Responsibilities

• Engage directly with strategic customers to understand needs, drive adoption, and ensure satisfaction. Serve as a practitioner and advocate for customer-centricity, maintaining feedback loops to inform GTM decisions.
• Design and activate prioritized sales plays that maximize pipeline generation, progression, and new net annual contract value (NNACV). Work closely with sales, product, and marketing teams to ensure cohesive execution.
• Scale CIO GTM plays, repeatable motions, and readiness programs across geographies (AMS, EMEA, APAC, Japan), ensuring consistent field enablement and performance tracking.
• Support the Autonomous IT motion by increasing PM attach rate and expansion across CIO/IT deals, in alignment with GTM priorities around selling the NOW platform.
• Elevate, simplify, and transform solution messaging in partnership with Product Solution Marketing (PSM), ensuring clarity and impact across all channels.
• Collaborate with the PM BU to develop and refine GTM strategies, including insights into pricing, packaging, and market positioning, as needed.
• Drive integration of GTM initiatives across Global Partnerships & Channels (GPC), Customer Excellence Group (CEG), PSM, and Industry Solutions to ensure scalability and performance tracking.
• Support partner co-sell strategy and solution partner enablement to unlock joint growth and market reach.
• Stay ahead of market trends, competitive shifts, and emerging technologies to inform GTM strategy and positioning.
• Represent the company at industry events, panels, and executive forums.

Requirements

• 7+ years of experience in GTM strategy, solution sales, business operations, or customer success, with at least 3 years in a senior role.
• Proven track record of driving strategic initiatives and operational execution in complex, matrixed environments.
• Deep experience engaging with senior stakeholders (e.g. CIOs) and influencing executive decision-making.
• Strong analytical, communication, and storytelling skills.

Preferred

• MBA or equivalent advanced degree is a plus.
• Experience in SaaS, cloud, or enterprise technology preferred.
• Familiarity with strategic portfolio management – portfolio planning, project and portfolio management (PPM), demand and resource management, agile, and value stream management – or adjacent domains is a plus.

Benefits

• Health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.