What you'll do

• Lead a team of Engagement Managers focused on Professional Services consultative selling.
• Accountable for Professional Services bookings goals within area of responsibilities covered by their Engagement Management team (EMEA).
• Responsible for timely and accurate weekly bookings forecast within area of responsibility.
• Help distribute customer opportunities evenly across team members ensuring geographic or segment coverage.
• Collaborate with other managers, socializing and gaining agreement on strategic proposals, and executing strategies.
• Provide strategic proposals to leadership to organize and align the Engagement Manager team with the Sales/CS organizations.
• Remain knowledgeable and up-to-date on GitLab releases.
• Coach team members on pipeline generation, opportunity prioritization, SFDC hygiene, discovery, scoping, estimation, SOW creation, negotiation and closing processes.
• Provide guidance to Engagement Managers to help resolve negotiations leveraging win-win and give-to-get methodologies. Take ownership of resolving negotiations that are at an impasse
• Align with Sales Leadership within territory to provide forecast updates.
• Build and maintain a development plan to ensure Engagement Managers are enabled to understand the GitLab product and features, the value selling approach, and current processes/tools used to be effective in their roles.
• Continuously assess team capacity to inform hiring plan.
• Foster an environment where team members are motivated and enabled to contribute to continuously improving the Professional Services sales process: proactive services positioning, SKU selling vs custom scoped engagements, scaling the PS selling motion, etc.. Ensure these process improvements are aligned with global PS sales strategy.
• Work closely with the Professional Services Delivery, Sales, Ecosystems Partners, and Product teams to develop common patterns into estimation and engagement proposal standards.