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Director, Go-to Market Management

Infor - Sydney, NSW

Source: uWorkin


Position Summary

The GTM team is responsible for programmatic execution of sales and go-to-market activities at both the strategic and deal level. The team is tasked with creating data-driven Go-to-Market in collaboration with key stakeholders across Infor. GTM managers drive pipeline, manage and measure campaigns, promote customer success, and ensure partner alignment. The team is a single point of contact across field sales, sales support, and marketing. 

The GTM Management Director is responsible for delivering a consistent, repeatable, and streamlined approach to sales strategy and execution across Infor’s teams in the Pacific. They will be responsible for leading the creation, execution, and measurement of programs that establish a new standard of sales excellence within Infor. By instilling discipline and rigor into every step of the sales process, win rates will increase, pipeline will grow, client outcomes will improve, and our business will be more predictable. GTM Managers are expected to challenge the status-quo and lead matrixed teams to operate more efficiently and more cohesively

Key Responsibilities

  • Composition, maintenance, execution, and communication of Go-to-Market Plans; responsible for matching market opportunity with strategy and messaging.
  • Sales play and program development, execution, and tracking aligned with executive priorities and market opportunity.
  • Driving adoption of the Infor Way.
  • Alignment of integrated marketing campaigns by connecting industry strategy, content, and field marketing.
  • Centralized source to connect Infor stakeholders for sales execution, BDR enablement, product readiness, and customer success with evidence.
  • Maintain partner relationships, ensure enablement, and connect with sales opportunities where partners will help us win.
  • Maintain a high and accurate knowledge level of business concepts, business processes and efficiency factors in order to determine ways to increase performance and business excellence for prospects. This will include a strong knowledge of the competitive landscape.
  • Develop and implement go to market strategies for customers including net new prospects, with unique value propositions by customer segment.
  • Leverage deep expertise and relationships in primarily the distribution industry, but also discrete and process manufacturing.

Preferred skills & KNOWLEDGE: 

  • Proven ability to influence to “C” level executives with deep relationships and experience / network in the space
  • Proven ability to work well in a dynamic, fast-paced environment and demonstrated initiative in taking ownership for all assigned responsibilities, deliverables and results
  • Demonstrate a clear understanding of the concepts of, and proven experience in solution selling.
  • Experience working within one of distribution, services, food & beverage, or Manufacturing industries as well as a key understanding of the challenges that the sector faces, and how those challenges can be addressed through digital transformation.
  • College/University Degree or equivalent experience
  • Minimum of 10 years’ enterprise software development and/or application consulting in the enterprise software business
  • Superior public speaking, presentation, and written communication directed at a technical and business audience at all levels of an organization
  • Ability to establish strong relationships and a willingness to collaborate across teams