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Business Development Executive

Northeast, Northwest, and South (Texas)

At Lantern, our company culture stands as the bedrock of our success and a source of pride for our teams. We firmly believe that a culture founded on trust forms the basis for enduring relationships with clients, colleagues, and partners.

Within this culture, we nurture an environment of respect, inclusion, and belonging, fostering collaboration among inspired teams. We prioritize the well-being of our colleagues, the success of our clients, and our positive impact on society.

Embracing a growth mindset where curiosity thrives, we celebrate excellence and value individuals who inspire and mentor others, elevating the collective. Our driving force lies in personal and business growth. We go above and beyond to surprise and delight our clients, delivering tangible business value. In facing challenges, we make tough choices and solve complex problems to positively influence our clients, their customers, and the world at large.

As a Microsoft services partner, we hold ourselves to the highest standards of technical excellence. This commitment to quality is evident not only in our work but also in how we support and empower our employees. At Lantern, our culture mirrors our core values and unwavering dedication to realizing our purpose and vision, making it a dynamic and fulfilling workplace. Together, we transcend the ordinary and achieve extraordinary results.

Overview

The Business Development Executive role will be responsible for supporting the overall growth agenda of our GitHub and developer productivity services portfolio, including Copilot enablement, GitHub Advanced Security, and enterprise platform modernization.  This role will open new accounts and expand existing client relationships through selling our digital studio professional and managed services.  The Business Development Executive will work closely with the client solutions team and Microsoft to develop differentiated innovative solutions that help our clients gain competitive advantage. 

This role is focused on building strong, strategic relationships with enterprise clients and field sellers at GitHub and Microsoft, helping clients transform software delivery through AI, DevOps, and modern platform engineering. The ideal candidate has a solid understanding of GitHub’s platform, can speak credibly to engineering leaders, and thrives in a partner-first, consultative sales environment.
 

Position Responsibilities 

  • Identify and qualify new GitHub-related business opportunities with both existing and new potential clients 
  • Develop and maintain relationships with clients, understand their business requirements and create compelling value propositions leveraging our digital studio capabilities 
  • Build trusted relationships with engineering and platform leaders, understanding their development challenges and mapping solutions across our GitHub-focused offerings 
  • Partner closely with GitHub and Microsoft field sellers to co-sell solutions that accelerate developer productivity, secure the software supply chain, and drive AI adoption 
  • Collaborate with our client solutions and delivery teams to craft compelling, differentiated proposals focused on: 
  • GitHub Copilot and AI development enablement 
  • Migrations to GitHub from legacy tools (ADO, GitLab, Bitbucket) 
  • GitHub Advanced Security (GHAS) implementations 
  • Developer experience, InnerSource, and automation 
  • Develop territory and account plans that clearly articulate our strategy to grow and maintain long term profitable client relationships 
  • Collaborate with the Go-to-market and Alliance teams to execute sales campaigns and initiatives 
  • Build a sales pipeline, manage sales opportunities, and forecast revenue projections 
  • Negotiate and close deals to achieve sales targets and ensure customer satisfaction 
  • Communicate regularly with clients to ensure a positive experience and identify areas for improvement. 
     

Skills, Knowledge and Expertise 

  • Bachelors degree in business, computer science or a related field 
  • 5+ years working in the Microsoft partner channel, existing Microsoft and GitHub relationships preferred 
  • Proven track record selling cloud-native consulting services, ideally including DevOps, platform engineering, or AI productivity initiatives 
  • Deep familiarity with GitHub as a platform (Copilot, GHAS, Actions, security, enterprise adoption) 
  • Ability to speak credibly with technical buyers (e.g., CTOs, VPs of Engineering, Platform/DevOps leads) 
  • Commercially savvy and able to negotiate contracts and profitable terms with clients 
  • Solid understanding of the typical commercial deal structures and pricing options in the consulting and managed services space 
  • Must be entrepreneurial and have a passion for building a portfolio of clients that are committed to long-term relationships 
  • Must be a team player and enjoy collaborating with our client solutions and leaders to shape and close business). 

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