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Senior Solutions Engineer, Mid Market ID-10459

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. 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 States
Overview:

GitHub enables organizations to succeed by fostering collaboration for better software development. As a Senior Solutions Engineer, you will focus on building strong technical relationships, removing technical objections, and delivering technical wins during sales cycles. This includes identifying customer needs, matching them to product features, and solving technical challenges and pain points. The role bridges technical and business objectives in collaboration with GitHub Account Managers and other internal teams.

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Responsibilities:

Customer and Industry Insights

  • Identifies customer business requirements and matches them to product features that align closely with customer digital transformation initiatives, ensuring that the technology provided meets their specific needs. Articulates and understands specific industry-related market trends. Challenges customers' assumptions with constructive dialogue about their business and technology. Partners with customers and/or partners to provide innovative solutions in new industries and to integrate GitHub technology in their business. Understands the unique requirements of each customer in order to collect feedback, and provide strategic input to enhance the customer's experience with GitHub solutions.

Trusted Advisor

  • Leverages account information technology (IT), industry, and business strategy to provide coaching to internal GitHub teams on customer technology profiles and strategies. Provides technical guidance to internal teams to position technology while using customer landscape knowledge. Advises customer technical decision maker and business decision maker stakeholders on the benefits of embedding DevSecOps throughout their technology landscape through GitHub platform narratives. Provides guidance in achieving successful technology deployments, ensuring that customer expectations are met or exceeded. Uses a deep understanding of secure software development practices and tools, including AI capabilities to translate complex technical concepts into clear, understandable, and actionable language for diverse audiences. Influences customer technology engagement by motivating and inspiring technical resources of customer, partner, and GitHub towards customer's business transformation. Contributes to the delivery of regular industry/technology engagements and/or briefings to customers and their technical teams to drive execution and focus on competitive advantage. Drives interest in and adoption of GitHub technology, contributing significantly to the company's growth and customer satisfaction.

  • Proactively builds and maintains broad knowledge of GitHub's product landscape, solutions, and strategy in the customer's industry, as well as of business priorities and potential threats the customers face. Demonstrates the ability of developing solutions that bridge existing product gaps (e.g., GitHub apps, Actions) and enabling the wider organization through knowledge sharing sessions and environments (e.g. demo environments/frameworks). Partners with internal industry experts (e.g. Regional Experts) to gather data on customer's industry and improve planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry to build joint customer strategies to drive product adoption. Supports customer technology engagement by motivating and inspiring technical resources of customer, partner, and GitHub towards customer’s desired transformation.

  • Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers). Escalates pressing issues for customers to GitHub internal stakeholders (e.g., Headquarters) to provide the appropriate solutions for the customer.

Technology Strategy Formulation

  • Drives efforts to resolve any blockers to solution implementation. Contributes to the creation of technological and business roadmaps for an account.

Sales Partnership

  • Engages in pre-sales activities with large customers. Aligns and influences business partners and customer stakeholders to target a technical win and to drive solution selection. Develops external relationships within the customer organization.

  • Works across US regions and time zones, partnering with multiple Account Executives in a flexible manner


 

Qualifications:

Required Qualifications:

  • 6+ years experience in technical consulting, technical consultative selling, or related technical/sales/industry experience

    • OR Master's Degree in Computer Science, Information Technology, Engineering, or related field AND 2+ years experience in technical consulting, technical consultative selling, or related technical/sales/industry experience

    • OR Doctorate in Computer Science, Information Technology, Engineering, or related field

    • OR equivalent experience

  • Experience owning all technical aspects of the sales cycle from discovery to qualification to proof-of-concept design/execution to post-sales transition.

  • Ability to travel up to 25% when needed.

Preferred Qualifications:

  • 3+ years experience in digital transformation using software modernization to drive customer business outcomes.

    • OR 3+ years experience in business consulting, consultative selling, or customer-facing experience.

  • Ability to identify and solve technical and business challenges related to software delivery

  • Excellent written and verbal communication skills with prior public speaking experience

  • Demonstrable knowledge of the Software Development Lifecycle (SDLC), including domain knowledge in one or more of the following:

    • Source Control Management (SCM) including Git & GitHub workflows, and the value of DevOps & DevSecOps

    • Continuous Integration and Continuous Delivery (CI/CD) architecture, tools and workflows

    • DevSecOps, including software composition and security analysis, SAST/DAST tooling, and common patterns & industry trends

    • Artificial Intelligence’s impact on developer tools and productivity

  • Experience working in or with large software development teams


 

Compensation Range: The base salary range for this job is USD $80,640.00 - USD $214,060.00 /Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 70/30 base salary/sales incentive.

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 Leadership Principles:

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!
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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

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2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

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Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

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Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

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8. HOW TO PRIORITIZE WORK?

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This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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