GTM Partner Lead - Solutions & Reseller
Gong.io Inc.
Salary undisclosed
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Description
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 the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, 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. For more information, visit www.gong.io.
At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career.
This is a quota carrying role and the applicant should have experience carrying a partner sales quota.
Key Responsibilities
Solutions Partner Management
- 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.
We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.
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.
To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.
#LI-OH1 #LI-Hybrid
Benefits
- health insurance
- parental leave
- wellness program
About this role
This role combines two distinct responsibilities: managing Gong's existing Solutions and RevOps partner relationships across EMEA while simultaneously building out a new Reseller channel from the ground up. You'll own a portfolio of current partners, develop joint business plans to drive sourced revenue, and ensure they're trained and certified on Gong's platform. In parallel, you'll identify and recruit Value-Added Resellers, distributors, and MSPs, negotiate commercial terms, establish channel rules of engagement, and work with marketing on joint demand generation. This is a quota-carrying position, so revenue targets are central to the role.
The ideal candidate brings 8+ years in partner or channel management within high-growth SaaS, with at least 3 years of direct experience carrying a partner sales quota. You should have a proven track record managing Solutions or consulting partnerships—ideally in Revenue Operations or B2B tech—and direct experience launching a reseller or channel program from scratch is highly desirable. Strong commercial skills are essential, including the ability to negotiate partnership agreements and manage compensation models. You'll need to travel regularly across EMEA, communicate fluently in English, and ideally speak another major European language.
This is an in-office role based in Dublin. Success requires an entrepreneurial mindset to operate independently in an ambiguous environment, strong cross-functional influence without direct authority, and relentless focus on measurable outcomes. Gong offers competitive benefits including private health insurance, wellness and education stipends, flexible vacation, and quarterly recharge days.
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Pay for this role
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