Professional Services Engagement Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Conducting discovery sessions and structuring result-focused professional services engagements that align GitLab's capabilities with customer business objectives.

• Collaborating with account executives, solutions architects, and delivery stakeholders to transform DevSecOps and platform adoption initiatives into clear, actionable proposals and statements of work.

• Executing discovery processes with account teams and customers to comprehend current capabilities, limitations, and desired business outcomes.

• Designing both standard and customized service proposals that are in line with customer objectives, clear success metrics, and implementation requirements.

• Developing and presenting scoped service engagements and packaged solutions to customers and internal stakeholders to achieve alignment and advance opportunities.

• Guiding customers and account teams through the value of services, commercial terms, agreements, and the quoting and ordering process to facilitate deal closure.

• Coordinating with Professional Services Operations and delivery partners to ensure alignment of staffing, skillsets, language, and time zone coverage for each engagement.

• Addressing pricing and implementation objections while identifying engagement and delivery risks early on to keep opportunities moving forward.

• Meeting assigned financial objectives and maintaining an accurate services forecast using Salesforce and Clari.

• Fostering strong cross-functional relationships, providing responsive support to both internal and customer stakeholders, and communicating customer trends to enhance service offerings and the customer journey.

⛳️ Requirements

• Proven experience with professional services selling processes, including discovery, scoping, proposal development, and the basics of commercial structuring.

• Proficiency in using Salesforce for opportunity management, forecasting, and quoting.

• Experience in a pre-sales environment, assisting in the development of statements of work for implementation projects.

• Familiarity with the software development lifecycle, DevOps practices, and cloud transformation initiatives, along with the ability to connect technical solutions to business outcomes.

• Excellent communication and stakeholder management abilities, with the capacity to forge strong working relationships with account teams and customer stakeholders.

• Developing skills in facilitation, negotiation, and problem-solving, coupled with sound judgment on when to consult more experienced team members.

• Comfort in collaborating cross-functionally with sales, solutions architecture, delivery, and operations teams to align on deal strategies, staffing, and execution.

• Capability to work effectively with minimal supervision in a fully remote, asynchronous setting while managing multiple opportunities and maintaining accurate forecasts.

🏝️ Benefits

• Comprehensive benefits to support your health, finances, and overall well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.