Senior, Enterprise Account Manager, DACH

<p>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. If you are curious, love leading teams towards common goals, and moving fast, we want you. The role will report to the Regional Sales Director DACH. </p> <p><strong>Responsibilities:</strong></p> <p>Strategic account planning and Executive relationship building. Develop plans and resource requirements to develop our potential and installed customers in the DACH region, to upsell and add new products. Be in charge of an extended team of supporting resources to drive customer adoption and satisfaction. Analyze and measure account plans for customer and company success. Provide accurate forecasting for in and out quarter opportunities and quarterly revenue commitments. Be the primary owner of the customer and their liaison to GitHub, and act as an ambassador for the client internally within the GitHub organization.</p> <p><strong><em>Risk Management</em></strong><strong>. </strong></p> <p>Be able to identify risk, assess possible solutions, and propose the best option to fit both customers' and GitHub’s best interests.  </p> <p><strong><em>Network building</em></strong><strong>. </strong></p> <p>Be able to build a solid network at GitHub, Microsoft, and inside customers to ensure success. Work with technical product management, engineering, support, technical sales, customer success, and professional services to bring the full weight of GitHub to help customers.</p> <p><strong><em>Manage by influence</em></strong><strong>.</strong> </p> <p>Be a consensus builder inside GitHub, Microsoft, and at the customer to drive to agreed outcomes.</p> <p><strong><em>Understand GitHub products and solutions</em></strong><strong>.</strong> </p> <p>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.  Work programmatically with prospects and new customers on a set of metrics to show them how to improve their business by properly using GitHub products and services. </p> <p><strong><em>Effective communicator and presenter</em></strong><strong>.</strong> </p> <p>Be able to liaise on Executive level to establish a strong alignment between the customers business objectives and the GitHub Vision. 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. </p> <p><strong><em>Deal process, objection handling and driving momentum</em></strong><strong>.</strong> </p> <p>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.</p> <p><strong><em>Team with Solutions Engineering and Customer Success</em></strong><strong>.</strong>  </p> <p>Invest time in creating a functional team together with  Solutions Engineering and Customer Success, our best teams are based on honest and transparent collaboration and communication </p> <p><strong>Required Qualifications:</strong></p> <ul> <li>Experience in enterprise software sales in DACH region</li> <li>Business proficient in German language.</li> <li>Experience working with C-level executives for enterprise customers.</li> </ul> <p><strong>Preferred Qualifications:</strong></p> <ul> <li>Strong customer orientation, dedication, and passion for delivering a great customer experience</li> <li>Ability to assess customer needs and build valuable, trusted, relationships at all levels </li> <li>Coherent and convincing presentator </li> <li>Eloquent verbal and written communicator </li> <li>English skills are required</li> <li>Curiosity and willingness to learn continuously all aspects of the software development lifecycle (inc. application security)</li> <li>The ability to become fluent in GitHub's technology and the industry</li> <li>Consistent track record of aligning multiple resources to align with customer objectives</li> <li>Consistent track record of exceeding quota</li> <li>Willing to challenge the status quo, acknowledges issues and proposes possible solutions Considerate and motivated by the success of the team</li> </ul> <p> </p> <p>Locatio