GTM Partner Lead - Solutions & Reseller

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.

We're looking for an exceptional, results-driven GTM Partner Lead to manage and significantly scale our Solutions and Reseller partner ecosystem across EMEA. This is a critical, dual-focused role. You will be responsible for nurturing growth within our existing RevOps/Solutions partners and, simultaneously, establish the foundational strategy and execution for our emerging Reseller channel in the region.
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.

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 (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.

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 (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: 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.

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