Services Sales Representative - Corporate
Company: GitHub
Location: Fresno
Posted on: February 24, 2021
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Job Description:
GitHub is seeking a Services Sales Representative to work with
the Professional Services team. We're looking for a team member who
applies customer-facing skills and GitHub knowledge to craft
success paths for our customers. As a Services Sales
Representative, you'll work directly with customers, the sales team
and the professional services team for selling Services, scoping,
procuring, and coordinating service engagements. This role engages
with internal groups including sales, finance, marketing, legal and
engineering. While this role is remote-worker friendly, US - West
locations are preferred. Responsibilities:* New business strategic
selling. Develop services sales plans and resource requirements to
close new business within GitHub's Enterprise market segment and
grow those accounts by providing new account services for customer
and company success. Provide accurate forecasting for deals and
quarterly revenue. Be the primary interface for new prospects and
customers. * Risk Management. Identify risk and be decisive to
ensure any risk is mitigated. * Network building. Identify the
right customer stakeholders and 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 and within customer and prospect accounts to ensure
successful deal conversion. Work cross-functionally within
professional services organization. Also with technical product
management, engineering, support, and sales organizations to
demonstrate the value of GitHub and, in turn, help close business
and ensure new customer success. * Manage by influence. Be a
consensus builder inside GitHub and within customer and prospect
accounts to ensure mutually beneficial results. * Understand
GitHub's products and solutions. Understand how we enable customers
to be successful with our products and services to help them be
innovation leaders. Teach customers about their industries and
offer unique insights to encourage customers to think differently
about their business and discover the true value of working with
GitHub Services to help transform their business outcomes. Sell
value and provide real ROI analysis with our products and 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 and services. * Effective
communication and presentation . Present strategic ideas to small
and large groups of customers, work off script and answer questions
and challenges in live settings with key prospects, new customers
and partners. * Deal process, objection handling and driving
momentum. Map out prospect buying processes, help new buyers
navigate deals to close, and identify deal stakeholders (including
mobilizers and blockers) in order to drive deal momentum to close.
Independently and collaboratively strategize for solving deal-level
challenges. * Understand the PS business . Understand how the PS
offerings intersect with our products and be able to guide the
field to provide the best solution for each customer. Deeply
understand the operational side of the PS business and be able to
guide the team on their interactions with legal, finance,
accounting and sales operations. Be as comfortable delving into the
details of a SOW, as you are representing GitHub Professional
Services at a customer meeting. * Precision and Discipline :
Maintain forecast accuracy and pipeline hygiene. Qualifications:*
3-5 years of successful sales experience * Experience selling
professional services (preferred) * 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, and passion for delivering a great customer results *
Great problem solving skills around technical, product, and
business questions * Experience working with legal and other
internal teams to craft and deliver proposals and SOWs * Strong
presentation skills and the ability to engage audiences * Able to
relate technical concepts to customers of all technical backgrounds
* Effectively work in a remote environment * Excellent verbal and
written communication skills * Collaborative and team oriented *
Interest in Git and GitHub * Strong technical aptitude and the
ability to become deeply fluent in the GitHub's technology and the
industry Preferred Qualifications:* High energy and positive
attitude * 5+ years of sales, sales engineering, or technical
business development * Ability to take initiative * Experience with
legal instruments, knowledge of MSA and other necessary legal
documents * Experience using salesforce.com CRM * Experience
leveraging the CEB Challenger framework * Comfortable working in a
fast-paced and dynamic environment * Familiarity with Git or legacy
version control systems * Willing to go the extra mile with a
strong work ethic; self-directed and 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, and to
create the world's most important technologies. We foster a
collaborative community that can come together-as individuals and
in teams-to create the future of software and 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 KindnessWhy
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, and 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/remoteWe are also committed to
keeping Hubbers healthy, motivated, focused and 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 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!Please note that
benefits vary by country. If you have any questions, please don't
hesitate to ask your Talent Partner.
Keywords: GitHub, Fresno , Services Sales Representative - Corporate, Sales , Fresno, California
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