Senior Engagement Manager – Professional Services Sales
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Job Description
Senior Engagement Manager structuring and selling GitLab DevSecOps professional services engagements. Designing outcome-based proposals, SOWs, staffing plans, and commercial strategies for EMEA customers.
Responsibilities:
- Structure, design, position, and close outcome-oriented professional services engagements
- Build trusted advisor relationships with division chiefs, program managers, technical leaders, prospects, and Systems Integrators
- Conduct discovery sessions to understand current-state capabilities, requirements, and desired business outcomes
- Design services proposals aligned with GitLab capabilities, customer success metrics, and objectives
- Structure commercial proposals, including staff augmentation and packaged offerings when needed
- Develop custom-scoped SOWs and staffing plans for complex implementations
- Partner with account executives, solutions architects, delivery leaders, sales leadership, and cross-functional teams
- Articulate GitLab’s services value proposition, catalog offerings, and implementation methodologies
- Guide customers through scope, pricing, commercial terms, procurement, contracting, and acquisition processes
- Manage project- and account-level escalations
- Proactively position consulting, training, success tiers, and additional solutions
- Facilitate implementation roadmapping, enterprise strategy discussions, and executive-level requirements gathering
- Forecast services bookings and track KPIs related to bookings, margin, and attachment to strategic opportunities
- Own the engagement lifecycle from discovery and pre-sales solutioning through scoping, SOW development, staffing alignment, and transition to delivery
- Feed customer insights into sales, delivery, and practice management
- Provide recommendations on risk management, negotiation strategies, and commercial structures
- Train field teams on positioning and selling professional services and improve go-to-market content and operational processes
Requirements:
- Demonstrated progressive experience structuring, scoping, and selling professional services engagements in the region
- Proven success operating in a pre-sales context, conducting discovery, designing outcome-oriented proposals, and developing custom statements of work (SOWs) and staffing plans for large, complex implementation projects
- Solid understanding of software development lifecycle (SDLC), DevOps practices, and cloud transformation initiatives
- Ability to connect technical solutions to mission objectives and measurable business outcomes
- Effective communication and interpersonal skills with executive presence
- Ability to build trusted advisor relationships with division chiefs, program managers, contracting stakeholders, and senior technical leaders
- Highly developed facilitation, negotiation, and problem-solving skills
- Ability to guide customers through acquisition processes, commercial structures, and risk mitigation strategies
- Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams
- Capacity to work autonomously and asynchronously in a fully remote setting
- Ability to manage multiple complex opportunities while maintaining accurate forecasting and alignment with GitLab values and goals
- All team members are expected to incorporate AI into their daily workflows
Benefits:
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
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