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Major Account Executive
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Job Location
Job Summary
We are seeking a Sales Manager to identify and engage key decision-makers in Paris for new partnerships and revenue growth. The role involves managing the end-to-end sales process, leveraging solution selling expertise, expanding industry knowledge, contributing to root cause analysis on wins/losses, providing account leadership, conducting sales activities, ensuring successful product adoption, and developing account plans based on customer needs. Requirements include strong hunting experience, proven track record in multi-million dollar deals, excellent communication skills, deep understanding of Git and software development tools, ability to use GitLab, and willingness to travel as needed.
Skills
GitLabAccount ManagementProspectingSolution SellingConsultative Approach
We are hiring for this role in Paris
Responsibilities
Identify, prospect, and engage with key decision-makers to secure new partnerships and revenue growth
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
Based in Paris and be able to meet with customers regularly
Must have very strong hunting and expansion experience across a top subset of customers in France
Strong experience and a proven track record selling multi-million dollar deals into highly complex organisations
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):
Results
Collaboration
2. Initial Interview - Hiring Manager
Candidates are invited to schedule an interview with the Hiring Manager.
Areas of focus (as defined in GitLab Handbook):
Results
Operational Excellence - Account Planning & Management
Customer Focus - Effective Communication
Operational Excellence - Growth Mindset
Operational Excellence - Process Discipline
Iteration
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 approach
Solutions Focus - DevOps & Technical Leadership
Solutions Focus - Building Trust
Customer Focus - Facilitating
Customer Focus - Understanding Customer’s Needs
Efficiency
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 Orchestration
Collaboration
Operational Excellence - Growth Mindset
Customer Focus - Customer Business Acumen
Solutions Focus - Leading with Vision
Transparency
Diversity inclusion and belonging
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