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, i