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, Netherlands
Overview:
Leads the creation of a strategic vision rooted in GitHub and Microsoft vision potential impact across segments. Uses Challenger mindset to influence and engage partners and develop a trusted-advisor relationship with senior level leaders and partners to establish strategic alignment and drive growth. Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high-impact GitHub partner practice. 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 with various functional areas and the GitHub and Microsoft field teams. Ensures results GitHub and Microsoft co-sell 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 creation of a strategic vision rooted in GitHub and Microsoft vision potential impact across segments. Demonstrates an expert understanding of the industry and partners business and conveys the value of partnering with GitHub based on the business opportunity and possible competition. Responsible for establishing new market
partnerships by working with market makers and making connections. Begins to think longer term regarding the possibility of making larger deals. Establishes long-term strategic vision for the partnership, creating opportunities for deeper commitments.
● Uses Challenger mindset to influence and engage partners and develop a trusted advisor relationship with senior level leaders and partners to establish strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with GitHub’s to build mutually beneficial account plans. Executes and drives action through regular partner 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 partner through a deep understanding of their local strategy and business imperatives. Identifies and clearly articulates business opportunities for partners and suggests ways to pursue them. Fosters a broad stakeholder map.
Microsoft Co-Sell and Consumption
● Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high-impact GitHub partner practice. Develops and executes strategic partner business plans directly aligned with field goals and objectives for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities. Shares expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses. Champions GitHub as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete. Drives a strategic, effective, and actionable World-class Account Plan to land GitHub and Microsoft channel priorities. Establishes and maintains partner Rhythm of Business (RoB) across all levels and takes share as appropriate. Brings deep subject matter expertise to enrich designs and plans.
● 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. Shadows 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 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 GTM programs and builds
required campaigns. Builds and launches integrated industry specific motions with the Microsoft field teams.
Team Performance and Impact
● Ensures results 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 partners' 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.
Other
● Embody our culture and values
Qualifications:Required Qualifications
● 3+ years of experience in the Microsoft sales ecosystem, having developed a deep understanding of the dynamics of Microsoft sales teams and management, especially STU and the relationship with ATU, CSU, GTM teams, with a preference for overlay roles that achieve “impact through others”, like Area teams.
● 7+ years experience in Alliance Management, sales, business development, go-to-market, or partner channel development in the technology industry or related experience
Preferred Qualifications
● 9+ years experience in Alliance Management, sales, business development, go-to-market, or partner channel development in the technology industry or related experience o OR Bachelor's Degree in Marketing, Business Operations, Computer Science or related field AND 7+ years experience in Alliance Management, sales,
business development, go-to-market, or partner channel development in the technology industry or related experience
GitHub values
Manager fundamentals
Leadership principles
BrowserStack
LINQ
HackerOne
UiPath
