Solutions Engineer III, Corporate

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, Australia
Overview:

GitHub helps companies and organizations succeed by allowing them to build better software, together. We're looking for a Solutions Engineer, Corporate in Australia to provide technical sales support for our Corporate team customer base in GCR ( Great China Region) and Australia/New Zealand. 

 

Our Corporate Solutions Engineers are responsible for the technical relationships with customers and prospects, working as trusted advisors to remove technical objections and creatively address pain points in a customer’s SDLC. They will work internally with sales, product development, and industry experts to identify solutions that meet customers’ business needs and drive digital transformation initiatives. They advocate for customer interests and align our offerings to meet customer goals effectively, and proactively maintain broad knowledge of GitHub's product landscape and solutions.

 

We're extremely passionate about the quality of our work. If you're always curious to find new solutions, ambitious and dedicated to solving customers' problems, you might be a fit for this role.

 

Responsibilities:

Customer and Industry Insights

● Identifies customer business requirements and matches them to product features that align closely with customer digital transformation initiatives, ensuring that the technology provided meets their specific needs. May challenge customers’ assumptions with constructive dialogue about their business and technology. Works with customers and/or partners to provide innovative solutions in new industries and to integrate GitHub technology in their business. Understands the unique requirements of each customer in order to collect feedback, and provide strategic input to enhance the customer’s experience with GitHub solutions

Trusted Advisor

● Leverages account information technology (IT), industry, and business strategy to provide coaching to internal GitHub teams on customer technology profiles and strategies. Helps provide technical guidance to internal teams to position technology while using customer landscape knowledge. Advises customer technical decision maker and business decision maker stakeholders on the benefits of embedding DevSecOps throughout their technology landscape through GitHub platform narratives. Supports technology deployments, ensuring that customer expectations are met or exceeded. Helps translate complex technical concepts into clear, understandable, and actionable language for diverse audiences. Influences customer technology engagement by motivating and inspiring technical resources of customer, partner, and GitHub towards customer’s business transformation. Contributes to the delivery of regular industry/technology engagements and/or briefings to customers and their technical teams to drive execution and focus on competitive advantage. Drives interest in and adoption of GitHub technology, contributing significantly to the company's growth and customer satisfaction

 

Technology Strategy Formulation

● Provides analysis of overall customer situation and advises internal teams on gaps that would benefit from GitHub solutions, using a growing understanding of the business strategies and outcomes that technology can support, while relying on the expertise of others. Gains expertise as a strategic link between GitHub and the customer for identifying a pathway in strategic efforts and identifying resources necessary for building a strategy.

 

Customer Enablement

● Uses existing and new readiness resources to support enablement plans for customer technology adoption. Contributes to customer skilling initiatives and execution in collaboration with relevant internal teams (e.g., Marketing). Answers GitHub product questions and helps customers integrate GitHub with their existing development tools and workflows. Provides live demonstration of GitHub platform to customers. Articulates the value and applicability of GitHub solutions or products in various use cases. Explains how GitHub solutions fit in with the existing customer environment and makes appropriate recommendations. 

 

Marketing

● Helps build and deliver content for marketing events. Under guidance, assembles materials for distribution during events. Acts as a liaison for customers. 

 

Sales Partnership

● Helps identify customer issues and presents possible solutions. Contributes to efforts with technical teams to solve technical challenges and pain points, as necessary. Helps conduct proofs of concept (pre-sales) or demos products (post sales). 

 

Specialty Responsibilities

● Engages in pre-sales activities with large customers. Aligns business partners and customer stakeholders to target a technical win and to drive solution selection. Develops external relationships within the customer organization.
● Engages in post-sales activities with large customers. Aligns business partners and customer stakeholders to drive solution implementation. Develops external relationships within the customer organization.

Qualifications:

Required Qualifications

 

● Ability to communicate effectively at a business proficiency level in English and Mandarin.

● 4+ years experience in technical consulting, technical consultative selling, or related

technical/sales/industry experience

o OR Bachelor's Degree in Computer Science, Information Technology,

Engineering, or related field AND 2+ years experience in technical consulting,

technical consultative selling, or related technical/sales/industry experience

o OR Master's Degree in Computer Science, Information Technology,

Engineering, or related field

o OR equivalent experience.

● Ability to travel up to 30% travel throughout APAC to meet with customers, with occasional travel beyond (e.g. USA) for company events

 

 

Preferred Qualifications

 

 

● 6+ years experience in technical consulting, technical consultative selling, or related technical/sales/industry experience

o OR Bachelor's Degree in Computer Science, Information Technology,Engineering, or related field AND 4+ years experience in technical consulting, technical consultative selling, or related technical/sales/industry experience

o OR Master's Degree in Computer Science, Information Technology,Engineering, or related field AND 2+ years experience in technical consulting, technical consultative selling, or related technical/sales/industry experience

o OR Doctorate in Computer Science, Information Technology, Engineering, or related field

o OR equivalent experience.

● 1+ year(s) experience in digital transformation using software modernization to drive customer business outcomes.

● 1+ year(s) experience in business consulting, consultative selling, or customer-facing experience.

● Domain knowledge in one or more of the following:

• Source Control Management (SCM) including Git & GitHub workflows, and the value of DevOps & DevSecOps

• Continuous Integration and Continuous Delivery (CI/CD) architecture, tools and workflows

• DevSecOps, including software composition and security analysis, SAST/DAST tooling, and common patterns & industry trends

• Artificial Intelligence’s impact on the developer tools space

 

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!