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GTM Partner Lead - Solutions & Reseller

Gong· Partnerships
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Hybrid (Dublin)full-timePosted 4w ago

About the role

Gong is seeking a results-driven GTM Partner Lead to manage and scale its Solutions and Reseller partner ecosystem across EMEA, focusing on nurturing existing RevOps/Solutions partners and establishing the foundational strategy for the Reseller channel in the region. The role is quota-carrying with experience managing a partner sales quota.

Responsibilities

  • 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 and business plans with key partners to drive sourced revenue.
  • Enablement & Certification: Ensure partners are trained and certified on 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 with Direct Sales, Customer Success, and Professional Solutions teams to ensure seamless joint engagement and delivery quality.
  • Program Establishment: Define and lead the launch and scaling of the Gong Reseller Motion across strategic EMEA territories.
  • Recruitment & Onboarding: Identify, recruit, and onboard VARs, Distributors, and MSPs aligned with Gong's ICP and market strategy.
  • Commercial & Legal: Negotiate commercial terms and operational agreements with new reseller partners.
  • Sales Alignment: Establish rules of engagement, deal registration, and sales-to-channel handoffs to prevent channel conflict.
  • Demand Generation: Partner with EMEA Marketing to build joint marketing campaigns and demand generation activities for Resellers.

Qualifications

  • 8+ years of Partner/Channel Management experience in a high-growth SaaS or B2B tech environment, focusing 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 in Revenue Operations or B2B tech.
  • Direct experience launching and managing a Reseller/Channel Partner program from the ground up is highly desirable.
  • Strong commercial acumen with experience negotiating complex partnership agreements and managing partner compensation models (margins, rebates, MDF).
  • Excellent communication and presentation skills in English; fluency in another major European language is a plus.
  • Ability to travel regularly across the EMEA region.

Skills

Required:Partner/Channel ManagementSales Quota ManagementNegotiation

Benefits

  • Private health insurance plans.
  • Wellbeing Fund with a flexible wellness stipend.
  • Mental Health benefits with therapy and coaching.
  • Education & learning stipend.
  • Flexible vacation time.
  • Paid parental leave.
  • Quarterly company-wide recharge days.
Last updated Sep 27, 2026. Interested? Apply on the company site.
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About Gong

Gong Revenue AI OS helps your entire GTM organization win. Drive growth with multimodal revenue signal processing, specialized AI agents, and purpose-built applications.

AIAI agents for revenue teamsAI-powered revenue signalsGong AgentsGong CollectiveGong EnableGong EngageGong Forecast
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