Director, Segment Strategy

This is a rare opportunity to define how a globally recognized technology brand enters, wins, and scales in some of the most dynamic segments in IT — including AV/Pro AV, Edge/Networking, Data Center, and End User Compute. As Director of Segment Strategy & Go-To-Market, you won't just execute a playbook — you'll write it.

StarTech.com is creating this role because of a deliberate strategic commitment to deepening its presence in enterprise buying centers and the Global 5000. You will have the mandate, the executive access, and the cross-functional authority to shape how StarTech.com is positioned, sold, and remembered in the markets that matter most.

You’ll sit at the intersection of market insight, product strategy, and commercial execution - serving as the segment voice within the senior leadership team and bringing an outside-in perspective that directly shapes product investment, channel priorities, and marketing spend.

This is a newly created position where you'll have the opportunity to build the function, the frameworks, and the team from the ground up.

What you will own:

• Define and own the multi-year strategy for high-growth buying centers - AV/Pro AV, Edge/Networking, Data Center, and End User Compute - with direct accountability for segment revenue and margin performance.
• Align segment strategy to StarTech.com's Global 5000 focus and corporate priorities, ensuring your buying centers are resourced, visible, and winning.

Market Intelligence & Buying Center Insights

• Build and maintain deep buying center briefs: applications, TAM/SOM, buyer roles, channel dynamics, competitive landscape, and emerging trends.
• Bring the voice of the market into StarTech.com; translating external signals into internal decisions across Product, Sales, and Marketing.
• Translate segment insights into clear product and solution portfolios that feed directly into roadmaps, developed in partnership with the CTO and Product teams.
• Influence the NPI process — ensuring new products are built with a clear buying center rationale, commercial fit, and go-to-market path.

Go-To-Market Design & Enablement

• Design and orchestrate end-to-end GTM strategies — including positioning, pricing, packaging, promotions, and channel strategy — for each buying center.
• Equip Sales with clear plays, segment-specific messaging, and tools that convert strategy into pipeline and revenue.
• Lead solution-based GTM for tradeshows and channel events, ensuring StarTech.com shows up with relevant, differentiated narratives across industries (Finance, Education, Government, Healthcare, Industrial, Corporate, Retail).

Performance Leadership & Executive Governance

• Lead cross-functional quarterly business reviews — owning revenue, margin, pipeline, and execution metrics for your segments.
• Drive course corrections with urgency, backed by data and commercial judgment.
• Serve as a senior voice in executive and leadership conversations, representing segment priorities and influencing resource allocation decisions.

Who you are:

You’re a commercially sharp, strategically minded leader who has spent your career at the intersection of technology markets and business growth. You understand how AV, IT infrastructure, or adjacent ecosystems actually work - the channels, the buyers, the integrators, and the competitive dynamics - and you know how to build strategies that resonate with professionals who can spot inauthenticity immediately. You have a technical acumen and disposition.

Essential Qualifications:

• 15+ years of progressive leadership experience across product strategy, go-to-market, product marketing, or commercial leadership in technology.
• Proven ability to own and influence P&L outcomes — including pricing decisions, investment prioritization, and growth planning.
• Deep expertise in go-to-market strategy and solution or product marketing, with a strong track record of translating insight into revenue.
• Experience navigating AV, Pro AV, IT infrastructure, or adjacent technology channels — including familiarity with integrators, distributors, or enterprise end-user buying behavior.
• Demonstrated ability to lead through influence across Sales, Marketing, Product, and Operations — without needing positional authority to move people.
• Exceptional executive communication and storytelling skills — you can make complex market dynamics land clearly with a C-suite audience.
• Sharp financial and analytical acumen: TAM/SOM modeling, forecasting, and performance metrics.
• Comfortable in ambiguity — you build structure where none exists and bring others along with you.
• Strong commercial instinct and competitive positioning judgment.

Preferred Qualif