GTM Partner Lead - Solutions & Reseller

• 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 (Go-to-Market) and business plans with key partners to drive sourced revenue with these partners.
• Enablement & Certification: Ensure partners are fully enabled, trained, and certified on the latest Gong platform features, Solutions offerings, and implementation best practices.
• Performance Monitoring: Track, analyze, and report on partner performance metrics, including sourced and co-sell revenue, certified consultants, service quality, and customer success outcomes.
• Collaboration: Work closely with Gong's Direct Sales, Customer Success, and Professional Solutions teams to ensure seamless joint engagement and delivery quality.

• 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 (VARs), Distributors, and Managed Service Providers (MSPs) who align with Gong's ideal customer profile and market strategy.
• Commercial & Legal: Negotiate commercial terms and operational agreements (e.g., contracts, margins, incentive programs) with new reseller partners.
• Sales Alignment: Establish clear rules of engagement, deal registration processes, and sales-to-channel handoffs to prevent channel conflict and maximize collaborative sales efforts.
• Demand Generation: Partner with the EMEA Marketing team to build joint marketing campaigns and demand generation activities that drive pipeline for and with Resellers.

• 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.

• Entrepreneurial Mindset: Ability to operate independently and thrive in an ambiguous, fast-paced environment where you are building a new business motion.
• Collaborative Leader: A natural leader who can influence cross-functional teams (Sales, Marketing, Product) without direct authority.
• Results-Oriented: Focused on measurable outcomes and exceeding revenue targets, with meticulous attention to detail in partner reporting and pipeline management.

PERKS & BENEFITS

• We offer Gongsters a variety of private health insurance plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.

Gong believes in offering competitive compensation and benefits tailored to the local region. Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, colour, religion, age, or any other basis protected by law.

#LI-OH1 #LI-Hybrid