Enterprise Account Executive

4 weeks ago

United Kingdom GitHub, Inc. Full time

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, United Kingdom

Overview

GitHub helps companies and organizations succeed by allowing them to build better software together. We're looking for tenured Enterprise Sellers to work with our largest customers to build strong 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, underlying technology, and competitive advantages to build valuable solutions for our customers. If you are technically curious, love leading teams toward common goals, and moving fast, we want you.


Responsibilities

Strategic account planning

Develop plans and resource requirements to drive our potential and installed customers in France, 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.

Risk Management

Be able to identify risk and be decisive in ensuring it is managed.

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 and professional services to bring the full weight of GitHub to help customers.

Manage by influence

Be a consensus builder inside GitHub, Microsoft and at the customer to drive to agreed outcomes.

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 insights to encourage customers to think differently about their business and discover the true value of working with GitHub. Be able to 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. Independently and collaboratively strategize for solving deal-level challenges.

Team with Solutions Engineering and Customer Success

Feel comfortable working alongside our Solutions Engineering and Customer Success team, our best teams have the closest sales and pre-sales alignment.


Qualifications

Required Qualifications:

  • Several years of successful enterprise software sales experience
  • Public sector, retail, and or life sciences sales experience
  • Fluent English speaker

Preferred Qualifications:

  • Strong presentation skills
  • Interest in all aspects of the software development lifecycle (inc. application security)
  • Strong technical aptitude and the ability to become fluent in the GitHub's technology and the industry
  • Consistent track record of aligning multiple resources to align with customer objectives
  • Consistent track record of exceeding quota
  • Strong customer orientation, dedication, and passion for delivering a great customer experience
  • Ability to assess customer needs and build strong, trusted, relationships at all levels

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.
#J-18808-Ljbffr

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