GitHub · 3 days ago
Senior GSI Alliance Manager
United States
Full-time
Hybrid
Senior Level
$73K/yr - $195K/yr
5+ years expGitHub is the world’s leading platform for agentic software development, and they are seeking a Senior GSI Alliance Manager to join their Global Partner/GSI Alliance Team. The role involves leading strategic partnerships, aligning business goals with partners, and driving growth through collaboration with Microsoft and other stakeholders.
Artificial Intelligence (AI)Cloud ComputingDeveloper ToolsInternetProject ManagementSaaSSoftware
Responsibilities
Leads the creation of a strategic vision rooted in GitHub and Microsoft vision potential impact across segments
Demonstrates an expert understanding of the industry and Partners business and conveys the value of partnering with GitHub based on the business opportunity and possible competition
Responsible for establishing new market partnerships by working with market makers and making connections and begins to think longer term regarding the possibility of making larger deals
Establishes long-term strategic vision for the partnership, creating opportunities for deeper commitments
Uses Challenger mindset to influence and engage partners and develop a trusted-advisor relationship with senior level leaders and partners to establish strategic alignment and drive growth
Understands and aligns partners' priorities, strategies, and goals with GitHub’s to build mutually beneficial account plans
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
Builds and maintains trusted advisor relationships with partners through a deep understanding of their local strategy and business imperatives
Identifies and clearly articulates business opportunities for partners and suggests ways to pursue them
Fosters a broad stakeholder map
Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high-impact GitHub partner practice
Develops and executes strategic partner business plans directly aligned with field goals and objectives for all managed partners that grow partner business and promote cloud consumption and digital transformation
Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities
Shares expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses
Champions GitHub as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete
Drives a strategic, effective, and actionable World-class Account Plan to land GitHub and Microsoft channel priorities
Brings deep subject matter expertise to enrich designs and plans
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
Prioritizes accounts for developing go-to-market strategies
Advises GitHub and Microsoft field teams on meeting various programs, initiatives, sales, incentive, and tech requirements
Shadows 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 with various functional areas and the GitHub and Microsoft field teams. Oversees planning, campaign tactics, offers, and incentives
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)
Ensures core activities are agreed upon before executing and helps to coordinate resources as well as ensuring that sales targets are clear and that actions and accountabilities are being routinely followed up
Provides support to sellers on deals to gain commercial and drive revenue and builds and launches integrated industry specific motions with the Microsoft field teams
Ensures results 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
Advocates to and guides other groups in prioritizing GitHub's solutions and issues
Champions 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 as well as 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
Helps lead the integration of skills, capability, and capacity plans for the GitHub and Microsoft business
Influences field teams to create a learning culture
Lands and orchestrates various sales and tech trainings and bootcamps to increase the partners' 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
Qualification
Required
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
2+ years experience working in Microsoft Partnerships ecosystem
2+ years experience in AI or Developer Tools and managing partnerships with large Global System Integrators
Ability to travel up to 30% when needed
Benefits
Annual bonus
Stock
Company
GitHub
GitHub is a software company that offers code hosting services that allow developers to build software for open-source and private projects. It is a sub-organization of Microsoft.
501-1000 employees
H1B Sponsorship
GitHub has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (26)
2024 (17)
2023 (14)
2022 (20)
2021 (20)
2020 (10)
Funding
Current Stage
Late StageTotal Funding
$350MKey Investors
Sequoia CapitalAndreessen Horowitz
2018-06-03Acquired
2015-07-29Series B· $250M
2015-06-19Secondary Market
Leadership Team
PJ Hyett
Co-Founder
Kyle Daigle
Chief Operating Officer
Recent News
The French Tech Journal
2026-01-08
Company data provided by crunchbase