Senior Corporate Solution Sales Manager

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, United Kingdom
Overview:

Leads the execution of a strategic vision rooted in GitHub and Microsoft potential impact across segments to attain revenue targets. Uses Challenger mindset to influence and engage stakeholders and develop a trusted-advisor relationship with senior level leaders to establish strategic alignment and drive growth. Leverages internal resources to collaborate on the development of go-to-market and co-selling strategies with Microsoft that define activities and expectations to meet GitHub and Microsoft sales goals. Helps lead campaigns, programs, and motions with various functional areas and the GitHub and Microsoft field teams. Ensures GitHub and Microsoft co-sell results through resolution of complex and urgent escalations. Influences and plays an active role in GitHub sales transformation. Helps lead the integration of skills, capability, and capacity plans for the GitHub and Microsoft business. Provides input to virtual team members. Collaborates to execute and monitor projects/programs.

 

Responsibilities:

GitHub Business Leader 

● Leads the execution of a strategic vision rooted in GitHub and Microsoft potential impact across segments to attain revenue targets. Demonstrates an expert understanding of the GitHub and Microsoft  business and conveys the value of partnering with GitHub based on the business opportunity and possible competition. Responsible for establishing new Microsoft partnerships by working with market makers and making connections. Thinks longer term regarding the possibility of making larger deals. Establishes long-term strategic vision for the GitHub Microsoft partnership, ● Uses Challenger mindset to influence and engage stakeholders and develop a trusted advisor relationship with senior level leaders to establish strategic alignment and drive growth. Understands and aligns stakeholders' priorities, strategies, and goals with GitHub’s to build mutually beneficial account and territory plans. Executes and drives action through regular territory reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors. Builds and maintains trusted advisor relationships with stakeholders through a deep understanding of strategy and business imperatives. Identifies and clearly articulates business opportunities for stakeholders and suggests ways to pursue them. Fosters a broad stakeholder map. 

 

Microsoft co-sell and consumption.

● Leverages internal resources to collaborate on the development of go-to-market and co-selling strategies with Microsoft that define activities and expectations to meet GitHub and Microsoft sales goals. Prioritizes accounts for developing go-to-market strategies. Advises GitHub and Microsoft field teams on meeting various programs, initiatives, sales, incentive, and tech requirements. Collaborates with other Corporate/Enterprise Solution Sales (C/ESS) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed. Helps field teams understand what a consumption-led business is and how it operates, coaches sellers around consumption economics (e.g., leverages reports, analyses, etc.). 

● Helps lead campaigns, programs and motions with various functional areas and the GitHub and Microsoft field teams. Oversees planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Ensures Launch Excellence with sales readiness, and Go-To-Market (GTM) activities. Supports field readiness by assisting field teams in the development and execution of GTM plans with guidance to generate customer sales (e.g., campaigns, incentives, and promotions). Provides support to sellers on deals to gain commercial and drive revenue. Demonstrates a moderately complex understanding of Microsoft GTM programs and builds required campaigns. Builds and launches integrated motions with the Microsoft field teams. 

Team Performance and Impact 

● Ensures results of GitHub and Microsoft co-sell through resolution of complex and urgent escalations. Leads the orchestration of response to field teams to ensure timely action and resolution from internal teams. Executes a rhythm of business (RoB) for regular co-sell reviews and quarterly business reviews (e.g., MBRs, QBRs) to track, plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders. Advocates to and guides other groups in prioritizing GitHub's solutions and issues. Champions internal processes that benefit field teams and brings insights into the organization around what the co-sell experience looks like. Advocates for the development of relationships with field sales counterparts in support of GitHub solutions through Microsoft GTM. Advocates for co-sell internally at the local level by connecting Microsoft and GitHub executives to facilitate local reviews for pipeline generation and strategic opportunities. Actively seeks opportunities to demonstrate the value of GitHub to all other organizations within Microsoft. 

● Influences and plays an active role in GitHub sales transformation (e.g., readiness, compensation, territories, GTM). Brings Subject Matter expertise to help others lead and implement strategic alignment with Microsoft through strong storytelling.

● Helps lead the integration of skills, capability, and capacity plans for the GitHub and Microsoft business. Influences field teams to create a learning culture. Lands and orchestrates various sales and tech trainings and bootcamps to increase the GitHub and Microsoft field capabilities. Helps lead the creation of local strategies to align capacity and capability of the field teams to compete, gain, and win share for GitHub solutions to expand platform and sockets for services. Monitors market landscape and uses this knowledge to influence the local strategy in business planning decisions.

 

Qualifications:

Required Qualifications:

• Extensive experience in Alliance Management, sales, business development, go-to-market, or partner channel development in the technology industry or related experience.
  • OR Bachelor's Degree in Marketing, Business Operations, Computer Science or related field AND several years experience in Alliance Management, sales, business development, or partner channel development in the technology industry or related experience
  • OR Master's Degree in Marketing, Business Operations, Computer Science or related field AND experience in Alliance Management, sales, business development, or partner channel development in the technology industry or related experience
  • OR equivalent experience.

 

 

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.
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