GitHub helps companies and organizations succeed by allowing them to build better software, together. We're looking for an Enterprise Solution Sales Manager to work with the Microsoft sales organizations to land our go to market strategy with our sales team and accelerate joint deal cycles targeting our PubSec customers. The ideal candidate will have both the aptitude and passion to become a master of GitHub’s product capabilities, underlying technology, and competitive advantages in addition to being a proven enterprise sales expert that exceeds revenue objectives.
Business Development: Be part of a team that is focused on exceeding aggressive sales targets for GitHub’s US Public Sector business. 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 local go-to-market plans to address the opportunity for GitHub products and services. Build and execute a regional plan that utilizes both corporate level programs and region specific initiatives to accelerate joint revenue success.
Network Building: Identify the right Microsoft stakeholders and build connections quickly to drive joint sales plans and motions that accelerate success; 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.
Effective Communicator and Presenter: Present strategic ideas to small and large groups that will include customers and Microsoft sales teams. Have the ability to work off script and answer questions and challenges in live settings. Evangelize the GitHub solution and program both to internal and external audiences. Example settings are account strategy sessions, customer workshops and enablement training. Get Microsoft buy in for focus on GitHub programs and initiatives to drive business.
Problem Solver: Solve problems and hypothesize possible selling pain points, expectations, and implicit needs; brainstorm with team members to devise solutions to solve complex deal challenges and find ways to navigate organizational complexity.
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.
- 5+ years as a part of high-performing enterprise sales teams and a proven track record of exceeding team quotas/targets, preferably at a cloud solution vendor
- Experience implementing & running GTM programs in a way that reflect regional requirements and priorities, in this case US Public Sector (federal and/or SLG)
- Successful management of deal cycles at government agencies
- Understanding of Microsoft’s field sales roles and organization.
- Ability to build relationships and deal structuring skills
- Strong communication skills (both written and verbal) and the ability to mentor others
- Experience selling app dev, cloud deployment services or DevOps offerings into the government market segment
- Willingness to travel (limited)
- Strong presentation skills
- High energy and positive attitude
- Ability to take initiative
- Comfortable working in a fast-paced and dynamic environment
- Willing to go the extra mile with a strong work ethic; self-directed and resourceful
- Selling subscription based licenses
- Experience leveraging MEDDIC and/or the Challenger framework
(Colorado only*) Minimum salary of $111,900 to maximum $237,500 + bonus + equity + benefits.
>Note: Disclosure as required by sb19-085 (8-5-20) of the minimum salary compensation for this role when being hired in Colorado.
Who We Are:
GitHub is the developer company. We make it easier for developers to be developers: to work together, to solve challenging problems, and to create the world’s most important technologies. We foster a collaborative community that can come together—as individuals and in teams—to create the future of software and make a difference in the world.
Customer Obsessed - Trust by Default - Ship to Learn - Own the Outcome - Growth Mindset - Global Product, Global Team - Anything is Possible - Practice Kindness
Why You Should Join:
At GitHub, we constantly strive to create an environment that allows our employees (Hubbers) to do the best work of their lives. We've designed one of the coolest workspaces in San Francisco (HQ), where many Hubbers work, snack, and create daily. The rest of our Hubbers work remotely around the globe. Check out an updated list of where we can hire here: https://github.com/about/careers/remote
We are also committed to keeping Hubbers healthy, motivated, focused and creative. We've designed our top-notch benefits program with these goals in mind. In a nutshell, we've built a place where we truly love working, we think you will too.
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!
Please note that benefits vary by country. If you have any questions, please don't hesitate to ask your Talent Partner.