GitHub
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 150+ million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate and experiment across 420+ 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 States
Overview
Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Brings technical stakeholders from different parts of the business together to create demand, bring new ideas and offerings to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Collaborate with partner development managers on co-selling for GitHub's most strategic solution partners to drive joint pipeline and partner consumption of GitHub products at scale. Engages partners and co-sellers proactively to ensure right prioritization and pipeline coverage to support targets. Leverages the voice of partners and customers through direct engagements, collaboration with product teams, field surveys, partner events , 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 solutions and the presentation of solutions.
Responsibilities
Thought Leadership & Stakeholder Management:
Drive innovation to meet future market demand and maximize partner impact.
Establish long-term engagement to influence large partners in adopting GitHub Technologies.
Develop deep technical relationships with CXOs and build executive relations with highly strategic partners.
Collaborates with MSFT colleagues in technical partner development
Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Facilitates match-making to drive opportunities (e.g., digital transformations), assisting partner development managers in connecting partners to sellers and working closely with account teams to align GitHub solutions to specific business needs across horizontals and verticals. Delivers and integrates partner expertise and solutions into sales cycles that grow consumption of GitHub products. Refers to solution/practice maps or marketing campaigns to support partner strategy.
Assists in partner co-selling for GitHub's most strategic solution partners to drive joint pipeline and partner consumption of GitHub products at scale. Connects with GitHub's sales and partner communities to bridge and support partner-to-partner engagements as needed, aiming to scale the offering also through co-sell-ready partners.. Supports account teams while navigating within partners' solutions and expertise, including global solution partners . Carries a target on intellectual property (IP) and/or service co-sell metrics, connects partners with sales teams, and drives increased awareness of partner solutions across verticals to move sales forward.
Develops pipelines with co-sellers. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Participates in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps. Drives pipeline reviews with top co-sell partners and GitHub sellers to evaluate pipeline effectiveness.
Partner Impact and Enablement:
Offer guidance to the broader partner's technical teams to ensure that technical pre-sales, deployment, and consumption are part of solution development efforts; coach the partner on building resilience to technical issues and dealing with competition.
Leverages the voice of partners and customers through direct engagements, collaboration with product teams, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Adapts partner strategies as needed to adjust for scale and complexity as regional needs shift. Brings detailed feedback to build-with teams and executes on corrections of errors in response to feedback.
Share your understanding of business processes and identify opportunities where technology can drive business value.
Translate technical solutions into business benefits.
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 solutions and the presentation of solutions.
Develop, use, and/or discuss GitHub products and articulate the value proposition of GitHub solutions to partners.
Qualifications
Required/Minimum Qualifications:
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.
Experience in technology solutions or services development, with a deep understanding of digital transformation business drivers, cloud platforms, and emerging cloud trends like generative AI and SaaS services.
Demonstrable ability in Global Systems Integrator or Global Partner GTM development for consumption based saas products
Additional or Preferred Qualifications :
Strong background and in-depth knowledge of cloud technologies, with a focus on GitHub's offerings (GHE, Copilot, GHAS).
Familiarity with Microsoft sales & services approaches, roles, and go-to-market strategies
Demonstrated leadership capabilities, driving business growth, fostering innovation, and navigating complex organizational landscapes.
Proven ability in strategy formulation, with a strong understanding of business strategies and the ability to lead the adoption of technologies by developing strategic, long-term visions for partners.
Compensation Range
The base salary range for this job is USD $81,620.00 - USD $216,370.00 /Yr.
In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 70/30 base salary/sales incentive.
These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.
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 150 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!
As the global home for all developers, GitHub is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 150+ million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate and experiment across 420+ 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 States
Overview
Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Brings technical stakeholders from different parts of the business together to create demand, bring new ideas and offerings to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Collaborate with partner development managers on co-selling for GitHub's most strategic solution partners to drive joint pipeline and partner consumption of GitHub products at scale. Engages partners and co-sellers proactively to ensure right prioritization and pipeline coverage to support targets. Leverages the voice of partners and customers through direct engagements, collaboration with product teams, field surveys, partner events , 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 solutions and the presentation of solutions.
Responsibilities
Thought Leadership & Stakeholder Management:
Drive innovation to meet future market demand and maximize partner impact.
Establish long-term engagement to influence large partners in adopting GitHub Technologies.
Develop deep technical relationships with CXOs and build executive relations with highly strategic partners.
Collaborates with MSFT colleagues in technical partner development
Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Facilitates match-making to drive opportunities (e.g., digital transformations), assisting partner development managers in connecting partners to sellers and working closely with account teams to align GitHub solutions to specific business needs across horizontals and verticals. Delivers and integrates partner expertise and solutions into sales cycles that grow consumption of GitHub products. Refers to solution/practice maps or marketing campaigns to support partner strategy.
Assists in partner co-selling for GitHub's most strategic solution partners to drive joint pipeline and partner consumption of GitHub products at scale. Connects with GitHub's sales and partner communities to bridge and support partner-to-partner engagements as needed, aiming to scale the offering also through co-sell-ready partners.. Supports account teams while navigating within partners' solutions and expertise, including global solution partners . Carries a target on intellectual property (IP) and/or service co-sell metrics, connects partners with sales teams, and drives increased awareness of partner solutions across verticals to move sales forward.
Develops pipelines with co-sellers. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Participates in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps. Drives pipeline reviews with top co-sell partners and GitHub sellers to evaluate pipeline effectiveness.
Partner Impact and Enablement:
Offer guidance to the broader partner's technical teams to ensure that technical pre-sales, deployment, and consumption are part of solution development efforts; coach the partner on building resilience to technical issues and dealing with competition.
Leverages the voice of partners and customers through direct engagements, collaboration with product teams, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Adapts partner strategies as needed to adjust for scale and complexity as regional needs shift. Brings detailed feedback to build-with teams and executes on corrections of errors in response to feedback.
Share your understanding of business processes and identify opportunities where technology can drive business value.
Translate technical solutions into business benefits.
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 solutions and the presentation of solutions.
Develop, use, and/or discuss GitHub products and articulate the value proposition of GitHub solutions to partners.
Qualifications
Required/Minimum Qualifications:
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.
Experience in technology solutions or services development, with a deep understanding of digital transformation business drivers, cloud platforms, and emerging cloud trends like generative AI and SaaS services.
Demonstrable ability in Global Systems Integrator or Global Partner GTM development for consumption based saas products
Additional or Preferred Qualifications :
Strong background and in-depth knowledge of cloud technologies, with a focus on GitHub's offerings (GHE, Copilot, GHAS).
Familiarity with Microsoft sales & services approaches, roles, and go-to-market strategies
Demonstrated leadership capabilities, driving business growth, fostering innovation, and navigating complex organizational landscapes.
Proven ability in strategy formulation, with a strong understanding of business strategies and the ability to lead the adoption of technologies by developing strategic, long-term visions for partners.
Compensation Range
The base salary range for this job is USD $81,620.00 - USD $216,370.00 /Yr.
In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 70/30 base salary/sales incentive.
These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.
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 150 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!