Surface GTM Lead

Descripción del puesto:

The Sales Enablement & Operations (SE&O) team plays an essential role in translating (COMPANY NAME)'s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling (COMPANY NAME) to deliver business impact at scale.

As the Surface GTM Leader for Spain, you will develop and execute Surface business strategy and track the efficacy of plans across the business to drive sustainable growth within and beyond the boundaries of the fiscal year. You will lead the definition and orchestration of strategic go-to-market (GTM) plan across segments. You will drive Subsidiary leadership through revealing and pursuing long-range, white-space growth opportunities and investment plans.

(COMPANY NAME)'s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Core responsibilities

1/ DRIVE BUSINESS PERFORMANCE OF SURFACE

What?
* Drives GTM for aligned Solution plays and business orchestration in Subsidiary
* Ensure execution is maximized for revenue target achievement.
How?
* Drives GTM for aligned Solution Plays, identifying growth opportunities in the market and building and executing clear GTM plans
* Localize area plans to land, execute and measure impact of subsidiary GTM plan.
* Continuously review effectiveness of plan against strategic OKRs and take action to address drift
* Align, influence and coach sellers, sales operations, marketing, business rhythms and change management to convert strategic priorities into local execution
KPI
* Accountable for Subsidiary Surface revenue goals (Managed - Retain and Grow | Unmanaged - Add) by driving sales play execution
* Accountable for healthy Surface DC and Channel inventories using efficiently In-Stock and Pre-Built programs
* Increased customer penetration through expansion and new customer acquisition
* Increased active resellers and SMB customers breadth and yield
2/ CONNECTED SALES AND MARKETING

What?
* Enables marketing strategy in partnership with regional CMO and region/area SE&O teams.
* Coaches and guides field teams for comprehensive solution play landing to drive FRA and share performance.
How?
* Localize marketing/GTM plans to land, execute and measure impact of that plan in the Subsidiary
* Drives Subsidiary activation on sales and marketing plan
KPI
* Own execution of marketing plan in partnership with IMM and activation with Partner and field sellers
* Signal Conversion: Accountable for driving usage of signals with sellers and converting to pipeline and pipeline acceleration across MCEM stages.
* Drives Usage of MTC and Solution Play assets for pipeline creation and acceleration
3/ SALES ENABLEMENT

What?
* Land and champion Solution Plays with sellers, activates sellers on GTM plans that support strategic objectives and drives content and program usage.
* Lead and collaborate with GPS for local partner-led marketing strategies and demand generation that support solution play performance
How?
* Lands and champions solution plays, activating connected sales and marketing execution in every segment to maximize performance and share
* Collaborate with GPS for local partner-led marketing strategies (SMC) and demand generation that support solution play performance
* Champions (COMPANY NAME) strategy and Solution Areas
KPI
* Accountable for pipeline adequacy for Q, Q+1; Improve pipeline health metrics
* Conversion of signals into pipeline and improve solution play adoption and execution
* Sales Accelerator/SPA activation, pipe conversion and performance metrics
* Field Readiness sessions and enablement activities across ATU, STU, and CSU
4/ PRODUCT ADVOCACY

What?
* Be the voice of the customer, partner and sellers by summarizing and communicating learnings that inform sales go-to-market decisions on complex issues, proactively driving solutions to high-impact blockers and opportunities.
How?
* Maintain product knowledge and continue to evangelize the value proposition internally and externally to key stakeholders.
* Advocates as the voice of the Customer, Partners and Field to provide thought leadership on competitive landscape, solution area gaps, sales trends, etc. to drive improvements on the GTM plan
* Grows organization capability to drive true insights, learnings and blockers for leaders, managers, and sellers
* Drives standardized rhythms and tools that drive increased customer and partner facing time for sellers
KPI
* Product Evangelism & speaking engagements for internal readiness, customer, partner MCEM aligned events
* Field insights of Customer Win/Losses, trends across compete, customers, partners and field sellers
* Communicate Blockers that are preventing wins, influencing improvements needed on strategic priorities

Requerimientos del candidato/a:

(COMPANY NAME) is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with (COMPANY NAME) and the country where you work