• 10+ years of experience in sales development, account management, strategic sales, overlay sales, or any other relevant selling roles
• 5+ years of 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 quotas in excess of $1M+
• Ability to work across different time zones based on customer needs with a willingness to travel when necessary (approximately 25%)

Desirable

• The ideal candidate will have the aptitude and passion to become a master of GitHub’s product capabilities, underlying technology, and competitive advantages to build valuable solutions for our customers
• The role will report to the regional sales director
• Strategic account planning:
• Develop plans and resource requirements to develop our potential and installed customers in the North America region, to upsell and add new products
• Analyze and measure account plans for customer and company success
• Provide accurate forecasting for in and out quarter opportunities and quarterly revenue commitments
• Be the primary owner of the customer and their liaison to GitHub, and act as an ambassador for the client internally within the GitHub organization
• Network building:
• Be able to build a solid network at GitHub, Microsoft, and inside customers to ensure success
• Work with technical product management, engineering, support, technical sales, customer success, and professional services to bring the full weight of GitHub to help customers
• Understand GitHub products and solutions:
• Understand how to counsel customers on best practices for leveraging GitHub products and services to become innovation leaders
• Offer unique advice to encourage customers to think differently about their business and discover the true value of working with GitHub
• Work programmatically with prospects and new customers on a set of metrics to show them how to improve their business by properly using GitHub products and services
• Effective communicator and presenter:
• Be able to present to small and large groups of customers strategic ideas, work off script and be able to answer questions and challenges in live settings with key customers and partners
• Deal process, objection handling and driving momentum:
• 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, and Operations:
• Invest time in creating a functional team together with Solutions Engineering and Customer Success, our best teams are based on honest and transparent collaboration and communication
• Identify, understand, and drive requirements forward necessary for customers to consume GitHub products via our operations partners