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

Must be based in Rome or Milan
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 ourvalues, 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):

Results
Collaboration



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