Director, Enterprise Sales EMEA II

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, United Kingdom
Overview:

At GitHub, we empower companies and organisations to achieve excellence in software development collaboratively. We're in search of a dynamic Director of Regional Sales to spearhead the expansion and advancement of our NEMEA Enterprise Organisation, both in cultivating new business and nurturing existing relationships. As a pivotal member of the EMEA Enterprise leadership team, you will play a crucial role in translating strategy into action and shaping the future of the EMEA Enterprise Sales team.

 

We are looking for a visionary leader with an innate drive for assembling high-performing teams and achieving unparalleled sales outcomes. In this role, you will take the reins of one of the fastest growing segments at GitHub to lead and scale a team of 8 account executives in the EMEA region.

 

This opportunity is not just a job; it's a chance to make a substantial impact on GitHub's growth trajectory in EMEA and Globally. As the torchbearer of a key element in our Enterprise growth strategy, you will be at the forefront of executing our vision that propels GitHub to new heights. The ideal candidate is not only committed to developing their sales team but is also driven to exceed revenue expectations across the diverse spectrum of GitHub's business lines. If you're passionate about driving success and shaping the future of collaborative software development, we want you on our team.

 

Responsibilities:

 

Account Management 

• Directs the execution of strategies for assigned accounts to ensure engagements yield high-volume sales and open new opportunities for both GitHub and the partners, aligned to goals, budgets, and/or forecasts. 

• Leads, challenges, and inspires team to focus on top priorities and challenges to drive business case. Leverages deep industry expertise to anticipate industry direction, ecosystem, and transformation. 

• Manages team efforts to execute on collected feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a developed understanding of the customer's business model to articulate growth opportunities, leveraging industry knowledge to shape the ecosystem. Collaborates with relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities

• Leads efforts with key internal and external partners (e.g., Microsoft teams) including vertical industry partners with business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, customizable joint investment plans to grow sales and partner impact, leveraging deep relationships, broad influence, and in-depth industry expertise. 

• Provides strategic leadership and guidance to a team of account managers. Leverages expertise in mapping prospects and buying processes to advise and support the team in helping new buyers navigate deals to closure. Works closely with teams to identify deal stakeholders, mobilizers, and blockers, driving deal momentum and ensuring sign-off on deals. Leads team to achieve outcomes and drive overall account management.

 

Territory Planning

• Leads the development and application of a mature/dynamic multi-year customer plan detailing critical insights and new business opportunities aligned to customer priorities. Leads and coordinates a diverse and high-performing team and key stakeholders (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to deliver on account plans and grow the account. 

 

Customer Engagement

• Proactively owns and elevates a transformative customer stakeholder engagement strategy to foster customer trust and brand growth and loyalty. Sets organizational tone for building and maintaining long-term strategic customer relationships and for driving larger impact for the customer. Proactively defines and executes governance model to ensure mapping across seniority levels. 

• Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, and strategies and industry insights, competition, market competitive trends, and the customer's customers. Identifies and pursues opportunities to optimize offerings and delivers solutions into overall long-term business strategy

• Owns the development of the business transformation and co-innovation strategy for assigned accounts that is based on customer's expected outcomes and GitHub's added innovative value, and opens doors to new opportunities grounded in deep understanding of industry trends, customer needs, competitor differentiators, and final consumer perspectives. Anticipates market changes to drive new industryrelevant cloud solutions to customers. Brings greater customer/partner ecosystem together with the customer to discuss how to enrich customer's value to their customers, and creates mutually agreed upon roadmaps on how to capture innovation/transformation within accounts.

 

Sales Excellence 

• Leads the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Implements customer-focused and mutual success criteria, such as executive steering committees, quarterly business reviews, and scorecards. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. 

• Earns and maintains status as a thought leader and trusted advisor to assigned accounts' C-level business decision makers by bringing innovative ideas and narratives, leveraging deep industry expertise, establishing ongoing cadences, and bringing together the customer's customers. 

• Leverages understanding of customer business and ability to translate customers' business priorities to GitHub solutions, and engages GitHub decision makers to drive customer's strategy, goals, and optimization. Engages and influences decision makers of the account on GitHub's vision, strategy, and value, and positions GitHub to increase customer's budget allocated to GitHub, tailor solutions that satisfy customers' key performance indicators (KPIs). Translates features into business outcomes that accelerate the customer's industry needs. Creates quantifiable business metrics that address business outcomes for the customer 

• Creates and qualifies new opportunities by identifying highly strategic opportunities (e.g., very large, long-term, high-impact) within accounts and guiding the customer on how to best identify new opportunities. Drives new business opportunities across the team by creating a partner ecosystem

 

Industry Knowledge

• Partners with internal industry experts to strengthen knowledge of the industry (e.g., emerging trends, forecasting long-term developments, influencers), competitors (e.g., Amazon Web Services [AWS], Salesforce) customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of GitHub's offerings (e.g., product landscape, solutions, strategy to address customers' needs) to provide thought leadership and mentor the account management team on ways to gain deeper industry knowledge that ultimately addresses customer needs. 

 

Execution of Pipeline

• Forecasts and prioritizes strategies for understanding emerging industry needs and how they can be fulfilled via co-sell solutions with new partners to influence customers to adopt GitHub technologies. Provides guidance for forecasting and maintaining pipeline hygiene.

 

Speciality Responsibilities

• Oversees and leads the implementation of strategies to prospect, build, and maintain a sales pipeline for a small quantity of accounts in the Enterprise segment.

 

Qualifications:

Required Qualifications  

• 9+ 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 7+ years experience in technology-related sales, technical selling, or a related field

• • OR Master's Degree in Business Administration AND 5+ years experience in technology-related sales, technical selling, or a related field

  • OR equivalent experience.

Preferred Qualifications

• Demonstrated experience working closely with channel partners to help build strategy and scalable Enterprise partner motions.
• Experience with consumption-based products.
• Ability to travel approximately up to 25% to support business and/or customer needs.
• Experience analysing market trends, and making data-driven decisions to drive sales growth.
• Experience with transitioning from a license based to consumption based business model.
• Experience creating strong relationships within channel partner communities such as Microsoft to help build strategy and scalable Enterprise co-sell and channel partner motions.

 

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.
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