Senior Partner Development Manager, Github
$70-185.5k
In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 60/40 base salary/sales incentive
More information about location
AI-powered developer platform to build, scale, and deliver secure software
Be an early applicant
AI-powered developer platform to build, scale, and deliver secure software
1001+ employees
Be an early applicant
$70-185.5k
In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 60/40 base salary/sales incentive
More information about location
1001+ employees
Company mission
To help every developer—regardless of experience level—learn, code, and ship software effectively.
Role
Who you are
- 7+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
- OR Bachelor's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 5+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
- OR Master's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 3+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
- OR equivalent experience
Desirable
- Direct experience with co-selling with, through, or into GitHub’s field sales organizations
- Experience defining, piloting, incubating, implementing and scaling programmatic sales programs in the field
- Successful management of large-scale complex deal cycles in large enterprise accounts for Application Development, Cloud Deployment services, or DevSecOps offerings
- Strong relationship building and deal structuring skills for both consumption and subscription based software products
- Executive level communication and presentation skills (both written and verbal), with the ability to mentor others
- Experience in high-tech, Artificial Intelligence or software development industries
What the job involves
- Join GitHub’s dynamic sales team as a Senior Partner Development Manager, where you’ll be at the forefront of the AI revolution
- This is a unique opportunity to shape and scale our partner ecosystem while helping customers unlock the full potential of GitHub’s AI-powered developer tools
- You’ll collaborate across teams to bring innovative ideas to market, influence partner strategy, and accelerate the adoption of GitHub products through trusted relationships and data-driven insights
- Co-Sell Partnerships
- Proactively build and nurture a partner ecosystem to drive impactful customer outcomes
- Facilitate strategic matchmaking between partners and sellers to support digital transformation initiatives
- Integrate partner expertise into sales cycles to grow GitHub product consumption
- Work with the Technical Partner Manager to accelerate offer development, execution, services optimization and capability transformation on the GitHub Platform to address market opportunities and gaps
- Align cross-functional stakeholders (e.g., account teams, solution units, marketing) to create demand and deliver value
- Lead partner strategy efforts, including partner-to-partner collaborations and co-sell-ready initiatives and formalize them into a Partner Business Plan
- Engage with your Partner Development Management peers at Microsoft to ensure partners are aligned to our joint strategy
- Manage co-selling with GitHub’s most strategic solution partners, driving joint pipeline development and consumption at scale
- Support account teams in navigating partner solutions, including ISVs and global solution partners
- Drive awareness of partner solutions across verticals and contribute to IP/service co-sell metrics
- Pipeline Development
- Develop and manage pipelines with partners, ensuring prioritization and coverage to meet targets
- Participate in forecasting and territory planning to identify and close pipeline gaps
- Conduct pipeline reviews with top co-sell partners and GitHub sellers to evaluate effectiveness
- Partner Impact
- Leverage partner and customer feedback through direct engagement, surveys, events, and social listening to remove success blockers
- Adapt partner strategies to scale and complexity, aligning resources to accelerate co-sell velocity
- Monitor key partner KPIs and metrics to ensure maximum impact and course correct as necessary
- Host Quarterly Business Reviews with Strategic Partners and aligned GitHub and Microsoft sales leaders to articulate impact to the business
- Provide actionable feedback to internal teams and support continuous improvement
- Ensure compliance with GitHub’s sales policies and support the presentation of innovative partner solutions
Our take
GitHub was founded to make a developer’s job easier with open and asynchronous communication, distributed version control, and source code management with Git. In the first year alone, 100,000 users were pushing code on the site.
GitHub has quickly become the world’s most popular platform for developers to collaborate on open-source projects from anywhere. Nearly every major company including Facebook, Google, and Apple hosts open-source projects on GitHub.
Github's work culture reflects its global community, with employees collaborating remotely from all over the world. In 2018, Microsoft acquired the company as part of its broader strategy to enhance cloud computing services. Since then, GitHub has been dedicated to evolving its platform, consistently investing in ongoing development to better serve its users.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
18% employee growth in 12 months
Company
Funding (2 rounds)
Jul 2015
$250m
SERIES B
Jul 2012
$100m
SERIES A
Total funding: $350m
Company benefits
- Flexible time away to support balance in your work and life
- Clear diversity, inclusion, and anti-discrimination policies backed by business practices and company culture
- Five months of paid family leave to all new parents with the option to use it all at once or throughout the child’s first year
- Family forming benefits that cover fertility, infertility, adoption, and surrogacy costs and support
- Mental health benefits that offer resources and support and cover therapy and coaching sessions for you and your dependents
- Generous 401(k) matching with 50% match up to the IRS 402(g) limit (US; competitive non-US pension options internationally)
- Employee stock purchase plan that lets you purchase Microsoft stock at a discount. (Microsoft is our parent company.)
- 100% of medical, dental, and vision insurance premiums covered by GitHub for you + your dependents. (Includes gender-affirming benefits)
Company HQ
South Beach, San Francisco, CA
Leadership
Thomas Dohmke
(CEO)Currently a Board Member at Spice AI. Previously a Principal Director of PM at Microsoft, Co-Founder at HockeyApp / Bit Stadium GmbH and Codenauts GmbH.
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