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, Netherlands

Overview

Leads the creation of partner ecosystem connections and builds impactful relationships. Leads partner strategy for teams at the account level, with specific focus on the Cloud Service Provider motion. Monitors and manages co-sell engine development to deliver results across teams and supports individual contributors in their co-selling efforts. Tracks and assesses co-sell/channel performance and adjusts strategies as needed to ensure success. Monitors key performance indicators, survey results, and customer acquisition metrics to evaluate landing and impact, and maintains accountability for customer and partner experience indices. Maintains and ensures that the team stays up to date on sales compliance processes. Champion executive sponsorship of innovative solutions and the presentation of solutions.

Responsibilities

Co-Sell Partnerships

• Leads the creation of partner ecosystem connections and builds impactful relationships. Delivers partner expertise to account teams to facilitate solution selling, builds this expertise across the team, gains input and support from GitHub executive 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 with a MS viewpoint
• Leads partner strategy for teams at the account level. Works with Account Team Unit (ATU) and Specialist Team Unit (STU) teams to ensure alignment around the partner strategy, generate pipeline and revenue dashboards, and determine the revenue generated through collaboration across teams.
• Monitors and manages co-sell engine development to deliver results across teams and supports individual contributors in their co-selling efforts. Ensures accountability for achieving intellectual property (IP) and/or service co-sell targets across teams at subsidiary and territory levels.
• Tracks and assesses co-sell/channel performance and adjusts strategies as needed to ensure success. Provides guidance on priorities to build revenue and establish an optimal mix between inbound and outbound opportunities.
  
  

Partner Impact

• Monitors key performance indicators (KPIs), survey results, and customer acquisition metrics to evaluate landing and impact, and maintains accountability for customer and partner experience indices. Leads correction of error plans and ensures execution. Provides feedback to program management, marketing teams, and business groups, proposing changes to resources and programs, as necessary. Working with services leads to take action based on feedback to impact change.
• Maintains and ensures that the team stays up to date on sales compliance processes. Verifies, reviews, and approves sales execution submissions (e.g., funding requests). Ensures teams maintain alignment with GitHub's compliance policies.
• Champions executive sponsorship of innovative solutions and the presentation of solutions. Leads regular executive engagements and reviews
  
  

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
• 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
• 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
• OR equivalent experience
  
  

Preferred Qualifications:

• Several 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 several 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 several years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
• OR equivalent experience
• People management experience
• Experience working with MS either as a direct employee or as a vendor, partner, alliance role.
• Fluent German
  
  

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.