Digital Sales Account Executive

Company : GitHubLocation : San Francisco, CAEmployment Type : Full TimeDate Posted : 12 / 22 / 2024Expire Date : 02 / 22 / 2025Job Categories : SalesJob DescriptionDigital Sales Account ExecutiveManages and executes plans utilizing common sales and delivery methodology for the GitHub sales organization for multiple accounts to ensure GitHub targets and customer business needs are met. Manages multiple accounts and determines which accounts should take priority and when to act, while maintaining a high level of commitment and accountability. Learns to build a relationship with the internal and external partner network specific to a particular account. Learns about mapping prospects and buying processes. Works with team members to engage internal and external stakeholders on account planning and learns about setting strategic priorities and plans to achieve outcomes. Builds connections with executives and business and technical decision makers through consultative engagement in the assigned accounts. Develops an understanding of the customer's business and technology needs for top priorities. Seeks feedback from customers of assigned accounts to identify and understand the drivers of satisfaction and establishes action plans to improve their overall experience. Gains an understanding of GitHub's strategic platform.ResponsibilitiesAccount Management Manages and executes plans utilizing common sales and delivery methodology (e.g., Value Framework, MEDDPICC, Challenger Sale, Command of the Message) for the GitHub sales organization for multiple accounts to ensure GitHub targets and customer business needs are met. Coordinates with extended virtual teams and holds self and the team accountable for executing on plans and meeting customer needs. Outlines revenue targets to deliver on account plans. Orchestrates extended team and embraces partners to scale business. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions / Sales Plays.Manages multiple accounts and determines which accounts should take priority and when to act, while maintaining a high level of commitment and accountability. Coordinates with the account management team to problem solve and mitigate issues.Learns to build a relationship with the internal (e.g., Industry Solutions [IS]) and external partner network (e.g., Microsoft teams) specific to a particular account. Partners with senior team members with developing customer business and technology transformation plans that meet individual sales target and account needs. Where applicable, reviews / accepts opportunities shared inbound. Begins to work with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.Learns about mapping prospects and buying processes. Helps new buyers navigate deals to close. With guidance, identifies deal stakeholders, mobilizers, and blockers in order to drive deal momentum to close and secure sign-off on deals. Helps strategize for solving deal-level challenges.Territory Planning Works with team members to engage internal and external stakeholders on account planning for assigned accounts and learns about setting strategic priorities and plans to achieve outcomes. With direction, assists with structuring account planning rhythm to set priorities, align Solutions / Sales Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals. Follows instructions and protocols to ensure teams are documenting in the Account Plan.Customer Engagement Builds connections with executives and business and technical decision makers through consultative engagement in the assigned accounts to establish trust and credibility in future interactions. Liaises with customers during interactions, focuses on consistently addressing their technical and business needs, explains technical concepts relevant to the customer, and connects the customer to GitHub executives. Leverages selling methods (e.g., digital) to network and create a pipeline, consume account-based marketing outputs, and reflect the engagement strategy in our customer plan.Develops an understanding of the customer's business and technology needs for top priorities for assigned accounts. If industry aligned, also learns about the customer's industry.Sales Excellence Seeks feedback from customers (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and establishes action plans to improve their overall experience. Leverages internal resources to support customer needs.Gains an understanding of GitHub's strategic platform. Shares knowledge of GitHub's offerings with customers to create a mutually-beneficial industry business value proposition and recommend relevant solutions. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs).Develops value-proposition presentations based on the GitHub Platform Deck (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities. Assists with creating GitHub Sales proposals, leveraging what is learned from customer during value-based selling process.Develops strategies to secure buy in and execution of plans and aims to identify new non-qualified opportunities within assigned accounts while utilizing common sales and delivery methodology for the GitHub sales organization.Industry Knowledge Learns about the business of assigned accounts and intricacies of their industry, of GitHub's position in the industry, and of direct competitors. Coordinates with internal industry experts (e.g., industry teams) to gather industry data of assigned accounts and improve planning.Execution of PipelineAssists with delivering expertise to account management teams to facilitate solution selling, gain input and support from GitHub stakeholders, and define a governance structure to manage lead pipelines.Learns about emerging industry needs and how they can be fulfilled via co-sell solutions with new partners to influence customers to adopt GitHub technologies.Supports efforts to forecast pipeline hygiene.Follows detailed instructions to develop understanding of timelines and how to move the pipeline along various stages.Specialty Responsibilities Learns to prospect, build, and maintain a sales pipeline for a large quantity of accounts in the Digital segment.Qualifications Required / Minimum Qualifications 1 year(s) sales experience○ OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field○ OR equivalent experience.Additional or Preferred Qualifications 3 years experience in technology-related sales or a related field○ OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 1 year(s) experience in technology-related sales or a related field○ OR Master's Degree in Business Administration○ OR equivalent experience.#J-18808-Ljbffr