GitHub helps companies and organizations succeed by allowing them to build better software, together. We're looking for Enterprise Solution Specialists to work with the Microsoft sales organizations to drive the go-to-market strategy with GitHub’s sales team and joint deal cycles targeting our largest 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.  

Responsibilities: 

 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.  

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. 

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 Customer Executive Briefing Conferences, sessions at Microsoft Technology Centers, 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. Help GitHub’s customers understand the value of developing in the cloud, and how GitHub helps accelerate cloud development- and ultimately innovation.

Qualifications:

  • 5-10+ years on a high-performing enterprise revenue organization with a proven track record of exceeding team quotas/targets, preferably at a cloud solution vendor
  • Understanding of Microsoft’s field sales roles and organization
  • Experience defining, piloting, incubating, implementing and scaling programmatic sales programs in the field 
  • Successful management of large-scale complex deal cycles in large enterprise accounts
  • Understanding of Microsoft’s field sales roles and organization
  • Strong relationship building and deal structuring skills
  • Executive level communication skills (both written and verbal) and the ability to mentor others
  • Experience selling app dev, cloud deployment services or DevOps offerings into the enterprise market segment
  • Willingness to travel approximately 25%
  • Strong presentation skills 

Preferred Qualifications: 

  • High energy and positive attitude 
  • Ability to take initiative
  • Comfortable working in a fast-paced and dynamic environment
  • Flexible with ability to work across different time zones
  • Willing to go the extra mile with a strong work ethic; self-directed and resourceful
  • Selling consumption based services and subscription based licenses
  • Experience leveraging the Challenger framework 

 

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.

Leadership Principles:

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.

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