Senior Field Security Specialist
GitHub
Full-time
Remote
Responsibilities
Customer interaction: Adept at working with large and strategic corporations with minimal oversight. Possess Technical and Business skills, including:
Ability to present vision and strategy to CxOs as well as have deeply technical discussions with Engineering leads.
Flexibility and skill to adapt conversations or messaging on the fly regardless of the participants.
Familiarity with the Challenger sales methodology such as MEDDPICC or Command of the Message (not an expected requirement)
Internal collaboration: Engage in cross-functional collaboration within GitHub, including Sales, Professional Services, Technical Product Management, Product Marketing, Engineering, and
Marketing. Work with these teams to understand and convey deep customer needs, product roadmap and direction, as well as detailed product and technical capabilities.
Be an internal expert on customer and industry trends
Advocating for customer interests within GitHub by communicating customer feedback and perspectives to appropriate teams to be considered in product strategy
Mentor, pair, and delegate work to encourage the professional and technical growth of those around you
External Collaboration: Build a network of leaders, tastemakers/influencers, and customers to inform your own knowledge of the product and corporate landscape as well as position GitHub as an integral part of the security space. Become a trusted partner with leadership at GitHub’s strategic customers, allowing GitHub to provide an enhanced experience, as well as be better able to position GitHub for future sales opportunities. Build relationships with key decision-makers, visit customers on-site, and serve as a trusted advisor and point of contact
Learn about customers' successes and challenges
Bring insights to your efforts that cross territories, regions, and industries
Participate in working groups, panels, and industry forums to share your insight
GitHub Advanced Security expertise: Possesses deep technical knowledge of GitHub’s Advanced Security features and capabilities to be able to position them to customers, as well as provide timely answers to their technical questions. You understand the code analysis landscape and market segment, and the needs of users and developers. You have a high-level knowledge of
GitHub’s CodeQL technology.
Understanding of application SAST/DAST/SCA principles, varieties of vulnerabilities and market landscape.
Strong knowledge of the security community and application security in general
Collaborate with the GitHub Security Labs team, the Open Source community and GitHub’s Enterprise customers to create the best analysis libraries possible.
Business Development: Be a partner to the field sales team. Help them understand and improve the relationship with their customers. Drive customer happiness, and plans to assess the market opportunity for GitHub Products and Services by aligning resources to meet business goals.
Provide limited, impactful support to High Potential and Strategic sales opportunities as agreed upon by regional leadership
Identifying customer business requirements and matching them to product features
Building joint customer strategies with enterprise sales and field services to encourage product adoption
Support projects and initiatives that provide sales acceleration opportunities
Represent GitHub: You will be a leader for your market and represent GitHub at customer and partner meetings as well as small and large events. You will be a key resource supporting GitHub to hit aggressive sales targets.
Deliver live product demonstrations, and sales presentations, and lead clients through proof of concept for GitHub products
Helping customers integrate GitHub products with their existing tools, workflows, and processes
Public speaking and outreach (including Demand Generation, Public Relations, Analyst Relations, Webinars and Customer Evidence)
Represent GitHub at local, regional, national, and international events
Travel as and when it is safe to do so
Customer interaction: Adept at working with large and strategic corporations with minimal oversight. Possess Technical and Business skills, including:
Ability to present vision and strategy to CxOs as well as have deeply technical discussions with Engineering leads.
Flexibility and skill to adapt conversations or messaging on the fly regardless of the participants.
Familiarity with the Challenger sales methodology such as MEDDPICC or Command of the Message (not an expected requirement)
Internal collaboration: Engage in cross-functional collaboration within GitHub, including Sales, Professional Services, Technical Product Management, Product Marketing, Engineering, and
Marketing. Work with these teams to understand and convey deep customer needs, product roadmap and direction, as well as detailed product and technical capabilities.
Be an internal expert on customer and industry trends
Advocating for customer interests within GitHub by communicating customer feedback and perspectives to appropriate teams to be considered in product strategy
Mentor, pair, and delegate work to encourage the professional and technical growth of those around you
External Collaboration: Build a network of leaders, tastemakers/influencers, and customers to inform your own knowledge of the product and corporate landscape as well as position GitHub as an integral part of the security space. Become a trusted partner with leadership at GitHub’s strategic customers, allowing GitHub to provide an enhanced experience, as well as be better able to position GitHub for future sales opportunities. Build relationships with key decision-makers, visit customers on-site, and serve as a trusted advisor and point of contact
Learn about customers' successes and challenges
Bring insights to your efforts that cross territories, regions, and industries
Participate in working groups, panels, and industry forums to share your insight
GitHub Advanced Security expertise: Possesses deep technical knowledge of GitHub’s Advanced Security features and capabilities to be able to position them to customers, as well as provide timely answers to their technical questions. You understand the code analysis landscape and market segment, and the needs of users and developers. You have a high-level knowledge of
GitHub’s CodeQL technology.
Understanding of application SAST/DAST/SCA principles, varieties of vulnerabilities and market landscape.
Strong knowledge of the security community and application security in general
Collaborate with the GitHub Security Labs team, the Open Source community and GitHub’s Enterprise customers to create the best analysis libraries possible.
Business Development: Be a partner to the field sales team. Help them understand and improve the relationship with their customers. Drive customer happiness, and plans to assess the market opportunity for GitHub Products and Services by aligning resources to meet business goals.
Provide limited, impactful support to High Potential and Strategic sales opportunities as agreed upon by regional leadership
Identifying customer business requirements and matching them to product features
Building joint customer strategies with enterprise sales and field services to encourage product adoption
Support projects and initiatives that provide sales acceleration opportunities
Represent GitHub: You will be a leader for your market and represent GitHub at customer and partner meetings as well as small and large events. You will be a key resource supporting GitHub to hit aggressive sales targets.
Deliver live product demonstrations, and sales presentations, and lead clients through proof of concept for GitHub products
Helping customers integrate GitHub products with their existing tools, workflows, and processes
Public speaking and outreach (including Demand Generation, Public Relations, Analyst Relations, Webinars and Customer Evidence)
Represent GitHub at local, regional, national, and international events
Travel as and when it is safe to do so