Senior Professional Services Engagement Manager - PubSec - US

Demonstrated progressive experience structuring, scoping, and selling professional services engagements in the public sector, with deep familiarity with Department of Defense (DoD) agencies and Federal Systems Integrator (FSI) environments. Strong knowledge of government contracting processes and procurement vehicles, including experience working through reseller, distributor, and FSI partnerships. Proven success operating in a pre-sales context, conducting discovery, designing outcome-oriented proposals, and developing custom statements of work (SOWs) and staffing plans. Solid understanding of software development lifecycle (SDLC), DevOps practices, and cloud transformation initiatives. Effective communication and interpersonal skills with executive presence. Highly developed facilitation, negotiation, and problem-solving skills. Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams. Capacity to work autonomously and asynchronously in a fully remote setting.

Conduct discovery sessions with DoD agencies and Federal Systems Integrators to understand capabilities, mission constraints, and desired outcomes. Design outcome-oriented services proposals aligning GitLab capabilities with customer success metrics and mission objectives. Structure engagements using outcome-based pricing, staff augmentation, and packaged offerings. Navigate government contracting vehicles and work with reseller/distributor partnerships and Federal Systems Integrators. Develop custom-scoped SOWs and staffing plans for complex DoD implementations. Articulate GitLab's services value proposition, catalog offerings, and implementation methodologies in the federal context. Align with customer leadership on scope, price, and shared responsibility. Build trusted advisor relationships with customer stakeholders. Guide customers through commercial terms, procurement processes, and contracting structures. Manage project- and account-level escalations. Position consulting, training, and success tiers proactively. Facilitate solutioning sessions including implementation roadmapping and strategy discussions. Drive measurable outcomes by structuring services that support customer success metrics, forecasting services bookings, and tracking KPIs. Own the engagement lifecycle from discovery to transition to delivery. Influence cross-functional teams by articulating GitLab’s professional services value proposition and feeding customer insights back into the organization. Partner with leadership to prioritize and manage services opportunities supporting critical deals and strategic initiatives. Foster a culture of enablement by training field teams and sharing trends and feedback.