GTM Partner Lead (Solutions & Reseller)

Gong; Dublin; Remote; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Mental health support

Work from home stipend

Generous vacation days

Equity

Commuter benefits

Training & development

Mentorship opportunities

Job summary

Gong is seeking a high-impact GTM Partner Lead to scale our Solutions and Reseller partner ecosystem across EMEA. The role carries a partner sales quota and requires proven experience in managing RevOps/Solutions partnerships while building the Reseller motion in the region.

You will collaborate with Direct Sales, Customer Success, and Professional Solutions teams to drive joint engagement, recruitment of VARs/MSPs, and the establishment of scalable channel programs.

Qualifications

• Proven track record managing Solutions, Agency, or Consulting partnerships in a high-growth SaaS environment.
• Experience with RevOps, Solutions partners or Reseller programs is highly preferred.
• Ability to travel regularly across EMEA region.

Responsibilities

• Own and nurture relationships with a portfolio of EMEA RevOps/Solutions partners.
• Develop and execute joint GTM and business plans to drive sourced revenue with partners.
• Ensure partners are enabled and certified on Gong platform features and offerings.
• Track partner performance metrics including sourced and co-sell revenue.

Skills

Partner management

Channel sales

Go-to-market strategy

Sales leadership

EMEA market knowledge

Education

8+ years in Partner/Channel Management

Job description

• 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
• 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

Benefits

• Mental health support resources
• Work from home stipend
• Generous vacation days
• Quarterly recharge company shutdowns
• Parental leave
• Employee equity
• Commuter & parking benefits
• Retirement savings
• Training & development programs
• Employee resource groups
• Mentorship opportunities
• Flexible wellness fund

Proven track record managing Solutions, Agency, or Consulting partnerships, ideally within the Revenue Operations or B2B technology space8+ years of demonstrated experience in Partner/Channel Management within a high-growth SaaS or B2B technology environment, with a focus on EMEAAbility to travel regularly across the E[...]/MSPs