Senior Manager of SMB Sales, Github

• The ideal candidate will have sales and people management experience combined with a passion for learning about the GitHub platform and our competitive advantages and building strong connections with our customers
• 6+ years experience in technology-related sales, technical selling, or a related field
• OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 4+ years experience in technology-related sales, technical selling, or a related field
• OR Master's Degree in Business Administration AND 2+ years experience in technology-related sales, technical selling, or a related field
• OR equivalent experience

Desirable

• The revenue team is looking for a Senior Manager for our AMER SMB Account Executive team to develop, manage and grow relationships with GitHub’s new and existing customer base of businesses
• The SMB AE plays a pivotal role in the acquisition of new customers as well as retention of existing customers including, overall satisfaction and trust of our customers, as well as expanding our product footprint with these customers
• You'll be responsible for attracting top talent, fostering a dynamic team environment, and driving significant revenue growth
• Manage, mentor, and grow a team of account executives, fostering a culture of collaboration, high performance, and continuous learning
• Lead the team in executing sales strategies to drive revenue growth, aligning engagement plans with customer needs and business objectives
• Territory will include a revenue target for expansion with install base accounts as well as net-new customer acquisition
• Develop targeted, customer-first sales strategies that foster adoption and expansion
• Partner with key decision-makers to develop joint investment plans
• Build long-term customer loyalty and elevate GitHub's position as a key partner
• Understand customers' business needs and the competitive landscape to inform strategic decision-making
• Establish credibility with C-level business leaders
• Shape, iterate, and scale our sales strategy, taking initiative to improve the team’s practices, tools, and content
• Work collaboratively across sales, engineering, marketing, channel, product and customer success to drive results
• Builds and maintains a network of internal (e.g., Industry Solutions [IS]) and external partners (e.g., Microsoft teams) to drive opportunities and influence impact for multiple assigned accounts
• Supports team's collaboration with cross functional teams across GitHub to align on strategies
• Leverages relationship with partners to develop and share customer business and technology transformation plans that support mutual needs. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound
• Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners
• Engages with internal and external stakeholders on account planning for assigned accounts and sets strategic priorities and plan to achieve outcomes
• With direction, structures and leads account planning rhythm to set priorities, aligns Solutions/Sales Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals
• Ensures teams are documenting in the Account Plan
• Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish trust and credibility in future interactions. Continues to build reputation with customers during interactions by being customer-focused, consistently honoring commitments, explaining technical concepts relevant to the customer, and connecting the customer to GitHub executives
• Understands customer drivers of business transformation and contributes to technology/transformation with the customer. Initiates conversations with customers on digital transformation for assigned accounts. Mitigates competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening
• 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
• Articulates GitHub's value proposition aligned to customer's business objectives
• Creates a mutually-beneficial industry business value proposition and executes relevant solutions
• Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs)
• Builds and maintains knowledge of GitHub offerings, as well as of customer business priorities and basic industry trends to positively articulate the value of GitHub's offerings in addressing the needs of the assigned accounts and evaluating their business
• Coordinates with internal industry experts (e.g., industry teams) to gather industry data of assigned accounts and improve planning