Strategic Account Manager Japan

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 Strategic Account Manager to work with our largest customers and new prospects in Japan and to build strong relationships, help them learn the value of GitHub’s platform to impact their business. 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 account plans, business plans, opportunity 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. Collaborate partners and Microsoft to penetrate strategic accounts through their global entities. Provide accurate forecasting for in and out quarter opportunities and quarterly revenue commitments. Be the primary owner of the customer and the enterprise business being the liaison to GitHub and work with the V-team across multiple regions of GitHub and Microsoft.

Risk Management. Manage, report, update pipeline status on Salesforce CRM, forecast commitment and update next actions weekly to transparent activities and to get management support to mitigate any sales risks. Well experienced pipeline generation, forecasting, reporting and risk management.

Network building. Be able to build executive relationships inside customers and partners. To escalate and control their decision making process, relationships from engineers, procurement to director level are also required.

Be able to build a solid network at GitHub and Microsoft to ensure success and 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. Focus on closing one big deal rather than transacting a series of small orders through the year. Sell business value rather than product functionalities. Become the best buddy of Economic Buyer and eager to build Champion and CoE.

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.

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:

• Several years of successful enterprise software/cloud services sales experience
• Native Japanese and proficient business English language.
• Experienced top down and bottom up sales approach over CxO, Directors, Managers, Project Managers, Engineers, Procurement, SIers, partners, etc
  
  

Preferred Qualifications:

• Collaborative and team oriented seller, organized and detail-oriented
• Consistent track record of exceeding quota and effectively leveraging resources
• Experience selling into Manufacturing an asset
• Experience selling subscription and consumption-based licenses
• Willingness to meet customers in person in post pandemic world
• Ability to work across different time zones based on customer needs eg.NORAM, EMEA

GitHub Leadership Principles:

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.
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!