About GitHub

As the global home for all developers, GitHub is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 100 million people, including developers from 90 of the Fortune 100 companies, use GitHub to build amazing things together across 330+ million repositories. With all the collaborative features of GitHub, it has never been easier for individuals and teams to write faster, better code.

Locations

In this role you can work from Remote, United States

Overview

Participates in conversations with customers aligned to their industry to introduce how services could enable digital transformation areas that is aligned with the customer’s industry and turns opportunities into deals. Drives incremental revenue growth through personal campaigns or internal sources. Identifies opportunities to drive consumption and grow business with existing customers. Identifies customer business needs and technology readiness. Proactively builds external stakeholders’ mapping. Implements strategies to accelerate the closing of deals. Collaborates with a network of partners to cross-sell and up-sell. Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners. Leads conversations and sets up events within GitHub. Initiates conversations with prospective customers/partners at events to expand external network. Collaborates with partners and resources and leverages customer insights or industry knowledge. Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction. Initiates business planning with internal and external stakeholders. Collaborates with extended sales team, partners, and marketing to conduct business analysis to pursue high-potential customers. Manages the end-to-end business of the assigned territory. Completes required training and obtains relevant product and role certifications aligned to the role.

Responsibilities

• New business strategic selling.  Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches junior team members in deal plan execution. Develops close plans (e.g., how to map timeline,engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure. Develop services sales plans and resource requirements to close new business within GitHub’s Enterprise market segment and grow those accounts by providing new account services for customer and company success.

• Risk Management: Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, discussing solutions and offerings or quotes,and collaborating with partners or internal teams (e.g., Technical SalesProfessionals, Global Black Belts) for licensing transactions and/or project engagements. Assists with the creation and monitoring of a rapid and robust deployment plan at point of sale that is validated and deployed by services and partners. Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, andservices. Proposes prioritized solutions that align with customers’ needs. Articulate The business value of proposed solutions.

• Network building. Collaborates with a network of partners to cross-sell and up-sell. Discovers new partners by researching and discussing with partners on customer scenarios.Develops joint proposal with partners.Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners. Navigates the GitHub organization to bring the best impact to the customer.

• Manage by influence. Be a consensus builder inside GitHub and within customer and prospect accounts to ensure mutually beneficial results.

• Understand GitHub products and solutions. Understand how we enable customers to be successful with our products and services to help them be innovation leaders. Teach customers about their industries and offer unique insights to encourage customers to think differently about their business and discover the true value of working with GitHub Services to help transform their business outcomes. Sell value and provide real ROI analysis with our products and services for our new customers. Work programmatically with customers on expected results to show them how to improve their business by properly using GitHub products and services.

• Effective communicator and presenter. Leads conversations and sets up events within GitHub. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across GitHub. Initiates conversations with prospective customers/partners at events to expand external network. Acts as a platform level expert in one or more solution area(s).

• Deal process, objection handling and driving momentum. Map out prospect buying processes, help new buyers navigate deals to close, and identify deal stakeholders (including mobilizers and blockers) in order to drive deal momentum to close. Independently and collaboratively strategize for solving deal-level challenges.

• Understand the PS business. Understand how the PS offerings intersect with our products and be able to guide the field to provide the best solution for each customer. Deeply understand the operational side of the PS business and be able to guide the team on their interactions with legal, finance, accounting and sales operations. Be as comfortable delving into the details of a SOW, as you are representing GitHub Professional Services at a customer meeting.

• Other: Embody our culture and values

Qualifications

Required Qualifications:

• 7+ years experience in technology-related sales or account management

  experience

  o OR Bachelor’s Degree in Computer Science, Information Technology,

  Business Administration, or related field AND 5+ years experience in

  technology-related sales or account management

  o OR Master’s Degree in Computer Science, Information Technology, Business

  Administration, or related field AND 3+ years experience in technology-

  related sales or account management

  o OR equivalent experience.

• Experience working with legal and other internal teams to craft and deliver proposals and SOWs

• Able to relate technical concepts to customers of all technical backgrounds

• Ability to travel up to 25%

Preferred Qualifications:

• 3+ years experience in solution, services delivery, channel, or services sales experience, or related field.
• Experience with legal instruments, knowledge of MSA and other necessary legal documents
• Experience using salesforce
• Ability to take initiative
• High energy and positive attitude

Compensation Range

The base salary range for this job is USD $108,500.00 - USD $287,840.00 /Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 70/30 base salary/sales incentive.

These pay ranges are intended to cover roles based across the United States. An individual’s base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

GitHub values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive

Manager fundamentals

• Model
• Coach
• Care

Leadership principles

• Create clarity
• Generate energy
• Deliver success

Who We Are

GitHub is the world’s leading AI-powered developer platform with 100 million developers and counting. We’re also home to the biggest open-source community on earth (and 99% of the world’s software has open-source code in its DNA). Many of the apps and programs you use every day are built on GitHub.
Our teams are dreamers, doers, and pioneers, leading the way in AI, driving humanitarian efforts around the globe, and even sending open source to Mars (and beyond!). At GitHub, our goal is to create the space you need to do your best work. We’re remote-first and offer competitive pay, generous learning and growth opportunities, and excellent benefits to support you, wherever you are—because we know that people flourish when they can work on their own terms.
Join us, and let’s change the world, together.

EEO Statement

GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don’t discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there’s any way we can make the interview process better for you; we’re happy to accommodate!