Senior Enterprise Account Executive Italy and CEE

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 150+ million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate and experiment across 420+ million repositories. 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, France
Overview:

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.

 

Responsibilities:

Sales Excellence

• Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple 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. 

Account Management 

• 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

Industry Knowledge

• Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape. Leverages their depth of industry knowledge to position Solution Area technology in industry context. Demonstrates ability to position how GitHub products and solutions will help customers realize innovation through business transformation.

• 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.

• 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.

 

Qualifications:

Required Qualifications:

• 6+ years experience in technology-related sales, technical selling, or a related field
  
  

  • OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 4+ years experience in technology-related sales, technical selling, or a related field

  • OR Master's Degree in Business Administration AND 2+ years experience in technology-related sales, technical selling, or a related field

  • OR equivalent experience

• Fluency in Italian and English is required

• Sales experience on Italian market is essential  and a good understanding of the Central Eastern countries will be valuable

• Ability to travel up to 25% to serve business or client needs

Preferred Qualifications:

• Proven track record of driving successful strategic sales by aligning multiple resources with customer objectives

• Experience selling into technology accounts with an emphasis on the software development ecosystem is strongly preferred

• Curiosity and willingness to continuously learn all aspects of the software development lifecycle, GitHub products and tools, and the greater DevOps and DevSecOps industry

 

GitHub Leadership Principles:

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 150 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.
EEO Statement: GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!