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, Denmark
Overview:
Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the GitHub sales organization and works to ensure engagementsyield high volume sales. Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. Expands network of key partners and other business decision makers in customers' accounts to grow sales and partner impact. Thinks strategically about customer planning for assigned accounts, including: identifying MEDDPICC and developing strategies; understanding the needs of the customer and Business Unit, the competition, total opportunity within the account, and stakeholder organizational charts; establishing timelines, milestones, and technical or business criteria for success, etc. Proactively cultivates and maintains strong relationships with customers and uses GitHub sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution. Supports business transformation through technology in multiple business units to drive business outcomes and create business value. Positions oneself as a thought leader and trusted advisor to executive-level business decision makers. Engages decision makers to clearly articulate GitHub's value proposition aligned to customer's business objectives.
Responsibilities:Account Management:
● Develops and oversees the execution of account plans utilizing common sales and delivery methodology (e.g., Value Framework, MEDDPICC, Challenger Sale, Command of the Message) for the GitHub sales organization for multiple accounts and works to ensure engagements yield high volume sales for both GitHub and the customers that are on track with goals, outcomes, and forecasts. Owns forecasting process for assigned accounts. Leads multiple, diverse, and high-performing teams and coordinates with internal industry experts on account planning, execution, and closing for various accounts. Coordinates with industry experts to identify new business opportunities and drive account growth. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth, and deep understanding of plan to ensure achievement of revenue and consumption targets. Drives integrated joint account governance through customer plan on regular frequency to achieve customer outcomes. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Leverages strong sales acumen to set action
items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities.
● Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability. Prioritizes line of business projects to achieve business outcomes. Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes.
● Expands network of key internal (e.g., Industry Solutions [IS]) and external partners (e.g., Microsoft teams) and other business decision makers in customers' accounts to grow sales and partner impact and to provide a seamless account management experience to the customers, ensuring proper execution of core tasks and account
transactions. Works with cross functional teams across GitHub to align on strategies. Engages with key mainstream partners to promote long-term, mutually beneficial business and technology transformation strategies. Expands network of influence on the board to expand reach and influence decision making. Drives joint solutions with partners. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity
momentum and deal closure inclusive of partners.
● Leverages comprehensive knowledge to map prospects and buying processes. Assists new buyers in navigating deals, ensuring a smooth path to closure. Identifies deal stakeholders, mobilizers, and blockers in order to drive deal momentum and secure sign-off on deals. Actively collaborates with cross-functional teams to strategize and overcome deal-level challenges, ensuring successful outcomes.
Territory Planning:
● Thinks strategically about customer planning for assigned accounts, including: identifying MEDDPICC and developing strategies to do so; understanding the needs of the customer and Business Unit, the competition, total opportunity within the account, and stakeholder organizational charts; establishing timelines, milestones, and technical or business criteria for success; identifying unique differentiators that would help solve a customer pain that only GitHub can solve against the competition with product/market fit; setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Uses data-driven approach to validate solution fit in relation to ROI and leverages this data to inform market analyses. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan and pulling over to cross functional teams to contribute insights.
Customer Engagement:
● Proactively cultivates and maintains strong relationships with customers and uses GitHub sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution. Connects the customer to GitHub business and technical executives. Establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the GitHub solutions and subsequent Return on Investment (ROI). Works with the customer partners to foster trust and brand growth and loyalty through multiple levels (e.g., managers,
executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages marketing campaigns (e.g., field marketing, Hackathons) to grow network, create a pipeline, and reflect in the engagement strategy in our customer plan.
● Proactively develops a comprehensive understanding of customer's business and technology needs and strategies for each assigned account, of their priorities, and of the industry direction. Anticipates customers' needs to deliver new insights on customers' business strategies and educate customers on ways to jointly address
these needs. Identifies and pursues opportunities to offer business and technology solutions. Leverages internal influence to advocate on behalf of the customer internally (e.g., driving changes to roadmap, engaging with product groups), working to prioritize customers' requests and meeting their business needs. Creates trust to influence for impact and acts as a trusted advisor to help the customer transform its business model. Connects customers with other customers/partners on areas that may benefit them. If industry aligned, also develops a deep understanding of the customer's industry.
● Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers. Leverages consultative and insightful listening skills that disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction. Is sought out by the customer for guidance related to transformation. Proactively involves corporate resources and engages cross-industry resources to drive customer transformation. Proactively influences
and mitigates competitive risk. Ensures line-of-business wins are captured (e.g., customer write ups) as reference for scale through insightful listening.
Sales Excellence:
● Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction. Orchestrates others to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans to improve the customer's overall experience. Leverages key executive relationships to build trust with the customer organization. Proactively establishes agreement on success measures and manages execution on success measures to prevent the need for recovery plans.
● Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts. Documents and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.
● Engages decision makers of assigned accounts to clearly articulate GitHub's value proposition aligned to customer's business objectives. Translates features into business impact and outcomes that accelerate the customer's digital presence. Develops plans to offer more targeted solutions that satisfy customers' key
performance indicators (KPIs) and align the right partner solution for customer industry needs.
● Delivers and develops compelling, value-proposition presentations based on the GitHub Platform Deck (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes. Demonstrates thought leadership and presents business plans to customers to generate new nonqualified opportunities. Creates GitHub Sales proposals, leveraging what is learned from customers during the value-based selling process. Guides others on how to tailor industry-specific presentations. Presents outcome based cross solution strategies.
● Develops and implements plans for maximizing upselling/cross-selling nonqualified opportunities in certain accounts. Drives plans to highlight GitHub's and partners' solutions to solving additional business and technology issues and aims to expand the budget allocated to GitHub. Leverages virtual teams to identify and act on
new non-qualified opportunities while utilizing common sales and delivery methodology for the GitHub sales organization.
Industry Knowledge:
● Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape. Leverages their depth of industry knowledge to position Solution Area technology in industry context. Demonstrates ability to position how GitHub products and solutions will help customers realize innovation through
business transformation.
Execution of Pipeline:
● Leads customer activities through the creation of cross-functional and partner
connections.
● Builds impactful relationships.
● Delivers expertise to account management teams to facilitate solution selling, builds this expertise across the team, gains input and support from GitHub stakeholders, and defines a governance structure to manage lead pipelines.
● Understands emerging industry needs and how they can be fulfilled via co-sell solutions with new partners to influence customers to adopt GitHub technologies. Forecasts and maintains pipeline hygiene and shares feedback with team members as needed.
● Understands timelines and how to move the pipeline along various stages.
Required Qualifications
● 6+ years experience in technology-related sales, technical selling, or a related field
o OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field
AND 4+ years experience in technology-related sales, technical selling, or a
related field
o OR Master's Degree in Business Administration AND 2+ years experience in
technology-related sales, technical selling, or a related field
o OR equivalent experience.
Preferred Qualifications:
● 8+ years experience in technology-related sales, technical selling, or a related field.
o OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field
AND 6+ years experience in technology-related sales, technical selling, or
other relevant work experience
o OR Master's Degree in Business Administration AND 4+ years experience in
technology-related sales, technical selling, or a related field
o OR equivalent experience.
● 2+ years enterprise-level strategic sales or equivalent experience.
● Fluent Swedish or Danish.
GitHub Leadership Principles:GitHub values
Manager fundamentals
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