Strategic Enterprise Account Executive - Melbourne, Australia - GitLab

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.

Strategic Enterprise Account Executive (Strategic Account Leader) - Must be based in Melbourne, Australia due to the territory you will be managing.

The Strategic Enterprise Account Executive (Strategic Account Leader) is a grade 8.


Responsibilities:

• Strategic Enterprise Account Executive (Strategic Account Leader) will report to an Area Sales Manager or Regional Director.
• Support GitLab for our strategic and large prospects in our South Territory.
• Contribute to root cause analysis on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Take ownership of your book of business

- document the buying criteria
- document the buying process
- document next steps and owners
- ensure pipeline accuracy based on evidence and not hope

• Contribute to documenting improvements in our sales handbook.
• Provide account leadership and direction in the pre

- and post-sales process

• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with preandpost sales engineering and support resources
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Travel as necessary to accounts in order to develop relationships and close large opportunities
• Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.
• Expand knowledge of industry as well as the competitive posture of the company
• Prepare activity and forecast reports as requested
• Update and maintain Sales' database as appropriate
• Assist sales management in conveying customer needs to product managers, and technical support staff
• 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.
• Respond to RFP's and follow up with prospects.
• Develop an account plan to sell to customers based on their business needs.
• Build and strengthen the business relationship with current accounts and new prospects.
• Recommend marketing strategies.

Requirements:

• A true desire to see customers benefit from the investment they make with you
• Able to provide high degree of major account management and control
• Work under mínimal supervision on complex projects
• Proven success with B2B software sales
• Experience selling into large organizations
• South Territory
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator (written/verbal), strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience 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

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