Description
Gong is looking for a GTM Partner Lead to manage and scale its Solutions and Reseller partner ecosystem across EMEA. The role involves nurturing growth within existing RevOps/Solutions partners and establishing a foundational strategy for the emerging Reseller channel.
Key Responsibilities:
- Partner Relationship Management: Own and nurture relationships with a portfolio of existing and emerging EMEA RevOps Solutions partners.
- Joint Business Planning: Develop and execute joint GTM and business plans with key partners to drive sourced revenue.
- Enablement & Certification: Ensure partners are fully enabled, trained, and certified on the latest Gong platform features and Solutions offerings.
- Performance Monitoring: Track, analyze, and report on partner performance metrics.
- Collaboration: Work closely with Gong's Direct Sales, Customer Success, and Professional Solutions teams.
Reseller Channel Strategy & Execution:
- Program Establishment: Define and lead the foundational launch and scaling of the Gong Reseller Motion across strategic EMEA territories.
- Recruitment & Onboarding: Identify, recruit, and onboard high-potential Value-Added Resellers, Distributors, and Managed Service Providers.
- Commercial & Legal: Negotiate commercial terms and operational agreements with new reseller partners.
- Sales Alignment: Establish clear rules of engagement, deal registration processes, and sales-to-channel handoffs.
- Demand Generation: Partner with the EMEA Marketing team to build joint marketing campaigns and demand generation activities.
Required Skills and Experience:
- 8+ years of demonstrated experience in Partner/Channel Management within a high-growth SaaS or B2B technology environment, with a focus on EMEA.
- 3+ years of experience carrying a partner sales quota.
- Proven track record managing Solutions, Agency, or Consulting partnerships.
- Direct experience developing, launching, and managing a successful Reseller or Channel Partner program is highly desirable.
- Strong commercial acumen with experience negotiating complex partnership agreements.
- Exceptional communication and presentation skills in English; fluency in another major European language is a plus.
Desired Attributes:
- Entrepreneurial Mindset: Ability to operate independently and thrive in an ambiguous, fast-paced environment.
- Collaborative Leader: A natural leader who can influence cross-functional teams without direct authority.
- Results-Oriented: Focused on measurable outcomes and exceeding revenue targets.
PERKS & BENEFITS:
- Private health insurance plans
- Wellbeing Fund
- Mental Health benefits
- Education & learning stipend
- Flexible vacation time
- Paid parental leave
- Company-wide recharge days