About GitHub
GitHub is the world's leading platform for agentic software development — powered by Copilot to build, scale, and deliver secure software. Over 180 million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate, and more than 77,000 organisations have adopted GitHub Copilot.
Locations
In this role you can work from Remote, Australia
Overview
GitHub is seeking a Manager to help lead our AP based Digital Sales team. The ideal candidate will be passionate about coaching and leading a strong Sales team towards delivering the best experience to our customers and driving usage of GitHub. They will guide their team on executing on customer opportunities in a timely manner while participating in regular strategic planning for their assigned territory. They will coach their team across all aspects of the sales cycle and support the team to identify potential business while ensuring the end-to-end business of the assigned territory.
Owns the development of the digital transformation business strategy. Leverages understanding of customer business and engages GitHub decision makers to drive customer's strategy, goals, and optimization. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.
Responsibilities
Account Management
* Managestheexecutionofstrategiesforassignedaccountstoensureengagementsyieldhigh-volumesales,driveplanstoincreaserevenuepotential,andopennew opportunitiespartners,alignedtogoals,budgets,and/or forecasts.Leads,challenges,andinspiresteamtofocusontopprioritiesandchallengestodrivebusinesscase.Leveragesdeepindustryexpertisetoanticipateindustry direction, ecosystem, and transformation.
* Supervisesateamofjunioraccountmanagers.Leveragesknowledgeofmappingprospectsandbuyingprocessestoadviseandsupporttheteaminhelpingnewbuyersnavigatedealstoclosure.Workswithteamstoidentifydealstakeholders,mobilizers,andblockers,ensuringsign-offondeals.Guidesteamtoachieve outcomes and drive overall account management.
Territory Planning
* Leads the development and application of a mature/dynamic customer plan detailing critical insights andnew business opportunities aligned to customer priorities. Leads and coordinates a diverse and high-performing team and key stakeholders (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to deliver on account plans and grow the account.
Customer Engagement
* Proactivelyownsandelevatesatransformativecustomerstakeholderengagementstrategytofostercustomertrustandbrandgrowthandloyalty.Setsorganizational toneforbuildingandmaintaininglong-termstrategiccustomerrelationshipsand fordrivinglargerimpactforthecustomer.Proactivelydefinesandexecutes governancemodeltoensuremappingacrosssenioritylevels.
Digital Transformation Business Strategy
* Owns the development of the digital transformation business strategy for assigned accounts that is based oncustomer's expected outcomes and GitHub's added innovative value, and opens doors to new opportunities grounded in deep understandingofindustrytrends,customerneeds,andfinalconsumer perspectives.Anticipatesmarketchangestodrivenewindustry-relevantcloudsolutionstocustomers.Bringsgreaterecosystemtogetherwiththecustomertodiscusshowtoenrich customer's valuetotheircustomers.
Sales Excellence
* LeveragesunderstandingofcustomerbusinessandengagesGitHubdecision makerstodrivecustomer'sstrategy,goals,andoptimization.Engagesand influencesdecisionmakersoftheaccount(e.g.,C-level,high-impactcustomers)onGitHub'svision,strategy,andvalue,andpositionsGitHubtoincreasecustomer'sbudgetallocatedtoGitHub,tailorsolutionsthatsatisfycustomers'KeyPerformance Indicators(KPIs).Translatesfeaturesintobusinessoutcomesthatacceleratethecustomer's industry needs.
* UsesbusinesscasestodevelopandpresentcompellingvaluepropositionpresentationsandspecializedbusinessplansforcustomersthatshowcaseGitHub'sproductsandsolutionstoconnectdecisionmakersintheaccounttothebroader GitHubsolutions,providethoughtleadershiptoguideothersontailoring presentations,andgeneratenewopportunities.Advocatesinternallytopromote therelevanceof GitHub'sexpertiseforthecustomer.
* Createsandqualifiesnewopportunitiesbyidentifyinghighlystrategicopportunities(e.g.,verylarge,long-term,high-impact)withinaccountsandguidingthecustomer onhowtobestidentifynewopportunities,leveragingdeepcustomerandindustry relationshipsandconsultativesellingskills.Drivesnewbusinessopportunitiesacrosstheteambycreatingapartnerecosystem,andempowersteammemberstofindnewopportunitiesbyactingasarolemodelandbysettingaclearvisionand energy for the team to drive towards.
* Implement processes & tools to help improve the productivity & efficiency of Digital Sales
* Manage strategy for exceeding group quotas by team.
* Forecasting and pipeline management of the region.
* Shape, iterate, and scale our sales strategy, taking initiative to improve the team's practices, tools, and content.
Leadership
* Provide leadership, development, and training to the APAC Digital Sales team.
* Hire, onboard, and promote amazing talent.
Sales Execution
* Build relationships and provide value and attention to customers.
* Drive net new customer acquisition and upsell of the GitHub platform in existing accounts.
* Coach, mentor, and develop all individual members on your team.
Scaling and Collaboration
* Work collaboratively across sales, engineering, marketing, channel, and customer success.
Qualifications
Required/Minimum Qualifications
* 4+yearsexperienceintechnology-relatedsalesorarelatedfield
o ORBachelor'sDegreeinBusiness,Technology,LiberalArts,orrelatedfieldAND2+yearsexperienceintechnology-relatedsalesorarelatedfield
o OR Master's Degree in Business Administration AND 1+ year(s) experience in technology-related sales or a related field
o OR equivalent eperience
Additional or Preferred Qualifications
* 6+ years experience in technology-related sales or a related field with 1+ year of leadership/team lead experience in a sales organization
o ORBachelor'sDegreeinBusiness,Technology,LiberalArts,orrelatedfieldAND4+yearsexperienceintechnology-relatedsalesorarelatedfield
o OR Master's Degree in Business Administration AND 2+ years experience intechnology-related sales or a related field
o OR equivalent experience
* 1+ year of leadership/team lead experience in a sales organization
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.
Equal Employment Opportunity
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!
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