Public Sector Channel Manager

As a Public Sector Channel Manager your primary goal will be to build pipeline and channel revenue with high performance partners. This high-energy position requires the candidate to be extremely motivated and results-driven – with follow through to create and qualify partner-initiated opportunities.

Job Grade

The Public Sector Channel Manager is a grade 8.

Responsibilities

• Identify and recruit new federal reseller partners in key markets through market analysis and cross-leveraging channel ecosystems of key alliance partners
• Coordinate and conduct sales training for partner onboarding
• Manage sales opportunities with all designated Partners, providing accurate and updated sales funnel.
• Build and maintain quarterly business plans for top partner accounts.
• Development of territory plan, including documenting recruiting strategy.
• Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources.
• Provide timely and on-going deal support to help close new opportunities at identified resellers including pricing requests, resource coordination, and other partner management activities.
• Drive marketing initiatives, go-to-market programs, and demand generation activities that will result in new reseller sales opportunities
• Proactively develop incentives or contests that will increase GitLab’s consideration rate within the reseller’s sales force.
• Provide overall relationship management and act as the central point of contact for channel resellers and distributors.
• Be a key contributor to help define and scale the optimal channel partner program.
• Assist sales management in conveying customer needs to product managers, and technical support staff

Requirements

• Recent experience in software Federal Channel Sales is mandatory including knowledge of 2-tier (distribution) reseller models.
• Work under minimal supervision on complex projects.
• Strong interpersonal skills and ability to excel in a team oriented atmosphere
• Strong written/verbal communications skills
• Very motivated and goal-oriented
• Must want a career-oriented environment that is both fun and professional.
• Strong customer service orientation and ability to develop and maintain relationships
• 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. Federal, LLC team members need to also comply with the applicable vaccination policies.

Performance Indicators

As with all roles in the Sales Department the Federal Channel Manager participates in the Sales KPIs.

 

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About GitLab

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab. Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

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