Senior Technical Partner Manager

About GitHub

GitHub is the world's leading platform for agentic software development - powered by Copilot to build, scale, and deliver secure software. Over 180 million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate, and more than 77,000 organisations have adopted GitHub Copilot.

Locations: In this role you can work from Remote, United Kingdom.

Overview

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.

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.
• Collaborate with MSFT colleagues in technical partner development.
• Proactively create, nurture, and influence a partner ecosystem to drive larger impact for the customer.
• Facilitate 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.
• Deliver and integrate partner expertise and solutions into sales cycles that grow consumption of GitHub products.
• Refer to solution/practice maps or marketing campaigns to support partner strategy.
• Assist in partner co-selling for GitHub's most strategic solution partners to drive joint pipeline and partner consumption of GitHub products at scale.
• Connect 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.
• Support account teams while navigating within partners' solutions and expertise, including global solution partners.
• Carry a target on intellectual property (IP) and/or service co-sell metrics, connect partners with sales teams, and drive increased awareness of partner solutions across verticals to move sales forward.
• Develop pipelines with co-sellers.
• Engage partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets.
• Participate in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps.
• Drive pipeline reviews with top co-sell partners and GitHub sellers to evaluate pipeline effectiveness.

Partner Impact And Enablement

• 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.
• Leverage 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.
• Adapt partner strategies as needed to adjust for scale and complexity as regional needs shift.
• Bring detailed feedback to build-with teams and execute 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.
• Maintain and stay up to date on GitHub's sales compliance processes.
• Drive sales with partners in accordance with GitHub's compliance policies.
• Support 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.

Qualifications

Required Qualifications

• 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 experience of digital transformation business drivers, cloud platforms, and emerging cloud trends like generative AI and SaaS services.
• Demonstrable ability in Global Systems Integrator or Global Partner to drive GTM technical development for consumption based SaaS products.
• Ability to travel on average 20% as appropriate.

Preferred Qualifications

• 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.

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!