EMEA GTM Partner Lead: Reseller & Solutions

AI Chopping Block; Dublin; Hybrid; EUR 120,000 - 180,000; Full time

Benefits offered by this job

Private health insurance

Wellbeing stipend

Mental health support

Education stipend

Flexible vacation

Parental leave

Recharge days

Job summary

Gong is seeking an exceptional, results-driven GTM Partner Lead to scale our Solutions and Reseller partner ecosystem across EMEA. You will nurture growth with RevOps/Solutions partners while building a foundation for a reseller channel in the region, carrying a partner sales quota.

You will collaborate with Direct Sales, Customer Success, and Professional Solutions teams to deliver joint initiatives, define commercial terms, and drive co-sell revenue across Europe, the Middle East, and Africa.

Qualifications

• 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.

Responsibilities

• Own and nurture relationships with a portfolio of existing and emerging EMEA RevOps Solutions partners.
• Develop and execute joint GTM and business plans with key partners to drive sourced revenue with these partners.
• Ensure partners are fully enabled, trained, and certified on the latest Gong platform features, Solutions offerings, and implementation best practices.
• Track, analyze, and report on partner performance metrics, including sourced and co-sell revenue, certified consultants, service quality, and customer success outcomes.
• Work closely with Gong's Direct Sales, Customer Success, and Professional Solutions teams to ensure seamless joint engagement and delivery quality.
• Define and lead the foundational launch and scaling of the Gong Reseller Motion across strategic EMEA territories.
• Identify, recruit, and onboard high-potential VARs, Distributors, and MSPs who align with Gong's ideal customer profile and market strategy.
• Negotiate commercial terms and operational agreements with new reseller partners.
• Establish rules of engagement, deal registration processes, and sales-to-channel handoffs to prevent channel conflict and maximize collaborative sales efforts.
• Partner with the EMEA Marketing team to build joint marketing campaigns and demand generation activities that drive pipeline for and with Resellers.

Skills

Channel Management

Partner Sales

Partnership Experience

Reseller Programs

Job description

Gong is seeking an exceptional, results-driven GTM Partner Lead to scale our Solutions and Reseller partner ecosystem across EMEA. You will nurture growth with RevOps/Solutions partners while building a foundation for a reseller channel in the region, carrying a partner sales quota.

You will collaborate with Direct Sales, Customer Success, and Professional Solutions teams to deliver joint initiatives, define commercial terms, and drive co-sell revenue across Europe, the Middle East, and Africa.