Sr. SMB Account Executive - JP

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:

We are looking for a results-driven professional to develop and execute account plans for multiple customers, ensuring GitHub's revenue targets and business objectives are met. You will proactively anticipate shifts, identify risks, and create strategies to address them.

Your role will involve mapping prospects and buying processes, identifying MEDDPICC criteria, and understanding customer needs, competition, and opportunities. You will establish timelines, milestones, and success criteria to guide account success.

 

Building strong relationships with key executives and decision-makers is key, as you engage consultatively to establish a Rhythm of Business (RoB) and drive new opportunities. You will lead cross-functional teams, leveraging industry expertise to expand relationships, educate stakeholders on GitHub's value, and accelerate sales.

Responsibilities:

Account Management

 

Develops and oversees the execution of account plans utilizing common sales and delivery methodology (e.g., Value Framework, MEDDPICC [Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, Competition], Challenger Sale, Command of the Message) for the GitHub sales organization for multiple accounts to ensure GitHub revenue targets and customer business needs are met. Prepares and monitors forecasting for assigned accounts. Drives accountability to deliver on account plans among the extended virtual teams and internal industry experts. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. 

Territory Planning

 

Thinks strategically about customer planning for assigned accounts, including: identifying MEDDPICC and developing strategies to do so; understanding the needs of the customer and Business Unit, the competition, total opportunity within the account, and stakeholder organizational charts; establishing timelines, milestones, and technical or business criteria for success; identifying unique differentiators that would help solve a customer pain that only GitHub can solve against the competition with product/market fit; setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Uses data-driven approach to validate solution fit in relation to ROI and leverages this data to inform market analyses. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan and pulling over to cross functional teams to contribute insights.

 

Sales Excellence

 

Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as needed to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.

Execution of Pipeline

● Supports customer activities through the creation of cross-functional and partner connections.

● Begins to build impactful relationships.

● Delivers expertise to account management teams to facilitate solution selling, builds this expertise across the team, gains input and support from GitHub stakeholders, and defines a governance structure to manage lead pipelines. 

Qualifications:

Required Qualifications:

• 4+ years experience in technology-related sales or a related field
  • OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field
    AND 2+ years experience in technology-related sales or a related field
  • OR Master's Degree in Business Administration AND 1+ year(s) experience in
    technology-related sales or a related field
  • OR equivalent experience.
• Exposure and experience in both hunting and farming sales roles, with a strong track record of exceeding sales targets and driving revenue growth, ideally in the tech industry
• Experience using a sales framework such as MEDDIC, Challenger, Command of The Message etc
• Native-level Japanese & Conversational English fluency 

Preferred Qualifications:

• Comfortable working in a fast-paced and dynamic environment
• Ability to take initiative and build customer trust with empathy
• Willing to go the extra mile with a strong work-ethic; self-directed and resourceful
• Strong technical aptitude and ability to become deeply fluent in GitHub’s technology and the industry
• Experience working with a channel/partner go to market
• Passion for building strong relationships and fostering a collaborative environment

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!