Partner Development Manager

About GitHub
GitHub is the worlds 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, India
Overview
Join GitHubs dynamic sales team as a Partner Development Manager, where youll be at the forefront of the AI revolution. This is a unique opportunity to shape and scale our partner ecosystem across the South Asia region while helping customers unlock the full potential of GitHubs AI-powered developer tools. Youll collaborate across teams to bring innovative ideas to market, influence partner strategy, and accelerate the adoption of GitHub products through trusted relationships and data-driven insights.
Responsibilities
Co-Sell Partnerships

• Proactively build and nurture a partner ecosystem to drive impactful customer outcomes.
• Facilitate strategic matchmaking between partners and sellers to support GitHub growth objectives
• Work with the Technical Partner Manager to accelerate offer development, execution, services optimization and capability transformation on the GitHub Platform to address market opportunities and gaps.
• Align cross-functional stakeholders (e.g., account teams, solution units, marketing) to create demand and deliver value.
• Lead partner strategy efforts, including partner-to-partner collaborations and co-sell-ready initiatives and formalize them into a Partner Business Plan.
• Engage with your Partner Development Management peers at Microsoft to ensure partners are aligned to our joint strategy.
  

Pipeline Development

• Work with partners to generate top of funnel product pipeline leading to increased consumption of GitHub products and services
• Manage pipelines with partners, ensuring prioritization and coverage to meet targets.
• Participate in forecasting and territory planning to identify and close pipeline gaps.
• Conduct pipeline reviews with top co-sell partners and GitHub sellers to evaluate effectiveness.
  

Partner Impact

• 
  Leverage partner and customer feedback through direct engagement, surveys, events, and social listening to remove success blockers.
• Adapt partner strategies to scale and complexity, aligning resources to accelerate co-sell velocity.
• Monitor partner KPIs to ensure maximum impact and course correct as necessary.
• Host Quarterly Business Reviews with Strategic Partners and aligned GitHub and Microsoft sales leaders to articulate impact to the business.
• Provide actionable feedback to internal teams and support continuous improvement.
• Ensure compliance with GitHubs sales policies and support the presentation of innovative partner solutions.
  

Qualifications
Required Qualifications:

• 5+ years experience in partner management, core sales, channel sales, industry or solution selling, architecture experience, or business development experience
• OR Bachelors Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 4+ years experience in partner management, core sales, channel sales, industry or solution selling, architecture experience, or business development experience
• OR Masters Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 2+ years experience in partner management, core sales, channel sales, industry or solution selling, architecture experience, or business development experience
• OR equivalent experience.
• Ability to travel up to 25% when needed.
  

Preferred Qualifications:

• 7+ years experience in partner management, core sales, channel sales, industry or solution selling, architecture experience, or business development experience
• Direct co-sell experience with, through, or into GitHubs field sales organizations
• Experience defining, piloting, incubating, implementing and scaling programmatic sales programs in the field
• Successful management of large-scale complex deal cycles in large enterprise accounts for Application Development, Cloud Deployment services, or DevSecOps offerings
• Strong relationship building and deal structuring skills for both consumption and subscription based software products
• Experience in high-tech, Artificial Intelligence or software development industries
  

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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 worlds leading AI-powered developer platform with 150 million developers and counting. Were also home to the biggest open-source community on earth (and 99% of the worlds 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. Were remote-first and offer competitive pay, generous learning and growth opportunities, and excellent benefits to support you, wherever you arebecause we know that people flourish when they can work on their own terms.
Join us, and lets 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 dont 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 theres any way we can make the interview process better for you; were happy to accommodate!