Enterprise Business Representative

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:

Contributes to identifying appropriate parties to partner with/sell to through conducting a customer assessment of current needs and delivering the correct value proposition to meet those needs. Contributes to creating and managing connections between necessary stakeholders within GitHub and customers. Participates in discussions with customers/partners to align and help determine customer/partner needs and desired outcomes for a customer engagement. Interprets product usage reporting to inform prospecting strategy. Contributes to continuous process improvements and in-flight changes through contributions to the review and analysis of performance for specific strategic plans. Contributes to the design and execution of relevant projects in alignment with strategic goals, with guidance from others.

Responsibilities:

Prospecting Strategy

• Contributes to identifying appropriate parties to partner with/sell to through conducting a customer assessment of current needs and delivering the correct value proposition to meet those needs. Assesses and pursues market opportunities and trends for the sales representatives that provide opportunities for partners/customers to leverage GitHub platforms/products by identifying, quantifying, and qualifying opportunities. Qualifies opportunities and contributes to account planning in cooperation with sales representatives to identify and prioritize goals and objectives for an achievable target.
• Executes and contributes to designing partner/customer account strategy to deliveron strategic business objectives, in partnership with the sales representative. Helps to build a strong customer presence by identifying additional strategic contacts and/or departments that will identify with company value propositions and grow customer engagement and footprint (e.g., the amount of business transacting with GitHub). Maintains a strong customer focus through strategic communications and develops customer understanding of company value propositions. Integrates information from prior engagements and learnings to build an improved prospecting strategy.

Stakeholder Management

• Identifies the appropriate executive-level stakeholder within customers to connect and work with, in cooperation with the sales representative in pursuit of new business generation. Orchestrates sales or partnership pursuits with customers/partners. Ensures customer's awareness of key contacts, as well as GitHub's value proposition, to contribute to customer purchasing. Contributes to creating and managing connections between necessary stakeholders within GitHub and customers.

Deal Negotiation

• Participates in discussions with customers/partners to align and help determine customer/partner needs and desired outcomes for a customer engagement.

Reporting

• Interprets product usage reporting to inform prospecting strategy. Leverages
  reporting to address customer questions. Utilizes internal sales metrics to selfgovern activity and achieve individual quota.

Operations

• Contributes to continuous process improvements and in-flight changes through
  contributions to the review and analysis of performance for specific strategic plans.
  Takes steps to continuously learn and develop self, by bringing losses to the
  forefront and growing from prior engagements. Leverages knowledge and
  suggestions from experienced peers to contribute to improvements on customer
  centricity, technological intensity, and process simplicity.
• Contributes to the design and execution of relevant projects in alignment with
  strategic goals, with guidance from others.
• Leverages deep domain/industry knowledge to develop creative and innovative solutions for Sales Business Development stakeholders to improve workflow and results. Shares successes, thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate (e.g., industry events).

Other

● Embody our culture and values 

Qualifications:

Qualifications Required

• Experience in business development or sales
  • OR equivalent experience.

• Ability to communicate effectively at a business proficiency level in both the English and Japanese languages

• Must be legally authorised to work in Japan

Preferred Qualifications

• Open to Travel as required 
• Previous experience prospecting into enterprise accounts in a highly technical market
• Comfortable working in a fast-paced and dynamic environment
• Genuine interest in technology and ability to understand, distill and convey the value proposition of an Enterprise Platform
• Knowledge of Git and GitHub

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!