Senior Enterprise Account Executive

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, Japan **

Overview**

GitHub helps companies and organizations succeed by allowing them to build better software together. We're looking for a tenured and highly experienced Senior Enterprise Sales person to work with our largest customers and new prospects in Korea and to build strong relationships, help them learn the value of GitHub’s platform to impact their business, and drive the buying process. We care about our customer’s long-term success, and we’re extremely passionate about the quality of our work and the caliber of our people.

The ideal candidate will have the aptitude and passion to become a master of GitHub’s product capabilities, underlying technology, and competitive advantages to build valuable solutions for our customers.

If you are technically curious, love leading teams toward common goals, and moving fast, we want you. The role will report to the Country Leader in Japan. **

Responsibilities**

Strategic territory and account planning . Develop plans and resource requirements to drive our installed and new customers to land the GitHub platform and upsell new products. Analyze and measure account plans for customer and company success. Identify and recruit resell partners and a channel supply chain to best serve the Korean specific market. Provide accurate forecasting for in and out quarter opportunities and quarterly revenue commitments. Be the primary owner of the customer and the Korean Enterprise business being the liaison to GitHub and work with the V-team across GitHub and Microsoft Korea. **

Risk Management . Be able to identify risk and be decisive in ensuring it is managed.

Network building . Be able to build a solid network at GitHub, Microsoft Korea and inside customers and partners to ensure success. Work with technical product management, engineering, support, technical sales and professional services to bring the full weight of GitHub to help customers.

Manage by influence** . Be a consensus builder inside GitHub and at the customer to drive to agreed outcomes.

Establish strong understanding of GitHub products and solutions and how to position GitHub as a ‘platform’ capturing the business value proposition for each customer opportunity. Understand how to counsel customers on best practices for leveraging GitHub products and services to become innovation leaders. Inform customers about their industries in the context of Software Development and offer unique insights to encourage customers to think differently about their business and discover the true value of working with GitHub. Sell value and provide real ROI analysis with our products and services for prospects and new customers. Be able to work programmatically with prospects and new customers on a set of metrics to show them how to improve their business by properly using GitHub products and services, understanding the value and use of Business Value Engineering and its best application to closing large enterprise deals.

Effective communicator and presenter. Be able to present to small and large groups of customers strategic ideas, work off script and be able to answer questions and challenges in live settings with key customers and partners.

Deal process, objection handling and driving momentum. Understand how to map prospect and buying processes, help new buyers navigate deals to close, identify deal stakeholders, mobilizers and blockers in order to drive deal momentum to close. Independently and collaboratively strategize for solving deal-level challenges. **

Qualifications**

Required Qualifications:

• Highly experienced in sales of enterprise software.
• Experience in large enterprise sales in Korea or with Korean customers.
• Korean language native or highly proficient, business proficient in Japanese and English language.
• Experience using salesforce.com CRM, recognized sales methodologies and/or MEDDPICC.

Preferred Qualifications:

• Collaborative and team oriented seller, organized and detail oriented
• Interest in GitHub, DevOps, and/or Application Security
• Strong technical aptitude and the desire to become fluent in the GitHub's technology and the industry.
• Consistent track record of exceeding quota and effectively leveraging resources
• Selling subscription and consumption based licenses
• Willingness to travel approximately 30%-50% in post pandemic world; ability to work across different time zones based on customer needs

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.