Partner Development Director

About GitHubAs 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.LocationsIn this role you can work from Remote, JapanOverviewJoin GitHub’s dynamic sales team as a Partner Development Director, where you’ll be at the forefront of the AI revolution. This is a unique opportunity to shape and scale our strategic partner ecosystem in Japan, while helping customers unlock the full potential of GitHub’s AI-powered developer tools. You’ll 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.ResponsibilitiesCo-Sell PartnershipsProactively build and nurture a highly strategic partner ecosystem to drive impactful customer outcomes in JapanFacilitate strategic matchmaking between partners and sellers to support digital transformation initiatives.Integrate partner expertise into sales cycles to grow GitHub product consumption.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.Manage co-selling with GitHub’s most strategic solution partners, driving joint pipeline development and consumption at scale.Support account teams in navigating partner solutions, including ISVs and global solution partners.Drive awareness of partner solutions across verticals and contribute to IP/service co-sell metrics.Pipeline DevelopmentDevelop and 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 ImpactLeverage 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 key partner KPIs and metrics 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 GitHub’s sales policies and support the presentation of innovative partner solutions.QualificationsRequired Qualifications:10+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experienceOR Bachelor's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 8+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experienceOR Master's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 6+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experienceOR equivalent experience.Ability to travel up to 25% when needed. Fluent in both English and Japanese Preferred Qualifications:14+ years in partner management, core sales, channel sales, industry or solution selling, architecture experience, or business development experience Executive level Partner Management experience and ability to build trusted relationships with executive partner stakeholders at strategic system integratorsAbility to recruit and engage closely with strategic partners to help them develop their AI DevOps practices and compelling market offerings to help customers accelerate business value realization from GitHub adoption.Successful management of large-scale complex deal cycles in large enterprise accounts for Application Development, Cloud Deployment services, or DevSecOps offeringsStrong relationship building and deal structuring skills for both consumption and subscription-based software productsDirect experience with co-selling with, through, or into GitHub’s field sales organizations in high-tech, Artificial Intelligence or software development industriesGitHub valuesCustomer-obsessedShip to learnGrowth mindsetOwn the outcomeBetter togetherDiverse and inclusiveManager fundamentalsModelCoachCareLeadership principlesCreate clarityGenerate energyDeliver successWho We AreGitHub 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 OpportunityGitHub 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!