About Git Hub: As the global home for all developers, Git Hub 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 Git Hub to build amazing things together across 330+ million repositories. With all the collaborative features of Git Hub, 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:Leads the creation of a strategic vision rooted in Git Hub and Microsoft vision potential impact across segments with particular focus on the Cloud Service Provider go-to-market motion. Leads the creation of a strategic vision rooted in Git Hub and Microsoft vision potential impact across partners with a specific focus on consumption in a digital marketplace. Uses Challenger mindset to influence and engage partners and develop a trusted-advisor relationship with senior level leaders and partners to establish strategic alignment and drive growth. Leads Business Design briefings to architect frameworks to optimize mutual success, advising partner leadership on building high-impact Git Hub partner practices and programs embedded in consumption. Leverages internal resources to collaborate on the development of go-to-market and co-selling strategies with Microsoft that define activities and expectations to meet joint sales goals. Helps derive partner-led campaigns with various functional areas and across field teams. Ensures Git Hub and Microsoft co-sell through evolution of engagement models for the CSP space; identifying and removing barriers for joint engagement. Influences and plays an active role in Git Hub sales transformation through a CSP lens. Helps lead the integration of skills, capability, and capacity plans for the Git Hub and Microsoft CSP business. Provides input to virtual team members. Collaborates to execute and monitor projects/programs.

Responsibilities:Git Hub Business Leader

• Leads the creation of a strategic vision rooted in the joint cloud vision potential impact through the consumption mechanisms. Demonstrates an expert understanding of the industry and global partners business and conveys the value of partnering with Git Hub based on the business opportunity and possible competition. Responsible for establishing new market partnerships by working with market makers and making connections. Begins to think longer term regarding the possibility of making larger deals. Establishes long-term strategic vision for the partnership, creating opportunities for deeper commitments.
  
• Leads the creation of a strategic vision rooted in Git Hub and Microsoft vision potential impact, leveraging the established cloud strategies and programs. Demonstrates an expert understanding of cloud and consumption within the Devops industry and the impact of Partners In that space. Conveys the value of partnering with Git Hub based on the business opportunity and possible competition. Responsible for establishing new market partnerships by working with market makers and making connections. Begins to think longer term regarding the possibility of making larger deals. Establishes long-term strategic vision for the partnership, creating opportunities for deeper commitments.
  
• Uses Challenger mindset to influence and engage partners and develop a trusted advisor relationship with senior level leaders and partners to establish strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with Git Hub’s to build mutually beneficial account plans. Executes and drives action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors. Builds and maintains trusted advisor relationships with partner through a deep understanding of their local strategy and business imperatives. Identifies and clearly articulates business opportunities for partners and suggests ways to pursue them. Fosters a broad stakeholder map.
  

Microsoft Co-Sell and Consumption

• Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high-impact Git Hub partner practice. Develops and executes strategic partner business plans directly aligned with field goals and objectives for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities. Shares expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses. Champions Git Hub as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete. Drives a strategic, effective, and actionable World-class Account Plan to land Git Hub and Microsoft channel priorities. Establishes and maintains a partner Rhythm of Business (Ro B) across all levels and takes share as appropriate. Brings deep subject matter expertise to enrich designs and plans.
  
• Leverages internal resources to collaborate on the development of go-to-market and co-selling strategies with Microsoft that define activities and expectations to meet the targeted Git Hub and Microsoft sales goals. Prioritizes accounts for developing go-to market strategies. Advises Git Hub and Microsoft field teams on meeting various programs, initiatives, sales, incentive, and tech requirements. Shadows and engages cross-reach org members such as PDMs; TPMs; Corporate/Enterprise Solution Sales (C/ESS) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed. Helps field teams understand what a partner-led, consumption-based business is and how it operates, coaches sellers around consumption economics (e.g., leverages reports, analyses, etc.).
  
• Helps lead campaigns with various functional areas and the Git Hub and Microsoft field teams. Oversees planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Ensures Launch Excellence with sales readiness, and Go-To Market (GTM) activities. Supports field readiness by assisting field teams in the development and execution of GTM plans with guidance to generate customer sales (e.g., campaigns, incentives, and promotions). Provides support to sellers on deals to gain commercial and drive revenue. Demonstrates a moderately complex understanding of GTM programs and builds required campaigns. Builds and launches integrated industry specific motions with the Microsoft field teams.
  

Team Performance and Impact

• 
  Ensures results Git Hub and Microsoft co-sell through resolution of complex and urgent escalations. Leads the orchestration of response to field teams to ensure timely action and resolution from internal teams. Executes a rhythm of business (Ro B) for regular co-sell reviews and quarterly business reviews (e.g., MBRs, QBRs) to track, plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders. Advocates to and guides other groups in prioritizing Git Hub's solutions and issues. Champions internal processes that benefit field teams and; partners and brings insights into the organization around what the consumptive co-sell experience looks like via the CSP motion. Advocates for the development of relationships with field sales counterparts in support of Git Hub solutions through Microsoft GTM and its CSP Partner Program. Advocates for co-sell internally at the local level by connecting Microsoft and Git Hub executives to facilitate local reviews for pipeline generation and strategic opportunities via CSP motions. Actively seeks opportunities to demonstrate the value of Git Hub within a consumptive world to all other organizations within Microsoft.
  
• Influences and plays an active role in Git Hub sales transformation (e.g., readiness, compensation, territories, GTM). Brings Subject Matter expertise to help others lead and implement strategic alignment with Microsoft through strong storytelling.
  
• Helps lead the integration of skills, capability, and capacity plans for the Git Hub and Microsoft business. Influences field teams to create a learning culture. Lands and orchestrates various sales and tech trainings and bootcamps to increase the partners' capabilities. Helps lead the creation of local strategies to align capacity and capability of the field teams to compete, gain, and win share for Git Hub solutions to expand platform and sockets for services. Monitors market landscape and uses this knowledge to influence the local strategy in business planning decisions. Other
  
• Embody our culture and values
  

Qualifications:

Qualifications Required/Minimum Qualifications

• Several years experience in Alliance Management, sales, business development, go-to market, or partner channel development in the technology industry or related experience

o OR Bachelor's Degree in Marketing, Business Operations, Computer Science or related field AND several years experience in Alliance Management, sales, business development, or partner channel development in the technology industry or related experience
o OR Master's Degree in Marketing, Business Operations, Computer Science or related field AND experience in Alliance Management, sales, business development, or partner channel development in the technology industry or related experience
o OR equivalent experience.


Additional or Preferred Qualifications

• Several years experience in technology-related sales or account management experience in the Dev Ops / Cloud Space

o 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
o OR Master's Degree in Computer Science, Information Technology, Business Administration, or related field AND several years experience in technology related sales or account management
o OR equivalent experience. People management experience.

Git Hub Leadership Principles: Git Hub 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: Git Hub 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 Git Hub.
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 Git Hub, 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: Git Hub 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!