Services Sales 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, Germany
Overview:
As a Services Sales Representative at GitHub, you’ll join us in driving digital transformation and delivering innovative solutions to our customers. As an expert in our service offerings, you’ll engage in meaningful industry-aligned conversations with your customers to showcase how our services empower their business growth. You’ll identify opportunities to drive revenue, deepen partnerships, and expand consumption through strategic initiatives and collaborative campaigns.
With a proactive approach, you’ll orchestrate services sales by mapping stakeholders, crafting strategies to accelerate deals, and curate relationships with internal teams and partners to unlock cross-sell and up-sell potential for your customers. All while leveraging cutting-edge insights to build a robust external network.
You’ll be instrumental in shaping business strategies, ensuring customer satisfaction, and delivering measurable results. By collaborating with sales, marketing, and partners, you’ll analyze business opportunities and manage the full sales cycle within your territory. All while staying ahead with continuous learning and certifications to align your expertise with our innovative products and solutions.
Responsibilities:

Sales Execution

• Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches junior team members in deal plan execution. Develops close plans (e.g., how to map timeline,engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure. Develop services sales plans and resource requirements to close new business within GitHub’s Enterprise market segment and grow those accounts by providing new account services for customer and company success.Map out prospect buying processes, help new buyers navigate deals to close, and identify deal stakeholders (including mobilizers and blockers) in order to drive deal momentum to close. Independently and collaboratively strategize for solving deal-level challenges.

Scaling and Collaboration

• Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, discussing solutions and offerings or quotes,and collaborating with partners or internal teams (e.g., Technical SalesProfessionals, Global Black Belts) for licensing transactions and/or project engagements. Assists with the creation and monitoring of a rapid and robust deployment plan at point of sale that is validated and deployed by services and partners. Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers’ needs. Articulate The business value of proposed solutions.
• Collaborates with a network of partners to cross-sell and up-sell. Discovers new partners by researching and discussing with partners on customer scenarios.Develops joint proposal with partners.Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners. Navigates the GitHub organization to bring the best impact to the customer.
• Leads conversations and sets up events within GitHub. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across GitHub. Initiates conversations with prospective customers/partners at events to expand external network. Acts as a platform level expert in one or more solution area(s).

Technical Expertise

• Understand how we enable customers to be successful with our products and services to help them be innovation leaders. Teach customers about their industries and offer unique insights to encourage customers to think differently about their business and discover the true value of working with GitHub Services to help transform their business outcomes. Sell value and provide real ROI analysis with our products and services for our new customers. Work programmatically with customers on expected results to show them how to improve their business by properly using GitHub products and services.

Sales Excellence

• Be a consensus builder inside GitHub and within customer and prospect accounts to ensure mutually beneficial results.
• Understand how the PS offerings intersect with our products and be able to guide the field to provide the best solution for each customer. Deeply understand the operational side of the PS business and be able to guide the team on their interactions with legal, finance, accounting and sales operations. Be as comfortable delving into the details of a SOW, as you are representing GitHub Professional Services at a customer meeting.

Other

• Embody our culture and values

Qualifications:

REQUIRED QUALIFICATIONS:

• Many years experience in technology-related sales or account management experience
• OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field AND several years experience in technology-related sales or account management
• OR Master’s Degree in Computer Science, Information Technology, Business Administration, or related field AND few years experience in technology related sales or account management
• OR equivalent experience.
• Some experience working with legal and other internal teams to craft and deliver proposals and SOWs
• Ability to travel up to 25% to serve business or client needs

PREFERRED QUALIFICATIONS:

• Few years experience in solution, services delivery, channel, or services sales experience, or related field
• Experience with legal instruments, knowledge of MSA and other necessary legal documents
• Able to relate technical concepts to customers of all technical backgrounds
• Experience using salesforce
  GitHub Leadership Principles:

Please refer the Job description for details