Scaled Go-to-Market Operations Leader
Role Summary
We are seeking a seasoned and strategic leader to drive our global Independent Software Vendor (ISV) Go-to-Market (GTM) strategy and operations. This is a key leadership position focused on designing and operationalizing a scalable, repeatable GTM motion that drives a cohesive global business. The ideal candidate will be an expert in orchestrating complex, cross-functional initiatives and translating them into clear, executable operational plans for vendor teams. They will also possess a strong business fluency in data analysis to drive strategic decisions. This role requires a unique blend of strategic thinking, hands-on execution, a solid understanding of sales operations, and a good grasp of the economics of how Cloud partners operate and its relationship to co-sell motions with cloud service providers.
Key Responsibilities
- Vendor and Cross-Functional Leadership: Actively engage with VMO, Business stakeholder, and cross functional teams to gather and deliver requirements.
- Program Delivery & Translation: Translate complex business needs into a consumable and executable form for regional teams to ensure successful program delivery.
- Data-Driven Strategy: Possess business fluency in data analysis, with the ability to read, question, and derive insights from 100s of rows of sales data. You will use tools like Tableau to provide critical data insights and operational strategy to optimize the business. Classic Use Case Example :you would analyze a sales spreadsheet to find trends, like underperforming regions or a stalled partner pipeline. You would then create an operational strategy, such as moving a partner to a different cohort or creating a new enablement resource, and work with vendors to execute a plan for maximum outcome. This process is done regularly to refine the sales strategy, and also to bridge gap-to-sales targets.
- Sales Psychology & Influence: Understand the psychology of sales and how to effectively engage with Field Sales Representatives (FSRs) to earn their mindshare and time. Influence and align a wide range of cross-functional stakeholders, driving consensus and collaboration without direct authority.
- ISV Ecosystem Expertise: Understand the economics of ISVs and the dynamics of co-selling. Leverage this expertise to design programs and strategies that help scale ISV sales motions.
- Global Program Management: Lead and manage a globally distributed team, navigating multiple time zones and the complexities of large-scale operations with commitment and flexibility.
- Lead and responsible for driving end to end Global Partner Advisory team operations, targets, KPIs and client deliverable
- Develop and Deliver Advisory Reports and Business Reviews:
- Prepare comprehensive advisory reports that provide actionable insights and recommendations.
- Drive & lead business reviews presentations and meetings with business and client stakeholders
- Deliver engaging presentations to communicate complex concepts effectively to our partners.
- Lead and Manage Advisory Professionals:
- Lead, mentor, and develop a team of advisory professionals, fostering a culture of collaboration, innovation, and continuous learning.
- Provide guidance, training, and performance feedback to team members to enhance their skills and capabilities.
Non-negotiable Qualifications & Experience
- Minimum 15+ years of relevant experience working with & managing ISV Channel Management, Global B2B Sales Operations or Partner Sales Management / SaaS Technical sales
- Advance English language proficiency - C1 or above certified
- Solid understanding of cloud technologies and digital transformation concept
- Cloud Digital Leader or any other cloud certification is a big advantage
- Excellent Sales Pipeline management and negotiation skills
- Strong business fluency in data analysis to derive strategic insights from large datasets.
- Experience in influencing and aligning complex, cross-functional stakeholders and sales teams
- The ability to cut through ambiguity and move with speed and agility.
- Experience managing a globally distributed team with utmost flexibility
コグニザントのコミュニティ：
私たちは、互いを尊重し支え合う優秀な人材の集まりです。社員一人ひとりが成長し、力を発揮できるよう、エネルギッシュで協力的かつインクルーシブな職場環境を大切にしています。
- コグニザントは、世界中に30万人以上のアソシエイトを擁するグローバルコミュニティです。
- 私たちは、より良い方法を夢見るだけでなく、それを実現します。
- 人、クライアント、企業、地域社会、そして環境に対して、常に「正しいこと」を行うことで責任を果たします。
- あなたにとって最適なキャリアパスを築くことができる、革新的な環境を提供します。
私たちについて：
コグニザント（NASDAQ: CTSH）は、AI builderおよびテクノロジーサービスプロバイダとして、AI投資を企業価値へとつなげるフルスタックのAIソリューションを提供しています。業界、業務プロセス、エンジニアリングに関する深い専門性を強みに、各企業固有のコンテキストをテクノロジーシステムに組み込み、人の力を最大限に引き出すとともに、具体的な成果の創出と、急速に変化する世界におけるグローバル企業の競争力維持を支援します。詳しくは、当社ウェブサイト www.cognizant.com をご覧ください。
コグニザントは機会均等を重視する雇用主です。応募者および候補者は、人種、肌の色、性別、宗教、信条、性的指向、性自認、国籍、障がい、遺伝情報、妊娠、退役軍人の地位、または連邦、州、地方の法律で保護されているその他の特性に基づいて差別されることはありません。
免責事項：
応募者は、対面またはビデオ会議による面接への参加を求められる場合があります。また、各面接の際に、現住所または政府発行の身分証明書の提示が必要となる場合があります。