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Github // online project hosting using Git
 
Sales, Full Time    Remote - Europe    Posted: Friday, August 06, 2021
 
   
 
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JOB DETAILS
 

GitHub is seeking a Services Sales Representative to work with an active team of professional services providers.

We're looking for a team member who applies customer-facing skills & GitHub knowledge to craft success paths for our customers. As a Services Sales Representative, you'll work directly with customers, the sales team & the professional services team for selling Services, scoping, procuring, & coordinating service engagements.

This role engages with internal groups including sales, finance, marketing, legal & engineering. While this role is remote-worker friendly, [REGION] locations are preferred.

Responsibilities:

  • New business strategic selling. Develop services sales plans & resource requirements to close new business within GitHubs Enterprise market segment & grow those accounts by providing new account services for customer & company success. Provide accurate forecasting for deals & quarterly revenue. Be the primary interface for new prospects & customers.
  • Risk Management. Identify risk & be decisive to ensure any risk is mitigated.
  • Network building. Identify the right customer stakeholders & build connections quickly to drive consensus for deals; work cooperatively with a wide range of internal stakeholders for deal success. Build a solid network at GitHub & within customer & prospect accounts to ensure successful deal conversion. Work cross-functionally within professional services organization. Also with technical product management, engineering, support, & sales organizations to demonstrate the value of GitHub and, in turn, help close business & ensure new customer success.
  • Manage by influence. Be a consensus builder inside GitHub & within customer & prospect accounts to ensure mutually beneficial results.
  • Understand GitHub products & solutions. Understand how we enable customers to be successful with our products & services to help them be innovation leaders. Teach customers about their industries & offer unique insights to encourage customers to think differently about their business & discover the true value of working with GitHub Services to help transform their business outcomes. Sell value & provide real ROI analysis with our products & 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 & services.
  • Effective communicator & presenter. Present strategic ideas to small & large groups of customers, work off script & answer questions & challenges in live settings with key prospects, new customers & partners.
  • Deal process, objection handling & driving momentum. Map out prospect buying processes, help new buyers navigate deals to close, & identify deal stakeholders (including mobilizers & blockers) in order to drive deal momentum to close. Independently & collaboratively strategize for solving deal-level challenges.
  • Understand the PS business. Understand how the PS offerings intersect with our products & be able to guide the field to provide the best solution for each customer. Deeply understand the operational side of the PS business & be able to guide the team on their interactions with legal, finance, accounting & sales operations. Be as comfortable delving into the details of a SOW, as you are representing GitHub Professional Services at a customer meeting.
  • Precision & Discipline: Maintain forecast accuracy & pipeline hygiene. 

Qualifications:

  • 5-10 years of successful sales experience
  • 5+ years of experience selling professional services
  • Consistent track record of meeting or exceeding quota while winning new customer business
  • Consistent track record of engaging resources that align with customer objectives
  • Demonstrates a strong customer orientation, dedication, & passion for delivering a great customer results
  • Great problem solving skills around technical, product, & business questions
  • Experience working with legal & other internal teams to craft & deliver proposals & SOWs
  • Strong presentation skills & the ability to engage audiences
  • Able to relate technical concepts to customers of all technical backgrounds
  • Effectively work in a remote environment.
  • Excellent verbal & written communication skills
  • Ability to travel up to 50%
  • Collaborative & team oriented
  • Interest in Git & GitHub
  • Strong technical aptitude & the ability to become deeply fluent in the GitHub's technology & the industry

Preferred Qualifications:

  • High energy & positive attitude
  • 5+ years of sales, sales engineering, or technical business development
  • Ability to take initiative
  • Experience with legal instruments, knowledge of MSA & other necessary legal documents
  • Experience using salesforce.com CRM
  • Experience leveraging the CEB Challenger framework
  • Comfortable working in a fast-paced & dynamic environment
  • Familiarity with Git or legacy version control systems
  • Willing to go the extra mile with a strong work ethic; self-directed & resourceful

Who We Are:

GitHub is the developer company. We make it easier for developers to be developers: to work together, to solve challenging problems, & to create the worlds most important technologies. We foster a collaborative community that can come togetheras individuals & in teamsto create the future of software & make a difference in the world.

Leadership Principles:

Customer Obsessed - Trust by Default - Ship to Learn - Own the Outcome - Growth Mindset - Global Product, Global Team - Anything is Possible - Practice Kindness

Why You Should Join:

At GitHub, we constantly strive to create an environment that allows our employees (Hubbers) to do the best work of their lives. We've designed one of the coolest workspaces in San Francisco (HQ), where many Hubbers work, snack, & create daily. The rest of our Hubbers work remotely around the globe. Check out an updated list of where we can hire here: https://github.com/about/careers/remote

We are also committed to keeping Hubbers healthy, motivated, focused & creative. We've designed our top-notch benefits program with these goals in mind. In a nutshell, we've built a place where we truly love working, we think you will too.

GitHub is made up of people from a wide variety of backgrounds & lifestyles. We embrace diversity & 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!

Please note that benefits vary by country. If you have any questions, please don't hesitate to ask your Talent Partner.

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