Enterprise Business Representative

at  GITHUB INC

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, Netherlands
Overview:
Contributes to identifying appropriate parties to partner with/sell to through conducting a customer assessment of current needs and delivering the correct value proposition to meet those needs. Contributes to creating and managing connections between necessary stakeholders within GitHub and customers. Participates in discussions with customers/partners to align and help determine customer/partner needs and desired outcomes for a customer engagement. Interprets product usage reporting to inform prospecting strategy. Contributes to continuous process improvements and in-flight changes through contributions to the review and analysis of performance for specific strategic plans. Contributes to the design and execution of relevant projects in alignment with strategic goals, with guidance from others.
Responsibilities:

Prospecting Strategy

• Contributes to identifying appropriate parties to partner with/sell to through conducting a customer assessment of current needs and delivering the correct value proposition to meet those needs. Assesses and pursues market opportunities and trends for the sales representatives that provide opportunities for partners/customers to leverage GitHub platforms/products by identifying, quantifying, and qualifying opportunities. Qualifies opportunities and contributes to account planning in cooperation with sales representatives to identify and prioritize goals and objectives for an achievable target.
• Executes and contributes to designing partner/customer account strategy to deliveron strategic business objectives, in partnership with the sales representative. Helps to build a strong customer presence by identifying additional strategic contacts and/or departments that will identify with company value propositions and grow customer engagement and footprint (e.g., the amount of business transacting with GitHub). Maintains a strong customer focus through strategic communications and develops customer understanding of company value propositions. Integrates information from prior engagements and learnings to build an improved prospecting strategy.

Stakeholder Management

• Identifies the appropriate executive-level stakeholder within customers to connect and work with, in cooperation with the sales representative in pursuit of new business generation. Orchestrates sales or partnership pursuits with customers/partners. Ensures customer’s awareness of key contacts, as well as GitHub’s value proposition, to contribute to customer purchasing. Contributes to creating and managing connections between necessary stakeholders within GitHub and customers.

Deal Negotiation

• Participates in discussions with customers/partners to align and help determine customer/partner needs and desired outcomes for a customer engagement.

Reporting

• Interprets product usage reporting to inform prospecting strategy. Leveragesreporting to address customer questions. Utilizes internal sales metrics to selfgovern activity and achieve individual quota.

Operations

• Contributes to continuous process improvements and in-flight changes throughcontributions to the review and analysis of performance for specific strategic plans.Takes steps to continuously learn and develop self, by bringing losses to theforefront and growing from prior engagements. Leverages knowledge andsuggestions from experienced peers to contribute to improvements on customercentricity, technological intensity, and process simplicity.
• Contributes to the design and execution of relevant projects in alignment withstrategic goals, with guidance from others.
• Leverages deep domain/industry knowledge to develop creative and innovative solutions for Sales Business Development stakeholders to improve workflow and results. Shares successes, thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate (e.g., industry events).

Other

• Embody our culture and values

Qualifications:

QUALIFICATIONS REQUIRED

• Experience in business development or sales
• OR equivalent experience.
• Two days a week working from the Amsterdam Office - Central location
• Must be legally authorised to work in The Netherlands
• German Language - Business Level Proficiency

PREFERRED QUALIFICATIONS

• Previous experience prospecting into enterprise accounts in a highly technical market
• Comfortable working in a fast-paced and dynamic environment
• Genuine interest in technology and ability to understand, distill and convey the value proposition of an Enterprise Platform
• Knowledge of Git and GitHub
  GitHub Leadership Principles:

Please refer the Job description for details