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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in structuring and selling professional services engagements, with a strong focus on customer success metrics and outcomes. Proficient in managing complex implementations, facilitating cross-functional collaboration, and guiding clients through procurement and contracting processes.
Highest-signal resume keywords
Professional Services Engagement StructuringPre-Sales SolutioningCustom Statement Of Work (SOW) DevelopmentSoftware Development Lifecycle (SDLC) UnderstandingNegotiation Strategies
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Outcome-Based Proposal DesignComplex Implementation Project ManagementDiscovery Session FacilitationForecasting Services BookingsRisk Management
Soft Skills
Effective CommunicationInterpersonal SkillsTrusted Advisor Relationship BuildingFacilitation SkillsProblem-Solving Skills
Industry Keywords
DevOps PracticesCloud Transformation InitiativesCommercial StructuresAccount-Level EscalationsGo-To-Market Processes
Tech Stack
Tools & technologiesCloudSDLC
About the role
Key responsibilities & impact- Design and structure outcome-based professional services engagements aligned with customer needs
- Partner with account executives, solutions architects, and delivery leaders on implementation roadmaps and statements of work
- Build trusted advisor relationships with division chiefs, program managers, and technical leaders
- Conduct discovery sessions with prospects and Systems Integrators
- Design services proposals aligned with customer success metrics and objectives
- Structure engagements and commercial proposals, including staff augmentation and packaged offerings
- Develop custom-scoped SOWs and staffing plans for complex implementations
- Articulate GitLab’s services value proposition, catalog offerings, and implementation methodologies
- Guide customers through scope, pricing, procurement, and contracting
- Manage project- and account-level escalations
- Position consulting, training, success tiers, and additional solutions
- Facilitate implementation roadmapping, enterprise strategy, and executive-level requirements sessions
- Forecast services bookings and track KPIs related to bookings, margin, and strategic opportunity attachment
- Own the engagement lifecycle from discovery and pre-sales solutioning through transition to delivery
- Influence cross-functional teams and feed customer insights into sales, delivery, and practice management
- Prioritize services opportunities and advise on risk management, negotiation strategies, and commercial structures
- Train field teams on positioning and selling professional services and improve go-to-market processes
Requirements
What you’ll need- Demonstrated progressive experience structuring, scoping, and selling professional services engagements in the region
- Proven success operating in a pre-sales context, conducting discovery, designing outcome-oriented proposals, and developing custom statements of work (SOWs) and staffing plans for large, complex implementation projects
- Solid understanding of software development lifecycle (SDLC), DevOps practices, and cloud transformation initiatives
- Ability to connect technical solutions to mission objectives and measurable business outcomes
- Effective communication and interpersonal skills with executive presence
- Ability to build trusted advisor relationships with division chiefs, program managers, contracting stakeholders, and senior technical leaders
- Highly developed facilitation, negotiation, and problem-solving skills
- Ability to guide customers through acquisition processes, commercial structures, and risk mitigation strategies
- Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams
- Ability to work autonomously and asynchronously in a fully remote setting
- Ability to manage multiple complex opportunities while maintaining accurate forecasting and alignment with GitLab values and goals
Benefits
Comp & perks- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave