Major Account Executive, Telco Industry - Madrid
Location
España | Spain
Job description
The Major Account Executive reports to a Regional Director
Responsibilities
- Manage and support Gitlab’s major account/(s) within the telecommunications (telco) sector
- 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
- Strong experience and a proven track record selling into highly complex organisations specifically in the telecommunications (telco) segment and industry
- 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):
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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Job tags
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