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- Tasks: Lead strategic partner plans and engage with system integrators to drive GitHub's business growth.
- Company: GitHub is the world's leading AI-powered developer platform with over 150 million developers.
- Benefits: Enjoy remote work flexibility, competitive pay, and generous learning opportunities.
- Why this job: Accelerate your career while shaping the future of software engineering and AI innovation.
- Qualifications: 7+ years in sales or partner development; relevant degrees can substitute for experience.
- Other info: Join a diverse team committed to making a global impact through technology.
The predicted salary is between 48000 - 72000 £ per year.
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 150+ million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate and experiment across 420+ 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 Kingdom
Overview
As a Partner Development Manager for Enterprise in EMEA, you will lead GitHubs engagement with system integrators, shaping and executing strategic partner plans that accelerate GitHub business, AI innovation, and
agentic DevOps. You will build trusted C-suite relationships, influence partner business strategies, and drive co-sell execution to deliver measurable impact.
This opportunity will allow you to
- Accelerate your career growth by leading strategic initiatives with the key companies supporting Enterprise customers with their software engineering practices.
- Strengthen executive presence and advisory skills through CxO-level engagements and joint business planning.
- Hone sales leadership by driving pipeline growth, marketplace execution,and cloud consumption outcomes.
As an Enterprise PDM, you will identify and scale the business with top global or regional system integrators, architect strategic growth frameworks, and integrate capability-building into partner plans. You will guide partners on agentic devops transformation, GTM execution, and co-selling with GitHub, while resolving escalations and driving performance through structured business reviews. Success in this role requires strategic vision, partner empathy, sales leadership, and execution rigor. A strong hire will demonstrate executive gravitas with C-suite stakeholders while ensuring operational excellence in pipeline, sales, and performance.
Responsibilities
Co-Sell Partnerships
- Manages partner co-selling for assigned 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.
- Work with partner to build a Partner Business plan following GitHub standard format, and help the partner follow all sales alignment and sales coordination processes, including a regular pipeline review.
- Facilitates match-making to drive opportunities connecting partners to sellers and working closely with account teams to align GitHub solutions to specific business needs. 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 (GitHub Sales, GitHub Services Sales, Microsoft sales teams, Customer Success) together to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Refers to solution/practice maps or marketing campaigns to support partner strategy.
- 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 service sales forecasting, as well asaccount/territory planning to identify and address gaps. Drives pipeline reviews with top co-sell partners and GitHub sellers to evaluate pipeline effectiveness.
Partner Impact
- 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.
Qualifications
Required/Minimum Qualifications
- 7+ years experience in Alliance Management, sales, business development, go-tomarket, or partner channel development in the technology industry or related experience
- OR Bachelor\’s Degree in Marketing, Business Operations, Computer Science or related field AND 5+ years experience in Alliance Management, sales, business development, or partner channel development in the technology industry or related experience
- OR Master\’s Degree in Marketing, Business Operations, Computer Science or related field AND 3+ years experience in Alliance Management, sales, business development, or partner channel development in the technology industry or related experience
- OR equivalent experience.
Additional or Preferred Qualifications
- 9+ 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 7+ 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 5+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience
- OR equivalent experience.
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 150 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.
Equal Employment Opportunity
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! #J-18808-Ljbffr
Senior Partner Development Manager employer: GitHub, Inc.
Contact Detail:
GitHub, Inc. Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Senior Partner Development Manager
✨Tip Number 1
Familiarise yourself with GitHub's products and services. Understanding how they integrate with partner solutions will help you articulate value propositions during discussions with potential partners.
✨Tip Number 2
Network with professionals in the technology and software development sectors. Attend industry events or webinars to connect with key players who could provide insights or referrals related to the role.
✨Tip Number 3
Demonstrate your strategic thinking by preparing case studies or examples of successful partnerships you've managed in the past. This will showcase your ability to drive co-sell execution and build trusted relationships.
✨Tip Number 4
Stay updated on trends in AI and DevOps, as these are crucial for the role. Being knowledgeable about current developments will allow you to engage meaningfully with C-suite stakeholders and influence their strategies.
We think you need these skills to ace Senior Partner Development Manager
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in alliance management, sales, and business development. Use keywords from the job description to demonstrate that you meet the qualifications GitHub is looking for.
Craft a Compelling Cover Letter: Write a cover letter that showcases your understanding of GitHub's mission and values. Explain how your background aligns with the role of Senior Partner Development Manager and provide specific examples of your past successes in similar positions.
Highlight Strategic Vision: In your application, emphasise your strategic vision and partner empathy. Discuss how you've successfully built relationships with C-suite stakeholders and driven co-sell execution in previous roles.
Showcase Results: Quantify your achievements where possible. For instance, mention how you increased pipeline growth or improved partner engagement metrics in your previous roles. This will help demonstrate your impact and effectiveness in similar positions.
How to prepare for a job interview at GitHub, Inc.
✨Understand GitHub's Culture
Before your interview, take some time to familiarise yourself with GitHub's values and culture. They value customer obsession, a growth mindset, and collaboration. Be prepared to discuss how your personal values align with theirs.
✨Showcase Your Strategic Vision
As a Senior Partner Development Manager, you'll need to demonstrate your ability to shape and execute strategic partner plans. Prepare examples from your past experiences where you've successfully developed and implemented strategies that drove business growth.
✨Prepare for C-suite Engagements
Since the role involves building relationships with C-suite stakeholders, practice articulating your ideas clearly and confidently. Think of scenarios where you've influenced senior leaders and be ready to share those stories.
✨Highlight Your Sales Leadership Skills
The position requires strong sales leadership. Be ready to discuss your experience in driving pipeline growth and co-selling initiatives. Use specific metrics or outcomes to illustrate your success in previous roles.