Sr. Dir, MSFT & Partner Solution Sales, AMER

GitHub helps companies and organizations succeed by allowing them to build better software together. We're looking for a Senior Director, Enterprise Solution Sales (ESS) to lead our team in AMER and work with the Microsoft sales organizations to drive the go-to-market strategy with our sales team and execute joint deal cycles targeting our largest customers.

The ideal candidate will have both the aptitude and passion to become an expert on GitHub’s product capabilities, underlying technology, and competitive advantages in addition to being a proven enterprise sales expert that exceeds revenue objectives.

Leadership:

Continue to build and lead a team of Enterprise Solutions Sales (ESS) managers focused on GitHub’s largest enterprise accounts. Train and mentor team members on how to best drive co-sell between Microsoft and GitHub. Develop relationships with key leaders within both GitHub and Microsoft to unblock opportunities and increase co-sell partnerships.

Business Development:

Be part of a team that is focused on exceeding aggressive sales targets. Align resources to meet business goals for both GitHub and Microsoft. Provide GitHub thought leadership to Microsoft regional teams, in key customer pursuits, and while engaging end users at both small and large Microsoft events.

Territory Planning & Program Implementation:

Working with key stakeholders in Microsoft, GitHub, and our key partners, develop regional territory plans to capture the revenue opportunity for GitHub products and services. Leverage both corporate programs and territory specific initiatives into an execution approach that programmatically drives success by scaling as regional capabilities are built. Provide field based insight, feedback and expertise that can be incorporated into GitHub GTM best practices as we strive to continuously improve.

Partner Scale & Channel Orchestration:

In collaboration with key stakeholders, build & drive regional Channel engagement to scale revenue opportunities & adoption Services across Asia. Ensure the GitHub & Microsoft GTM motions are well hydrated with aligned Partner capability. Drive attachment and alignment of the Partner ecosystem to the Enterprise sales motion & associated programs. Provide field insights, feedback and expertise to global Sales Leadership to better understand, build and scale for future GitHub growth.

Network Building:

Identify the right Microsoft stakeholders and build connections quickly to drive consensus for joint sales motions and for deals; work cooperatively with a wide range of internal stakeholders for deal success. Build a solid network with the Microsoft regional management, sales, and customer success teams to ensure deal conversion Work cross-functionally with technical product management, engineering, support, technical sales, channel teams and professional services to demonstrate the value of GitHub and, in turn, generate pipeline and help close business and ensure customer success.

Risk Management:

Identify account, territory and program risk and be decisive to ensure any risk is mitigated.

Effective Communicator & Presenter:

Present strategic ideas to small and large groups that will include customers and Microsoft sales teams. Have the ability to work off script and answer questions and challenges in live settings. Evangelize the GitHub solution and program both to internal and external audiences. Example settings are Customer Executive Briefing Conferences, sessions at Microsoft Technology Centers, account strategy sessions, customer workshops and enablement training. Get Microsoft buy in for focus on GitHub programs and initiatives to drive business.

Problem Solver:

Solve problems and hypothesize possible selling pain points, expectations, and implicit needs; brainstorm with team members to devise solutions to solve complex deal challenges and find ways to navigate organizational complexity.

Understand GitHub Products and Solutions:

Understand how we enable customers to be successful with our products and services to help them be innovation leaders. Teach customers about their industries and offer unique insights to encourage customers to think differently about their business and discover the true value of working with GitHub. Help GitHub’s customers understand the value of developing in the cloud, and how GitHub helps accelerate cloud development- and ultimately innovation.

Required Qualifications:

• 12+ years experience in Alliance Management, sales, business development, go-tomarket, 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 10+ 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 8+ years experience in Alliance Management, sales, business development, or partner channel development in the technology industry or related experience

  • OR equivalent experience

• Direct experience co-selling with, through, or into Microsoft’s field sales organizations

• Ability to work across different time zones based on customer needs with a willingness to travel when necessary (approximately 25%)

Preferred Qualifications:

• Direct experience with co-selling with, through, or into GitHub’s field sales organizations

• Experience with partner management and go-to-market.

• Experience defining, piloting, incubating, implementing and scaling programmatic sales programs in the field

• Experience leveraging MEDPICC and/or Challenger framework

• 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