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, United States

Overview

We are seeking a dynamic and experienced Partner Success Manager (PSM) to join our Partner team who proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. The PSM will be responsible for managing and nurturing relationships with our key GSI partners and will bring stakeholders from different parts of the business together to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. The PSM leverages the voice of GSI partners and customers through direct engagements, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers.

The ideal candidate will have a strong background in partner management, experience with GSIs, and a deep understanding of software solutions and specifically the developer tools market.

Responsibilities

Co-Sell Partnerships

• Proactively creates, nurtures, and influences a GSI partner ecosystem to drive larger impact for the customer. Facilitates match-making to drive opportunities (e.g., digital transformations), connecting partners to sellers and working closely with account teams to align GitHub solutions to specific business needs across horizontals and verticals. Delivers and integrates partner expertise and solutions into sales cycles that grow consumption of GitHub products. Demonstrates portfolio of business while managing pipelines.
• Brings stakeholders from different parts of the business (e.g., account team unit, solution team unit, business groups, customer program management, worldwide inside sales, cloud specialist) together to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Drives leads and opportunities for GSI partners with internal teams and provides feedback on marketing campaigns. Work with GSI partners and internal PDM’s to develop and execute strategic plans that align with their business goals and our company's objectives. Prepare and present regular reports on GSI partner performance, satisfaction, and overall success metrics to internal stakeholders.
• Manages partner co-selling for GitHub's GSI partners to drive joint pipeline and partner consumption of GitHub products at scale. Connects with GitHub's sales and partner communities to bridge and support partner-to-partner engagements as needed, aiming to scale the offering also through co-sell-ready partners. Identifies and lands sales offers, incentives, and surface customer wins for partner sell-with evidence. Supports account teams while navigating within partners' solutions and expertise.
• Develops pipelines with co-sellers. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Participates in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps. Drives pipeline reviews with top co-sell partners and GitHub sellers to evaluate pipeline effectiveness.
  
  

Partner Impact

• Leverages the voice of partners and customers through direct engagements, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Drives attendance to partner events and responses to partner surveys. Adapts partner strategies as needed to adjust for scale and complexity. Aligns resources and programs to support partner co-sell pipeline velocity and alleviate friction points.
• Brings detailed feedback to build-with teams and executes on corrections of errors in response to feedback.
• Maintains and stays up to date on GitHub's sales compliance processes. Drives sales with partners in accordance with GitHub's compliance policies.
• Supports sponsorship of innovative solutions and the presentation of solutions.
  
  

Other

• Foster a Culture of Inclusion and Innovation and Growth Mindset: Support and engage with GitHub’s diverse community by creating a welcoming environment for partners, advocating for inclusive solutions, and embracing innovative tools and workflows that align with GitHub’s mission to build for everyone. Demonstrate a focus on being a constant learner
  
  

Qualifications

Required Qualifications:

• 7+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
• OR Bachelor's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 5+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
• OR Master's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 3+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
• OR equivalent experience.
• 3+ years experience in GSI go-to-market creation for an enterprise technology company including but not limited to sales pipeline creation, co-selling opportunities and consumption planning.
• 3+ years experience defining, building, and executing on post-sales customer success account plans for GSI’s that drive broad adoption at scale.
  
  

Preferred Qualifications:

• 3+ years experience working in or with the Microsoft Partner Business units
• Proven ability to meet or exceed quota and/or sales targets
• Prior experience selling or supporting Software Development, DevOps, DevSecOps, or AI products
  
  

Compensation Range

The base salary range for this job is USD $71,695.00 - USD $190,125.00 /Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 65/35 base salary/sales incentive.

These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.

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 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 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!