Strategic Account Manager

GitHub, Inc.

12h • Remote

About The Position

GitHub helps companies and organizations succeed by allowing them to build better software together. We're looking for enthusiastic Enterprise Sellers to work with our largest customers to build long-lasting relationships, help them learn the value of GitHub’s solutions to impact their business, and drive the buying process. We care about our customer’s long-term success, and we're extremely passionate about the quality of our work. The ideal candidate will have the aptitude and passion to become a master of GitHub’s product capabilities, business impact, and competitive advantages to build valuable solutions for our customers. You will proactively cultivate and maintain strong relationships with customers, and use GitHub sales strategies with executive, business, and technical decision makers at high levels of the customer's organization. In doing this, you will position yourself as a thought leader and trusted advisor to executive-level business decision makers.You will oversee a book of business that is complex and requires strategic planning and prioritization of efforts.

Requirements

• 10+ years experience in technology-related sales with 3+ with Healthcare
• OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 6+ years experience in technology-related sales, technical selling, or a related field and 2+ years with Financial Institutions
• OR Master's Degree in Business Administration AND 4+ years experience in technology-related sales, technical selling, or a related field
• OR equivalent experience
• Ability to travel up to 30% to serve business or client needs

Nice To Haves

• 5+ years experience selling into the Healthcare Industries, navigating complex sales cycles within enterprise accounts, demonstrating an ability to manage multiple stakeholders successfully
• 3+ years experience in selling software licenses and/or usage based products to large enterprise and/or multinational corporations
• Ability to demonstrate a proven track record of consistently exceeding multi-million dollar quotas with ability to assess customer needs and build valuable, trusted, relationships at all levels, while delivering a great customer experience
• Curiosity and desire to continuously learn all aspects of the software development lifecycle, GitHub products and tools, and the greater DevOps and DevSecOps industry

Responsibilities

• Positions oneself as a Healthcare thought leader and trusted advisor internally and externally to executive-level business decision makers for a handful of assigned accounts by leveraging best-in-class sales and communication techniques to build stronger relationships with decision makers of assigned accounts.
• 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. Implements plans for maximizing upselling/cross-selling.
• Documents and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc. and 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 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 customer 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.
• Customer Engagement: Understand how to map prospects and buying processes, help new buyers navigate deals to close, identify deal stakeholders, mobilizers and blockers in order to drive deal momentum to close. collaboratively strategize for solving deal-level challenges.
• Team with Solutions Engineering, Customer Success, Microsoft and Overlays: Invest time in creating a functional team together with extended teams like Solutions Engineering and Customer Success. Our best teams are based on honest and transparent collaboration and communication
• Exhibits deep knowledge of the Healthcare industry, current trends, and market dynamics, and the competitive landscape. Leverages their depth of FSI knowledge to position Solution Area technology in industry context. Demonstrates ability to position how GitHub products and solutions will help Financial Institutions realize innovation through business transformation.
• Understand how to counsel customers on best practices for leveraging the GitHub Platform, services, and partners to become innovation leaders. Offer unique advice to encourage customers to think differently about their business and discover the true value of the Agentic SDLC that GitHub powers.
• Powerful communicator and presenter: Be able to present to small and large groups of executive leaders strategic ideas, work off script and be able to answer questions and challenges in live settings with key customers and partners.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level