Strategic Account Executive - Public Sector

March 21

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GitLab

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GitLab is a complete DevOps platform, delivered as a single application, fundamentally changing the way Development, Security, and Ops teams collaborate and build software. From idea to production, GitLab helps teams improve cycle time from weeks to minutes, reduce development costs and time to market while increasing developer productivity.

1001 - 5000 employees

💰 Secondary Market on 2020-11

📋 Description

• GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. • You will act as a primary point of contact and the face of GitLab for our prospects and customers within the Public Sector within the UK. • To drive GitLab platform adoption across UK&I public sector organizations, orchestrating successful partner relationships and direct engagement across Local Authorities, Universities, Blue Light Services, Regional Healthcare Organizations, and Arms-Length Bodies, while ensuring alignment with government digital transformation initiatives. • Lead GitLab platform enterprise sales across diverse public sector portfolio. • Develop and execute multi-year account strategies using MEDDPICC methodology. • Build C-level relationships across regional government bodies. • Drive platform adoption through centers of excellence. • Manage complex procurement processes across government frameworks. • Create sector-specific value propositions and business cases. • Build and execute strategic territory plan across public sector segments. • Create scalable prospecting and account development strategies. • Implement repeatable sector plays and reference programs. • Manage resource allocation across complex account portfolio. • Drive territory growth through new logo acquisition and expansion. • Develop territory-specific partner ecosystems. • Drive revenue through strategic system integrators. • Develop relationships with regional service providers. • Coordinate with cloud provider partnerships (AWS, Azure, GCP). • Enable managed service provider success. • Lead joint account planning and execution. • Create scalable partner enablement programs.

🎯 Requirements

• Proven UK public sector software sales experience (5+ years) • Deep understanding of government digital transformation initiatives • Experience with government framework procurement • Multi-stakeholder engagement in complex organizations • Understanding of sector-specific requirements: • Higher Education research computing environments • Emergency Services command & control systems • Healthcare information governance • Local Authority shared services • Regional government digital strategies • DevSecOps platform sales experience • Understanding of complementary technologies: • Container Platforms (OpenShift, Tanzu) • Security Tools (Snyk, SonarQube, Aqua) • Infrastructure Automation (HashiCorp, Ansible) • Artifact Management (JFrog, Nexus) • Observability Solutions (Datadog, Dynatrace) • API Management (Kong, Apigee) • Cloud Security (Prisma, Wiz) • DevSecOps Pipeline Tools (Jenkins, CircleCI) • MEDDPICC methodology mastery and implementation • Complex deal management experience • Territory planning and scaling expertise • Partner orchestration capability • Proven forecast accuracy using MEDDPICC scoring • Track record of complex deal closure • Experience building territories from ground up • Security clearance eligibility • Willingness to travel across UK&I • Experience with open source solutions • Strong presentation and negotiation skills • Demonstrable territory management tool proficiency • Track record of building scalable territory models