Senior Corporate Solution Sales Manager, Github
Salary not provided
Senior and Expert level
Remote in UK
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
B2CB2BInternal toolsSaaSDevOps
Be an early applicant
Salary not provided
Senior and Expert level
Remote in UK
1001+ employees
B2CB2BInternal toolsSaaSDevOps
Company mission
To help every developer—regardless of experience level—learn, code, and ship software effectively.
Role
Who you are
- Extensive experience in Alliance Management, sales, business development, go-to-market, or partner channel development in the technology industry or related experience
- OR Bachelor's Degree in Marketing, Business Operations, Computer Science or related field AND several years experience in Alliance Management, sales, business development, or partner channel development in the technology industry or related experience
- OR Master's Degree in Marketing, Business Operations, Computer Science or related field AND experience in Alliance Management, sales, business development, or partner channel development in the technology industry or related experience
- OR equivalent experience
What the job involves
- Leads the execution of a strategic vision rooted in GitHub and Microsoft potential impact across segments to attain revenue targets
- Uses Challenger mindset to influence and engage stakeholders and develop a trusted-advisor relationship with senior level leaders to establish strategic alignment and drive growth
- 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, programs, and motions with various functional areas and the GitHub and Microsoft field teams
- Ensures GitHub and Microsoft co-sell results 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
- GitHub Business Leader
- Demonstrates an expert understanding of the GitHub and Microsoft business and conveys the value of partnering with GitHub based on the business opportunity and possible competition
- Responsible for establishing new Microsoft partnerships by working with market makers and making connections. Thinks longer term regarding the possibility of making larger deals
- Establishes long-term strategic vision for the GitHub Microsoft partnership
- Uses Challenger mindset to influence and engage stakeholders and develop a trusted advisor relationship with senior level leaders to establish strategic alignment and drive growth
- Understands and aligns stakeholders' priorities, strategies, and goals with GitHub’s to build mutually beneficial account and territory plans
- Executes and drives action through regular territory 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 stakeholders through a deep understanding of strategy and business imperatives. Identifies and clearly articulates business opportunities for stakeholders and suggests ways to pursue them. Fosters a broad stakeholder map
- Prioritizes accounts for developing go-to-market strategies. Advises GitHub and Microsoft field teams on meeting various programs, initiatives, sales, incentive, and tech requirements
- Collaborates with 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, programs and motions 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 Microsoft GTM programs and builds required campaigns. Builds and launches integrated motions with the Microsoft field teams
- Ensures results of 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
- Hampions 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
- Influences field teams to create a learning culture. Lands and orchestrates various sales and tech trainings and bootcamps to increase the GitHub and Microsoft field 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
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
Top investors
Few candidates hear
back within 2 weeks
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.)
Company values
- Customer-obsessed
- Ship to learn
- Growth mindset
- Own the outcome
- Better together
- Diverse and inclusive
Company HQ
South Beach, San Francisco, CA
Articles
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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