Strategic Account Executive, Telecommunications Segment - (Amsterdam)

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 . The Enterprise Sales department is part of  GitLab Sales and includes Large sales teams. The sales field in Enterprise is made up of Major and Strategic Account Executives (MAEs and SAEs)  who collaborate closely with their  deal team  (Inside Sales, Customer Success, Sales Development, Channel & Alliances and more) and work across functions to deliver maximum value to strategic and large prospects and customers throughout their entire journey with GitLab. When thinking about ‘what good looks like’ in this department, refer to your  job family , the  field competencies , and our  GitLab values . Responsibilities Supports GitLab’s  strategic large prospects and customers. Foster and maintain strong and enduring relationships with business and technology leaders at key customers and prospects in the telecommunications sector. Responsible for delivering new and growth business at telecom accounts through value creation by positioning GitLab’s DevSecOps platform and Professional Services to accelerate digital transformation objectives Champion GitLab’s Telco GTM strategy, and represent GitLab in the Telco industry and help showcase how GitLab helps solve industry challenges 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 pre-and-post sales and support resources Be the voice of the customer by contributing product ideas to our  public issue tracker Generate qualified leads and develop new customers in conjunction with our strategic channel partners . Expand knowledge of industry as well as the competitive posture of the company Prepare activity and forecast reports Contribute to root cause analysis on wins/losses. Communicate lessons learned to the team, including account managers, the marketing team, and the technical team 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. Develop an account plan to sell to customers based on their business needs. Collaborate with Marketing on marketing strategies. Requirements Possess extensive experience and in-depth knowledge of the telecommunications sector and a proven history of successfully engaging and selling to executive-level decision-makers in this field. Experience in the DevSecOps market A true desire to see customers benefit from the investment they make with you Able to provide high degree of account management and control Work under minimal supervision on complex projects Experience selling into large organizations Ability to leverage established relationships and proven sales techniques for success 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 Hiring Process Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our  team page . As part of this application, candidates can expect the following stages with focus areas on the  GitLab Values  and  Field Functional Competencies . Stages 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 Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also  GitLab’s EEO Policy  and  EEO is the Law . If you have a disability or special need that requires  accommodation , please let us know during the  recruiting process .