C-level executives through presentations and whiteboard sessions
  • Work collaboratively with other groups, including Sales, Professional Services, Support, Engineering, Technical Account - Managers and Product Management, to ensure effective operation of your team, achieve the technical win, and ensure ongoing customer satisfaction
  • Formulate best practices for presentations, demos, and POCs as well as overall sales strategy
  • Act as a trusted advisor to higher level management on strategic opportunity reviews, emerging competitive threats, product direction, and establishing sales objectives and strategies
  • Work with the Customer Success Director to help establish and manage Solutions Architect goals and responsibilities
  • Assist in development of thought leadership, event-specific and customer-facing presentations
  • Share hands-on technical preparation and presentation work for key accounts
  • Take the lead in hiring and onboarding new SA’s
  • Ensure the SA team exceeds corporate expectations in core knowledge, communication and execution
  • Define and maintain a high bar for team member expectations and enable the team to achieve it
  • Challenge the team and yourself to continually learn and grow as trusted advisors to clients
  • Evangelize new product features & provide customer feedback to GitLab product management and engineering groups
  • Ensuring the Solutions Architects engage the Technical Account Manager during the pre-sales so that the post-sales technical process handoff for seamless Drive customer adoption and success by providing oversight, adoption - recommendations, opportunities for greater service
  • Ensure timely resolution of POC/POV issues by coordinating support responses
  • Maintain a deep understanding of each customer’s business as well as their technical environments – become a trusted advisor to our customers
  • Support the Sales team with opportunity qualification, demonstrations, Proof of Concept presentations (POC), RFP responses, and business justification in a pre-sales capacity
  • Mentor and develop the existing Solutions Architect team
  • Be able to present complex technical solutions to clients
  • Present credibly to engineering decision makers and technology executives
  • Develop and execute solution selling strategies and identify opportunities for process improvements
  • Remain knowledgeable and up-to-date on GitLab releases

Requirements

All requirements for the Solutions Architect role apply to the Manager, Solutions Architects position, as the management position will need to understand and participate with the day-to-day aspects of the Solutions Architect role in addition to managing the team. Additional requirements include:

  • Experienced in and with advanced insight to the GitLab platform
  • Experienced in giving and received positive and constructive feedback
  • Able to adapt to environmental change and restrospecting on success and failures
  • Previous leadership experience is a plus
  • Experienced in collaborating with other managers and executing strategies

Management Hiring Process

  • Selected candidates will be invited to schedule a screening call with our Global Recruiters
  • Next, candidates will be invited to schedule a first interview with a Hiring Manager
  • Candidate will then schedule an interview with an SA management peer
  • Then, candidates will present a business plan to include 30/60/90 day approach, outcomes, and metrics
  • Candidates may be invited to additional interviews
  • Successful candidates will be made an offer after references are verified

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

Compensation

You will typically be paid 75% as base, and 25% based on meeting the global sales goal of incremental ACV. Also see the Sales Compensation Plan.

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