Job Title: GTM Strategy & Operations Lead

Location: Santa Clara, CA (Hybrid)

Duration: 8+ Months

Xoriant reasonably expects the pay rate for this position to be within the following range: $60/hr-$65/hr/.

The Business Imperative: Optimizing Lifecycle Integrity

As we continue to scale our enterprise engagement models, we are seeking a strategic leader to drive the next evolution of our Global Go-To-Market (GTM) operations. This role focuses on enhancing the integrity of our contractual frameworks, ensuring that our largest customers receive a seamless, automated experience that aligns their actual asset usage with their contractual entitlements. You will lead the transition toward a system-led governance model that provides real-time visibility into complex agreements while building the foundational infrastructure for future growth.

Near-Term Priorities: Operational Transformation

The primary focus is moving from manual oversight toward a scalable, automated system architecture. This ensures high-velocity business operations and eliminates friction in the customer lifecycle.

Digital Infrastructure & Integration

• Systemic Alignment: Architecting the transition from manual tracking to automated systems that validate hardware and software entitlements in real-time.
• Complex Contract Logic: Developing automated workflows to manage sophisticated, multi-year agreements, including large-scale estate transitions and milestone-based commitments.
• Self-Service Enhancements: Operationalizing digital portals to provide customers with frictionless workflows for asset refreshes and temporary inventory adjustments.
• Stakeholder Visibility: Enhancing enterprise dashboards to ensure Sales teams and customers have proactive, data-driven insights into their entitlement status.

Governance & Process Excellence

• Standardized Protocols: Formalizing the governance framework for asset management, including exception-handling workflows and temporary usage protocols.
• Data Reliability: Defining high-priority data-sync workflows to ensure internal systems and customer-facing portals remain in perfect alignment.
• Cross-Functional Support: Reimagining support models for high-value accounts to streamline complex deal structures and improve time-to-value.
• Reporting & Analytics: Maintaining centralized reporting and automated audit trails to provide leadership with full visibility into global contract health.

Organizational Readiness & Enablement

• Strategic Alignment: Socializing new operational standards with regional leadership to incorporate feedback and ensure global consistency.
• Communication Strategy: Managing the rollout of new system-led protocols, ensuring that internal teams and partners are equipped with a clear, value-driven narrative.
• Sales Enablement: Developing specialized toolsets and collateral to help the field navigate complex contractual conversations and optimize customer spend.

Long-Term Priorities: Strategic Growth & Innovation

Post-transformation, this role will evolve into a key driver of incremental deal size and long-term customer health:

• Predictive Intelligence: Developing data-driven models to identify growth opportunities and proactively address contract risks before they impact the renewal cycle.
• Enterprise Scaling: Leading initiatives to expand large-scale agreement structures across new business entities and global regions.
• Adoption Acceleration: Defining strategies to increase the utilization of advanced security services across the existing physical hardware estate.
• Lifecycle Integration: Standardizing the inclusion of consumption and health metrics within Quarterly Business Reviews (QBRs) to strengthen our role as a trusted advisor.

The Candidate Profile: A Strategic Hybrid

• GTM Strategy & Functional Fluency: Proven ability to navigate the balance between operational rigor and the need to maintain strong, long-term customer relationships.
• Data & Analytical Proficiency: Experience querying and analyzing large datasets (e.g., SQL) to validate complex contract targets and lifecycle schedules.
• Technical Innovation: Expertise in using modern AI and automation tools to rapidly prototype internal tracking assets and system-led notifications.
• Strategic Change Management: Robust experience leading large-scale organizational shifts, ensuring new digital processes are adopted seamlessly by both the field and the customer base.

Regards,

Akangsha Mohite

Team Lead

W: (510) 279-6545

E: akangsha.mohite@xoriant.com

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