Senior GSI Alliance Manager

GitHub, Inc.

8h•Remote

About The Position

GitHub helps companies and organizations succeed by allowing them to build better software, together. We are seeking a Senior GSI Alliance Manager to join our Global Partner/GSI Alliance Team.

Requirements

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.
2+ years experience working in Microsoft Partnerships ecosystem.
2+ years experience in AI or Developer Tools and managing partnerships with large Global System Integrators.
Ability to travel up to 30% when needed.

Responsibilities

Leads the creation of a strategic vision rooted in GitHub and Microsoft vision potential impact across segments.
Demonstrates an expert understanding of the industry and Partners business and conveys the value of partnering with GitHub based on the business opportunity and possible competition.
Responsible for establishing new market partnerships by working with market makers and making connections and begins to think longer term regarding the possibility of making larger deals.
Establishes long-term strategic vision for the partnership, creating opportunities for deeper commitments.
Uses Challenger mindset to influence and engage partners and develop a trusted-advisor relationship with senior level leaders and partners to establish strategic alignment and drive growth.
Understands and aligns partners' priorities, strategies, and goals with GitHub’s to build mutually beneficial account plans.
Executes a rhythm of business (RoB) for regular co-sell reviews and quarterly business reviews (e.g., MBRs, QBRs) to track, plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders.
Builds and maintains trusted advisor relationships with partners through a deep understanding of their local strategy and business imperatives.
Identifies and clearly articulates business opportunities for partners and suggests ways to pursue them.
Fosters a broad stakeholder map.
Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high-impact GitHub partner practice.
Develops and executes strategic partner business plans directly aligned with field goals and objectives for all managed partners that grow partner business and promote cloud consumption and digital transformation.
Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities.
Shares expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses.
Champions GitHub as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete.
Drives a strategic, effective, and actionable World-class Account Plan to land GitHub and Microsoft channel priorities.
Brings deep subject matter expertise to enrich designs and plans.
Leverages internal resources to collaborate on the development of go-to-market and co-selling strategies with Microsoft that define activities and expectations to meet GitHub and Microsoft sales goals.
Prioritizes accounts for developing go-to-market strategies.
Advises GitHub and Microsoft field teams on meeting various programs, initiatives, sales, incentive, and tech requirements.
Shadows other Corporate/Enterprise Solution Sales (C/ESS) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed.
Helps field teams understand what a consumption-led business is and how it operates, coaches sellers around consumption economics (e.g., leverages reports, analyses, etc.).
Helps lead campaigns with various functional areas and the GitHub and Microsoft field teams. Oversees planning, campaign tactics, offers, and incentives.
Supports field readiness by assisting field teams in the development and execution of GTM plans with guidance to generate customer sales (e.g., campaigns, incentives, and promotions).
Ensures core activities are agreed upon before executing and helps to coordinate resources as well as ensuring that sales targets are clear and that actions and accountabilities are being routinely followed up.
Provides support to sellers on deals to gain commercial and drive revenue and builds and launches integrated industry specific motions with the Microsoft field teams.
Ensures results GitHub and Microsoft co-sell through resolution of complex and urgent escalations.
Leads the orchestration of response to field teams to ensure timely action and resolution from internal teams.
Advocates to and guides other groups in prioritizing GitHub's solutions and issues.
Champions internal processes that benefit field teams and brings insights into the organization around what the co-sell experience looks like.
Advocates for the development of relationships with field sales counterparts in support of GitHub solutions through Microsoft GTM as well as for co-sell internally at the local level by connecting Microsoft and GitHub executives to facilitate local reviews for pipeline generation and strategic opportunities.
Actively seeks opportunities to demonstrate the value of GitHub to all other organizations within Microsoft.
Influences and plays an active role in GitHub sales transformation (e.g., readiness, compensation, territories, GTM).
Brings Subject Matter expertise to help others lead and implement strategic alignment with Microsoft through strong storytelling.
Helps lead the integration of skills, capability, and capacity plans for the GitHub and Microsoft business.
Influences field teams to create a learning culture.
Lands and orchestrates various sales and tech trainings and bootcamps to increase the partners' capabilities.
Helps lead the creation of local strategies to align capacity and capability of the field teams to compete, gain, and win share for GitHub solutions to expand platform and sockets for services.
Monitors market landscape and uses this knowledge to influence the local strategy in business planning decisions.