Senior Solutions Engineer, Github

• 6+ years experience in technical consulting, technical consultative selling, or related technical/sales/industry experience
• 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
• OR Doctorate in Computer Science, Information Technology, Engineering, or related field
• OR equivalent experience
• Experience owning all technical aspects of the sales cycle from discovery to qualification to proof-of-concept design/execution to post-sales transition

Desirable

• As a Senior Solutions Engineer, you will focus on building strong technical relationships, removing technical objections, and delivering technical wins during sales cycles
• This includes identifying customer needs, matching them to product features, and solving technical challenges and pain points
• The role bridges technical and business objectives in collaboration with GitHub Account Managers and other internal teams
• 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
• Articulates and understands specific industry-related market trends
• Challenges customers' assumptions with constructive dialogue about their business and technology
• Partners 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
• Leverages account information technology (IT), industry, and business strategy to provide coaching to internal GitHub teams on customer technology profiles and strategies
• Provides 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
• Provides guidance in achieving successful technology deployments, ensuring that customer expectations are met or exceeded
• Uses a deep understanding of secure software development practices and tools, including AI capabilities to 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
• Proactively builds and maintains broad knowledge of GitHub's product landscape, solutions, and strategy in the customer's industry, as well as of business priorities and potential threats the customers face
• Demonstrates the ability of developing solutions that bridge existing product gaps (e.g. , GitHub apps, Actions) and enabling the wider organization through knowledge sharing sessions and environments (e.g. demo environments/frameworks)
• Partners with internal industry experts (e.g. Regional Experts) to gather data on customer's industry and improve planning
• Demonstrates a strong understanding of the customers' business strategy and the direction of the industry to build joint customer strategies to drive product adoption
• Supports customer technology engagement by motivating and inspiring technical resources of customer, partner, and GitHub towards customer’s desired transformation
• Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g. , product groups, engineers)
• Escalates pressing issues for customers to GitHub internal stakeholders (e.g. , Headquarters) to provide the appropriate solutions for the customer
• Drives efforts to resolve any blockers to solution implementation
• Contributes to the creation of technological and business roadmaps for an account
• Engages in pre-sales activities with large customers
• Aligns and influences business partners and customer stakeholders to target a technical win and to drive solution selection
• Develops external relationships within the customer organization
• Works across US regions and time zones, partnering with multiple Account Executives in a flexible manner