52 applicants
GitHub · 2 days ago
Strategic Enterprise Solution Sales Manager
United States
Full-time
Remote
Senior Level
$85K/yr - $225K/yr
10+ years exp
Wonder how qualified you are to the job?
Maximize your interview chancesCloud ComputingDeveloper Tools
Insider Connection @GitHub
Responsibilities
Leadership: Demonstrate strong sales leadership skills as part of a team of Enterprise Solutions Sales (ESS) managers focused on GitHub’s largest enterprise accounts. Guide and coach sellers 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 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 and GitHub, 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.
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.
Qualification
Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.
Required
10+ years experience in sales development, account management, strategic sales, overlay sales, or any other relevant selling roles
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
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
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
Benefits
Annual bonus
Stock options
Company
GitHub
GitHub provides code hosting services that allow developers to build software for open-source and private projects in organizations. It is a sub-organization of Microsoft.
501-1,000 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
Trends of Total Sponsorships
2023 (13)
2022 (17)
2021 (21)
2020 (9)
Funding
Current Stage
Growth StageTotal Funding
$350MKey Investors
Sequoia CapitalAndreessen Horowitz
2018-06-03Acquired· by Microsoft ($7.5B)
2016-07-28Series B· Undisclosed
2015-12-21Secondary Market· Undisclosed
Leadership Team
Thomas Dohmke
CEO
PJ Hyett
Co-Founder
Recent News
2024-06-04
2024-06-04
2024-06-01
Company data provided by crunchbase
