Senior Technical Partner Manager

GitHub, Inc.

12d•Remote

About The Position

GitHub is the world’s leading platform for software development, empowering millions of developers and organizations to build, collaborate, and innovate. We drive transformation through open source and enterprise-grade solutions. As a Senior Technical Partner Manager, you’ll lead strategic initiatives to grow and activate GitHub’s partner ecosystem. You’ll align cross-functional technical stakeholders to co-create solutions, accelerate joint go-to-market efforts, and drive adoption of GitHub products at scale. Your role will focus on cultivating high-impact partnerships, orchestrating co-selling motions, and leveraging partner and customer insights to remove adoption barriers. You’ll champion innovation, ensure compliance, and build trusted relationships that deliver measurable business outcomes.

Requirements

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.
Experience in technology solutions or services development, with a deep understanding of digital transformation business drivers, cloud platforms, and emerging cloud trends like generative AI and SaaS services.
Business Level Proficiency in both Spanish and English.
Ability to travel up to 20% when needed.

Nice To Haves

Strong background and in-depth knowledge of cloud technologies, with a focus on GitHub's offerings (GHE, Copilot, GHAS).
Familiarity with Microsoft sales & services approaches, roles, and go-to-market strategies.
Demonstrated leadership capabilities, driving business growth, fostering innovation, and navigating complex organizational landscapes.
Proven ability in strategy formulation, with a strong understanding of business strategies and the ability to lead the adoption of technologies by developing strategic, long-term visions for partners.

Responsibilities

Drive innovation to meet future market demand and maximize partner impact.
Establish long-term engagement to influence large partners in adopting GitHub Technologies.
Develop deep technical relationships with CXOs and build executive relations with highly strategic partners.
Collaborates with MSFT colleagues in partner’s technical development.
Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer.
Facilitates match-making to drive opportunities (e.g., digital transformations), assisting partner development managers in 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. Refers to solution/practice maps or marketing campaigns to support partner strategy.
Assists in partner co-selling for GitHub's most strategic solution 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. Supports account teams while navigating within partners' solutions and expertise, including global solution partners. Carries a target on intellectual property (IP) and/or service co-sell metrics, connects partners with sales teams, and drives increased awareness of partner solutions across verticals to move sales forward.
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.
Offer guidance to the broader partner’s technical teams to ensure that technical pre-sales, deployment, and consumption are part of solution development efforts; coach the partner on building resilience to technical issues and dealing with competition.
Leverages the voice of partners and customers through direct engagements, collaboration with product teams, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Adapts partner strategies as needed to adjust for scale and complexity as regional needs shift. Brings detailed feedback to build-with teams and executes on corrections of errors in response to feedback.
Share your understanding of business processes and identify opportunities where technology can drive business value.
Translate technical solutions into business benefits.
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.
Develop, use, and/or discuss GitHub products and articulate the value proposition of GitHub solutions to partners.