Strategic Account Executive, Germany (Ent Industry)

Навыки

• Customer Success
• DevSecOps
• Git
• KPI
• Лидерство
• ROI / ROMI / ROAS

О компании и продукте

• As a Strategic Account Executive, you will own a portfolio of Industry strategic customers and prospects in the south of 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.
• GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

Задачи

• Manage and support GitLab Industry ENT accounts
• Develop account plans to sell to focus customers based on their business needs
• Utilize a consultative approach with value selling up to customer ROI and Business Case approach
• 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
• Conduct sales activities including prospecting and developing opportunities in Strategic accounts, create future project pipeline with individual outreach activities
• Lead the BDR activities to your accounts with dedicated customer approach and outreach activities to create future PipeGen
• Discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs
• Contribute to root cause analysis on wins/losses
• Expand knowledge of industry as well as the competitive posture of the company
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
• Provide account leadership and direction in the pre- and post-sales process
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources

Требования

• Builds a deep understanding of the customer, including an understanding of their KPI's and develops plans in anticipation of the customer’s business strategies and goals
• Strong usage of AI for strong efficiency and productivity aligned with strategic thinking for customer growth strategy
• Experienced selling into complex Enterprise organizations
• Demonstrate consistent results and overachievement of quota
• Excellent 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 Management
• Ability to use GitLab
• Flexible management of temporary workload peeks
• Ability to travel if needed and comply with the company’s travel policy
• You share our values , and work in accordance with those values
• How GitLab Supports Full-Time Employees
• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off

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