Sr Director, GTM Strategy and Planning Lead

Job Description

The objective of the Atelio GTM Strategy and Planning team is to bring new Atelio products and services to market, drive market adoption and ensure the products are well-positioned to achieve commercial success for Banks, Corporates and Fintech partners.  You will be responsible for leading a talented team across our Atelio suite of products in the planning, development and enablement of commercial strategies based on our business unit targets and objectives.  You will be a strategic and key partner for Product, Sales and Partnership Management teams. 

Who We Are: GTM Strategy and Planning is a multidisciplinary team that serves as the connective tissue between product, product operations, product marketing, partnerships, revenue operations, strategy, and sales by providing insights and feedback on in-market products and partnerships, and airtight launch readiness for what's coming next.

DUTIES & RESPONSIBLITIES

GTM Strategy and Planning is responsible for creating a strategy and actionable plan to bring a new product to market, roll out a major enhancement, or launch a new partnership. Our mission is to ensure a seamless and coordinated effort that ultimately accelerates sales cycles, improves win rates, and drives revenue growth. Specific responsibilities include:

Product Positioning

• Define target market to include key verticals, ideal customer profile, buyer personas, etc.
• Effectively segment customer needs (both for the consumer and the partner) in order to inform future market and product positioning
• Provide market and voice of customer feedback to inform product roadmap
• Identify use cases and product bundles to effectively drive entry into defined target markets
• Determine value proposition and optimization for each distribution channel
• Identify new growth opportunities through data and research
• Stay current on competitive landscape  

Sales Readiness

• Work with legal to finalize any legal addendums for new product/service
• Validate pricing alignment and readiness for sales consumption
• Identify and partner effectively with all sales teams responsible for selling Atelio solutions
• Assess and update any necessary changes to sales process including deal valuation, deal approvals, incentive compensation structure and pricing exceptions, etc
• Drive creation of sales collateral
• Drive creation of training materials for internal teams and external distribution partners

Market Readiness

• Collaborate with marketing to create all marketing materials
• Work with internal teams to define and approve any Press Releases
• Identify and enable marketing campaigns
• Participate in industry conferences, webinars and thought leadership
• Track competitor marketing activities in order to inform market positioning

Measure Success

• Define and measure success metrics to drive continuous improvement to overall GTM plans

KNOWLEDGE & SKILLS REQUIRED

The ideal candidate will possess deep experience and understanding of product commercial enablement, have experience working with distribution partners and proven success executing in a matrixed organization. The ideal candidate should also have a demonstrated ability to think strategically about business growth and how to organize and manage across multiple entities.  It will require working directly with many internal teams as well as directly with customers and partners.  This role requires frequent multi-tasking between management, technical, business, strategic, marketing, and planning activities. 

• 10+ years of experience in Sales, GTM, Strategy, Product Marketing or other relevant role
• Experience as a successful people leader
• Proven ability to drive process execution and improvement
• In-depth knowledge of market analysis and metrics
• Proven track record of building strong cross-functional partnerships
• Ability to be a thought leader to provide big-picture thinking on top of deep industry expertise
• Be resourceful inside and outside of the organization to creatively solve problems as they arise.
• Strong executive presence, communication and leading through influence skills
• Creative problem-solving skills
• Methodical and organized, able to prioritize appropriately to manage across multiple priorities
• Excellent interpersonal skills; proven track record of building and fostering strong relationships and establishing credibility with clients as well as internal support teams

BEHAVIORAL TRAITS