Professional Services Engagement Manager, Japan

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• Perform discovery (with account team or with customer) to understand customer current-state, constraints and desired positive business outcomes.
• Identify standard and custom services to align to customer outcomes.
• Explain technical solution proposal to account team and/or customer.
• Build custom-scoped services engagement proposals for strategic customers.
• Gather feedback and approval from Technical Architect, Regional Delivery Manager, and other key stakeholders.
• Meet and exceed set financial targets including booking margin targets.
• Explain GitLab Services value proposition, catalog of service offerings, and methodologies.
• Explain standard packaged solutions to Customer to gain agreement to move forward.
• Help customer understand commercial terms - price, period of performance, payment/invoice structure, etc.
• Guide Account team to execute governing legal agreement to execute services.
• Coach Account Executives on how to include consulting and education services on quote/order form.
• Coordinate closing process with help from Account Executive.
• Coordinate staffing requirements with PS Operations team to ensure skillset, language, and timezone match are appropriate for each engagement.
• Handle standard objections related to price, DIY implementations, etc.
• Accurately forecast quarterly bookings on a weekly basis using Salesforce/Clari.
• Identify and communicate risks to account executives and EM leadership team.
• Provide recommendations to approvers of SOWs and Professional Services Agreement on risk management and negotiation strategies.
• Build relationships with Account Executives, Customer Success Managers and Solutions Architects within their patch to ensure Global Services are included as part of the standard customer journey.
• Join Sales leadership forecast calls (within patch) to report on Services Forecast and to identify key customer accounts where services should be attached.
• Provide timely and predictable responses to incoming questions/requests from customers or account executives to reinforce positive brand of Global Services.
• Communicate with stakeholders the availability of new service offerings, the successful outcomes achieved on projects within patch, and other informal marketing topics.
• Help with onboarding of new engagement managers.
• Mentors more junior Engagement Managers.
• Deliver enablement to stakeholders on how to best work with and sell professional services.
• Contribute to new enablement content and delivery of Global Services enablement during Sales Quick Start.
• Communicate trends in customer behavior to Practice Management team.
• Provide suggestions and update to go-to-market content and operational efficiency processes.

Experience to help you get started 

• Knowledge of professional services selling processes.
• Experience with Salesforce as a means of prospecting, forecasting and quoting.
• Understanding of SDLC, Version Control Systems, Continuous Integration/Continuous Deployment methodologies
• Business proficient Japanese ( N1+) 

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