Senior Partner GTM Manager - Partner Co-Sell and Adoption

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 States

Overview

We’re looking for a Senior Partner GTM  Manager, Partner Co-sell and Adoption to develop and implement global revenue programs in close collaboration with numerous cross-functional stakeholders across both Microsoft and GitHub. This role will drive rigorous strategic operations to support cohesive execution of joint sales activities, including partner funding programs, partner insights and reporting, as well as field initiatives to accelerate revenue. Critical to this role is to identify and activate priority initiatives to support our field and partners to support co-selling activities, partner service delivery, and customer adoption.

Responsibilities

Project/Program Management

• Build, develop, and execute strategic programs focused on the acceleration of GitHub revenue through the GitHub and Microsoft partner ecosystem. Programs will accelerate adoption outcomes and drive scale through System Integrators, Global System Integrators, and Global Channel Sales/Cloud Solution Providers (CSP).
• Own and drive GitHub partner funding programs to secure positive ROI and desired partner behaviors. Align and influence Microsoft partner funding programs.
• Maintain alignment with global and regional counterparts and work in lockstep with MSFT GTM Business Strategy, C/ESS, and Partner teams.
• Collaborate with joint GitHub and Microsoft sales, technical sales, enablement, & marketing teams to effectively plan and land programs with regional field leaders.
• Applies in-depth understanding of multiple project management methodologies across a large range of highly strategic and highly complex projects and programs within or on behalf of GitHub.
• Utilizes advanced program management skills and experience to formulate a plan and path forward through uncertain and ambiguous scenarios, overcoming roadblocks and obstacles to create and maintain momentum in a highly matrixed, highly complex and fast paced working environment.
• Collaborates with and at times leads internal stakeholders to define milestones, tasks, and activities needed to achieve program goals, ensure appropriate impact, and/or produce desired outputs.
• Drives communication of program status and performance to cross-functional teams. Influences customer and/or stakeholder experience across projects and the organization. Identifies and assesses potential risks, evaluates the risks to determine potential impact, and works with stakeholders to mitigate risks, elevating to senior team members as needed.
• Guides discussions to reach consensus and capture key decisions made, challenging decisions as needed to seek the best solution for customers and the business.

Driving Business Impact and Continuous Improvement

• Possesses strong understanding of success metrics for a partner business, and how to build and track reporting on these outcomes with key stakeholders.
• Defines objectives and key results (OKRs) and monitors how they drive business across a number of key performance indicators (KPIs).
• Identifies and creates requirements for objectives and tools (e.g., process flows, visualizations, dashboards).
• Improves procedures to enhance productivity, such as process/workflow improvements and task automation.
• Identifies and drives execution of companywide improvement programs to enhance internal and external experiences and internal business operating processes.
• Drives the process of taking learnings from previous projects and applying them to wider applications across the business for greater impact.

Stakeholder Engagement (Internal or External)

• Own relationships with key leadership across both GitHub and Microsoft to drive consensus for global joint partner motions and increase revenue success.
• Partner closely with Microsoft and Partner GTM field counterparts, including Partner Development Managers and partner technical resources. In addition, foster collaborative relationships with partner marketing, partner skilling, revenue enablement, and operations stakeholders.
• Engage with the GitHub Partner ecosystem to capture feedback, drive program alignment, and land key initiatives.
• Provide GitHub thought leadership to Microsoft teams and work cooperatively with a wide range of internal stakeholders.
• Ensures stakeholder alignment by actively driving discussions which lead the business in defining activities, strategies, solutions, processes, procedures, and mitigation actions/decisions.
• Develops the business strategy across markets to define mutual goals and define the rhythm of business.
• Drives the rhythm of business (ROB) in regards to individual program goals to ensure program/business goals, and ensures alignment with cross-organizational ROB.
• Manages critical or time sensitive issues/changes to their program.

Thought Leadership

• Uses business knowledge to assist with analyzing the work of other internal teams to identify potential future business opportunities.
• Collaborates across teams using knowledge of industry trends, methodologies, and advances.
• Researches and maintains knowledge of advancements in industry trends and technologies. Shares knowledge, best practices, and insights across teams and projects.
• Supports innovation efforts with other teams.

Qualifications

Required/Minimum Qualifications:

• 7+ years experience in program management, product management, project management, customer success, or a related field
  • OR Bachelor's Degree in a related field AND 5+ years experience in program management, product management, project management, customer success, or a related field
  • OR equivalent experience.
• Ability to work across different time zones based on customer needs with a willingness to travel when necessary (approximately 25%) .

Additional or Preferred Qualifications:

• 3+ years experience working at a technology organization.
• 2+ years experience working at a high-growth SaaS technology company with a demonstrated history of executing complex, revenue-focused initiatives across functional and organizational boundaries.
• 2+ years experience in revenue go-to-market program management and a deep understanding of the Microsoft sales ecosystem.
• 2+ years experience working with or in the partner ecosystem, ideally focused on service delivery partners (SI/GSI).
• Experience developing strategies that drive global impact while meeting and exceeding joint revenue targets.
• Experience defining, piloting, incubating, implementing and scaling programmatic partner programs in the field and with partners.

Compensation Range

The base salary range for this job is USD $103,200.00 - USD $273,700.00 /Yr.

These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.

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.

EEO Statement

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!