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Gong is seeking an exceptional, results-driven GTM Partner Lead to manage and significantly scale the Solutions and Reseller partner ecosystem across EMEA. This is a quota-carrying role with dual focus: nurturing growth within existing RevOps/Solutions partners while establishing foundational strategy and execution for the emerging Reseller channel in the region.
Solutions Partner Management responsibilities include owning and nurturing relationships with a portfolio of existing and emerging EMEA RevOps Solutions partners. You will develop and execute joint GTM and business plans with key partners to drive sourced revenue, ensure partners are fully enabled and certified on the latest Gong platform features and implementation best practices, and track performance metrics including sourced and co-sell revenue, certified consultants, and customer success outcomes. You will collaborate closely with Gong's Direct Sales, Customer Success, and Professional Solutions teams to ensure seamless joint engagement and delivery quality.
Reseller Channel Strategy & Execution responsibilities include defining and leading the foundational launch and scaling of the Gong Reseller Motion across strategic EMEA territories. You will identify, recruit, and onboard high-potential Value-Added Resellers (VARs), Distributors, and Managed Service Providers (MSPs) aligned with Gong's ideal customer profile. You will negotiate commercial terms and operational agreements including contracts, margins, and incentive programs with new reseller partners. You will establish clear rules of engagement, deal registration processes, and sales-to-channel handoffs to prevent channel conflict and maximize collaborative sales efforts. You will partner with the EMEA Marketing team to build joint marketing campaigns and demand generation activities that drive pipeline for and with Resellers.
Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside revenue teams. Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort.
REQUIREMENTS:
- 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 (partner sourced & co-sell)
- Proven track record managing Solutions, Agency, or Consulting partnerships, ideally within the Revenue Operations or B2B technology space
- Direct experience developing, launching, and managing a successful Reseller or Channel Partner program from the ground up is highly desirable
- Strong commercial acumen with experience negotiating complex partnership agreements and managing partner compensation models (e.g., margins, rebates, MDF)
- Exceptional communication and presentation skills in English; fluency in another major European language is a plus
- Ability to travel regularly across the EMEA region to meet with partners and attend events
DESIRED ATTRIBUTES:
- Entrepreneurial mindset with ability to operate independently and thrive in ambiguous, fast-paced environments
- Collaborative leader who can influence cross-functional teams (Sales, Marketing, Product) without direct authority
- Results-oriented focus on measurable outcomes and exceeding revenue targets with meticulous attention to detail in partner reporting and pipeline management
