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    Major Account Executive - San Francisco, United States - GitLab

    GitLab
    GitLab San Francisco, United States

    6 days ago

    Default job background
    Description

    The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world's largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.

    The Major Account Executive reports to a Regional Director

    Responsibilities

  • Manage and support Gitlab's major 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 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 company
  • Contribute to root cause analysis on wins/losses.
  • 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
  • Conduct sales activities including prospecting and developing opportunities in major accounts
  • 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
  • Utilize 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.

    • Requirements

  • Strong experience and a proven track record selling into highly complex organisations specifically in the large enterprise areas
  • Demonstrated 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
  • You share our values, and work in accordance with those values.
  • Ability to use GitLab
  • Ability to travel if needed and comply with the company's travel policy

    • Hiring Process

  • 1. Initial Screen - Recruiter Candidates are invited to schedule an interview with the Recruiter.Areas of focus (as defined in GitLab Handbook): ResultsCollaboration 2. Initial Interview - Hiring Manager Candidates are invited to schedule an interview with the Hiring Manager.Areas of focus (as defined in GitLab Handbook): ResultsOperational Excellence - Account Planning & ManagementCustomer Focus - Effective CommunicationOperational Excellence - Growth MindsetOperational Excellence - Process DisciplineIteration 3. Mock Presentation - Panel Candidates are invited to schedule a presentation with 3 interviewers from the team.Areas of focus (as defined in GitLab Handbook): Solutions Focus - Consultative approachSolutions Focus - DevOps & Technical LeadershipSolutions Focus - Building TrustCustomer Focus - FacilitatingCustomer Focus - Understanding Customer's NeedsEfficiency 4. Final Interview - Senior Leadership Candidates are invited to schedule an interview with senior leadership.Areas of focus (as defined in GitLab Handbook): Operational Excellence - Resource OrchestrationCollaborationOperational Excellence - Growth MindsetCustomer Focus - Customer Business AcumenSolutions Focus - Leading with VisionTransparencyDiversity inclusion and belonging

    • Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

    Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

    GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab's policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

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