Senior Corporate Partner Development Manager

About GitHub: As the global home for all developers, GitHub is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 100 million people, including developers from 90 of the Fortune 100 companies, use GitHub to build amazing things together across 330+ million repositories. With all the collaborative features of GitHub, it has never been easier for individuals and teams to write faster, better code.
Locations: In this role you can work from Remote, United Kingdom
Overview:

Proactively builds, leads, and grows a partner ecosystem to drive larger impact for customers. Brings stakeholders from different parts of the GitHub and Microsoft business together to drive partner-influenced revenue, take partner programs to market, establish quality partner connections, and orchestrate sales processes.  Manages partner co-selling for GitHub's scale partners to drive joint pipeline and partner consumption of GitHub products at scale. Develops pipeline of new scale partners, evangelizing GitHub to partner ecosystem and leveraging Microsoft for scale. Engages partners programmatically to ensure right sales and technical readiness to support targets. Leverages the voice of partners and customers through direct engagements, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Maintains and stays up to date on GitHub's sales compliance processes. Supports sponsorship of innovative partner solutions and the presentation of partner solutions to GitHub sellers.  

 

Responsibilities:

Co-Sell Partnerships 

• Proactively builds, leads, and grows a partner ecosystem to drive larger impact for the customer. Facilitates match-making programmatically to drive opportunities, connecting partners to sellers to scale GitHub solutions to specific business needs across horizontals and verticals. Delivers and integrates partner expertise and solutions into GitHub sales cycles that grow consumption of GitHub products. 

• Brings stakeholders from different parts of the GitHub and Microsoft business (e.g. account team unit, solution team unit, global partner solutions, etc.) together to build pipeline, take partner programs to market, establish quality partner connections, and orchestrate sales processes. Refers to GitHub and Microsoft sales plays and programs to support partner strategy. Provides feedback on partner motions, strategy and go-to-market. 

• Manages partner co-selling for GitHub's scale partners to drive joint pipeline and partner consumption of GitHub products. Connects with GitHub's sales and partner communities to bridge and support customer engagements as needed, aiming to scale motions and offerings. Identifies and lands both GitHub and Microsoft incentives, programs, and sales plays, surfacing customer wins for partner joint sales evidence. Supports account teams while navigating within partners' solutions and expertise. Carries a target on partner influenced revenue including licenses, consumption and services, driving increased awareness of partner solutions across verticals to move sales forward. 

• Develops pipeline of new partners, evangelizing GitHub to partner ecosystem and leveraging Microsoft for scale. Engages partners programmatically to ensure right sales and technical readiness to support targets. Participates in GitHub and Microsoft territory planning to identify and address gaps. Drives pipeline reviews with top partners and GitHub leaders to evaluate pipeline effectiveness.

 

Partner Impact 

• Leverages the voice of partners and customers through direct engagements, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Drives motions for partner-to-customer events and partner readiness sessions. Adapts partner strategies as needed to adjust for scale and complexity. Aligns resources and programs to support partner co-sell pipeline velocity and alleviate friction points. Brings detailed feedback to partner strategy team and executes on corrections of errors in response to feedback. 

• Maintains and stays up to date on GitHub's sales compliance processes. Drives sales with partners in accordance with GitHub's compliance policies. 

• Supports sponsorship of innovative partner solutions and the presentation of partner solutions to GitHub sellers 

 

Qualifications:

Required Qualifications:

● Several years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience with specific focus on Cloud solution selling

o OR Bachelor's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND several years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience 

o OR Master's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience o OR equivalent experience. 

 

Preferred Qualifications: 

● Several years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience 

o OR Bachelor's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND several years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience 

o OR Master's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND several years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience  

o OR equivalent experience

● People management experience.

● Experience working with MS either as a direct employee or as a vendor, partner, alliance role.

 

GitHub Leadership Principles:

GitHub values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive

Manager fundamentals

• Model
• Coach
• Care

Leadership principles

• Create clarity
• Generate energy
• Deliver success

Who We Are: GitHub is the world’s leading AI-powered developer platform with 100 million developers and counting. We’re also home to the biggest open-source community on earth (and 99% of the world’s software has open-source code in its DNA). Many of the apps and programs you use every day are built on GitHub.
Our teams are dreamers, doers, and pioneers, leading the way in AI, driving humanitarian efforts around the globe, and even sending open source to Mars (and beyond!). At GitHub, our goal is to create the space you need to do your best work. We’re remote-first and offer competitive pay, generous learning and growth opportunities, and excellent benefits to support you, wherever you are—because we know that people flourish when they can work on their own terms.
Join us, and let’s change the world, together.
EEO Statement: GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!