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Senior Director, GTM Transformation

1 month ago

Toronto, Ontario, Canada Equinix Full time
Job Summary

The Vice President of GTM Transformation will play a pivotal role within our Revenue Operations function, reporting directly to the SVP Revenue Operations. This strategic leader will drive the Go-To-Market (GTM) Transformation agenda, optimizing processes, technologies, and mindsets to achieve our objectives.

Responsibilities:
  • Define and implement the vision and strategy for digital transformation within a product operating model.
  • Align the value stream initiatives (led to opportunity & post-sale) with the overall business goals and technology strategy.
  • Act as the primary representative and subject matter expert for GTM transformation within Revenue Operations and on behalf of the wider CRO leadership team, including Marketing, Sales, and Customer Success.
  • Collaborate with senior leadership to align GTM transformation initiatives with overarching business goals and strategic objectives.
  • Architect the GTM technology platform(s) to support our future state go-to-market operating model, specifically architecting for different routes to market (i.e., channel) and new products.
  • Oversee and ensure the successful management of third-party suppliers, ensuring all contractual terms are met from RFI through RFP to final delivery, aligning their efforts with organizational objectives to mitigate risks and drive project success.
  • Partner with value stream owners.
  • Collaborate with other transformation leaders to align GTM initiatives with the overall strategic objectives.
  • Provide expert insights to ensure GTM initiatives are effectively integrated and optimized within the broader enterprise transformation efforts.
Operational Enablers
  • Partner with key stakeholders to redefine our underlying data foundations and requirements.
  • Rationalize product/service hierarchies and design robust enterprise/account structures to support scalable operations over the long term.
  • Drive the adoption of best practices and innovative solutions to enhance operational efficiency and effectiveness.
  • Enable the channel integration strategy aligning partners into the new processes.
  • Launch GTM governance forums ensuring process/system integrity and aligned decision-making.
  • Partner to IT & CTO and has voice of CRO.
Thought leader and influencer across CRO
  • Be a thought leader across the enterprise and CRO e.g., customer care, marketing, commercial and sales.
  • Lead efforts to transform mindsets and guide stakeholders through the GTM transformation journey.
  • Foster a culture of innovation through effective comms and engagement. Drive buy-in and reduce resistance. by demonstrating value and promoting an agile, collaborative, and forward-thinking environment.
  • Mentor & motivate leaders; provide leadership and direction to achieve team engagement.
  • Model the Equinix culture and values.
Qualifications
  • Extensive experience in Salesforce CRM platform and adjacent technologies.
  • Extensive experience / 15+ years of experience in GTM transformation and/or Revenue Operations or similar experience, including tech stack.
  • Proven ability to design and deliver complex, cross-functional transformation programs.
  • Substantial experience in Field Operations, managing Sales, Customer Success, or Commercial teams, or similar relevant experience.
  • Demonstrated ability to think strategically and translate high level strategy goals into tactical plans for supported teams.
  • Experience working in a fast paced, dynamic, entrepreneurial environment.
  • Experience influencing senior stakeholders across different functional groups.
  • Experience partnering with multiple stakeholders, building relationships across the organization.
  • Experience of change management and driving strategic change.
Skills
  • Bachelor's degree preferred or equivalent experience.
  • Proven ability to support and influence senior leaders, middle management and individual contributors.
  • Regional business management – able to understand regional dynamics and requirements of focus markets.
  • Proven ability to build efficiency focused, collaborative teams, develop people and prioritize activities that have the highest impact to supported field teams.
  • Ability to deliver results in a large, matrixed environment comprising a broad range of internal stakeholders.
  • Ability to collaborate with and influence stakeholders across the organizational ladder to drive behavioral change and implementation of initiatives.
  • Excellent communication, analytical and problem-solving skills.
  • Demonstrates our critical competences of transformation leadership.