Cloud Solution Provider Partner Development Manager

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 150+ million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate and experiment across 420+ 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 Bellevue, Washington United States | San Francisco, California United States

Overview

GitHub helps companies and organizations succeed by allowing them to build better software, together. We are seeking a Cloud Solution Provider Partner Development Manager that will create and nurture a Cloud Solution Provider (CSP) partner ecosystem with the assistance from managers and others, to drive larger impact for customers through collaborative software development solutions.

Join GitHub's Cloud Solution Provider Channel team and help build a transformative revenue stream from the ground up as part of a small, agile team driving a net new go-to-market partner channel. As a Cloud Solution Provider Partner Development Manager, you will operate with a startup mentality and entrepreneurial know-how whilst backed by GitHub's platform scale and will also be architecting game-changing partnerships at the intersection of GitHub's AI led, cutting-edge developer tools and Microsoft's global cloud ecosystem. 

Responsibilities

Co-Sell Partnerships through a Cloud Solution Provider (CSP) lens

• Creates and nurtures a CSP partner ecosystem with assistance from manager and others, focusing on Microsoft Cloud Service Provider partners to drive extensive commercial engagement and GitHub portfolio acceleration.

• Facilitates strategic match-making to drive opportunities across cloud and solutions verticals, connecting CSP partners to GitHub sellers and identifying how specific business needs align with GitHub's Developer Productivity solutions.

• Collaborates with Microsoft teams, regional Sales Leadership, and stakeholder owners to ensure strategic alignment on partner evolution and landing strategies that unlock potential across Indirect and Direct CSP ecosystems.

• Assists with partner co-selling for GitHub's most strategic CSP partners, carrying targets on intellectual property (IP) and service co-sell metrics while connecting partners with sales teams to accelerate revenue realization.

• Develops pipelines with co-sellers and engages partners proactively to ensure right co-sell prioritization and pipeline coverage supporting ambitious sales targets via CSP go-to-market motions.

Partner Impact & Network Building

• Leverages voice of partners and customers through direct engagements, field surveys, partner events, surveys, listening systems, and social mechanisms to identify and alleviate key customer and partner success blockers.

• Identifies appropriate Microsoft stakeholders and builds connections quickly to drive consensus for joint sales motions, deal conversion, and revenue realization while working cooperatively with internal stakeholders.

• Drives attendance to partner events and responses to surveys while connecting resources and programs to support partner co-sell pipeline velocity and alleviate friction points.

• Maintains and stays up to date on GitHub's sales compliance processes while driving sales with partners in accordance with GitHub's compliance policies.

• Supports sponsorship of innovative solutions and presentation of solutions while evangelizing GitHub programs to both internal and external audiences.

Qualifications

Required/Minimum Qualifications 

• 5+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
  • OR Bachelor's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 3+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
  • OR Master's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 1+ year(s) experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
  • OR equivalent experience. 

• 2+ years experience co-selling with, through, or into Microsoft’s field sales organizations.

• Ability to travel up to 25% when needed.

Additional or Preferred Qualifications

• 7+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
  • OR Bachelor's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 5+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
  • OR Master's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 3+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
  • OR equivalent experience. 
• Experience with Microsoft Partner ecosystem and solutions (Azure, Modern Workplace, Business Solutions and Security) including incentive and co-op programs.

Compensation Range

The base salary range for this job is USD $60,540.00 - USD $160,500.00 /Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 60/40 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 150 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!