- Leadership:
- Demonstrate strong sales leadership skills as part of a team of Enterprise Solutions Sales (ESS) managers focused on GitHub s largest enterprise accounts. Guide and coach sellers on how to best drive co-sell between Microsoft and GitHub. Develop relationships with key leaders within both GitHub and Microsoft to unblock opportunities and increase co-sell partnerships.
- Business Development:
- Be part of a team that is focused on exceeding aggressive sales targets. Align resources to meet business goals for both GitHub and Microsoft. Provide GitHub thought leadership to Microsoft regional teams, in key customer pursuits, and while engaging end users at both small and large Microsoft events.
Territory Planning & Program Implementation:
- Working with key stakeholders in Microsoft and GitHub, develop regional territory plans to capture the revenue opportunity for GitHub products and services. Leverage both corporate programs and territory specific initiatives into an execution approach that programmatically drives success by scaling as regional capabilities are built. Provide field based insight, feedback and expertise that can be incorporated into GitHub GTM best practices as we strive to continuously improve.
- Partner Scale & Channel Orchestration:
- In collaboration with key stakeholders, build & drive regional Channel engagement to scale revenue opportunities & adoption Services across the region. Ensure the GitHub & Microsoft GTM motions are well hydrated with aligned Partner capability. Drive attachment and alignment of the Partner ecosystem to the Enterprise sales motion & associated programs. Provide field insights, feedback and expertise to global Channel & GTM teams to better understand, build and scale for future GitHub growth.
Network Building:
- Identify the right Microsoft stakeholders and build connections quickly to drive consensus for joint sales motions and for deals; work cooperatively with a wide range of internal stakeholders for deal success.
- Build a solid network with the Microsoft regional management, sales, and customer success teams to ensure deal conversion Work cross-functionally with technical product management, engineering, support, technical sales, channel teams and professional services to demonstrate the value of GitHub and, in turn, generate pipeline and help close business and ensure customer success.
Risk Management:
- Identify account, territory and program risk and be decisive to ensure any risk is mitigated.
Qualifications Required Qualifications:
- Experienced in sales development, account management, strategic sales, overlay sales, or any other relevant selling roles
- Direct experience co-selling with, through, or into Microsoft s field sales organizations
- Ability to work across different time zones based on customer needs with a willingness to travel when necessary (approximately 25%)
Preferred Qualifications:
- Direct experience with co-selling with, through, or into GitHub s field sales organizations
- Experience defining, piloting, incubating, implementing and scaling programmatic sales programs in the field
- Experience leveraging MEDPICC and/or Challenger framework
- Management of large-scale complex deal cycles in large enterprise accounts for Application Development, Cloud Deployment services, or DevSecOps offerings
- Ability to build relationships and and deal structuring skills for both consumption and subscription based software products
- Executive level communication and presentation skills (both written and verbal), with the ability to mentor others
GitHub values
- Customer-obsessed
- Ship to learn
- Growth mindset
- Own the outcome
- Better together
- Diverse and inclusive
Manager fundamentals
Leadership principles
- Create clarity
- Generate energy
- Deliver success
