Summary:
Aptiv is a global technology company that develops safe, green and connected solutions which are enabling the future of mobility. The company has over 200,000 employees across 11 technical centers and 131 manufacturing locations in 48 countries and generates over $17B in revenues per year.
We are seeking a qualified Go-To-Market Strategy & Operations Associate/Manager to join our team within our Advanced Safety & User Experience business unit. This role will be critical in helping drive our commercial pursuits, defining and communicating our company's value proposition, and formulating a pricing strategy that reflects the true value of our software contributions. The ideal candidate is highly analytical, driven, and an effective communicator who can navigate and influence internal and external stakeholders to achieve our strategic objectives.
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As a Go-To-Market Strategy & Operations Associate/Manager, you will support our efforts to extend our market reach, discover new business opportunities, and optimize the communication of our product value proposition. You will work closely with various departments, including Product Management, Engineering, Sales, and Marketing, to ensure that our value propositions are compelling and clearly communicated to customers. You will also play a pivotal role in establishing a pricing strategy that aligns with our business goals and maximizes our market potential.
The AS&UX Segment:
Revenues of ~$5B+ in 2023. This segment provides software enabled solutions that serve as the brain of the vehicle, improving safety, security, connectivity and comfort. Products include active safety and perception systems, in-cabin user experience systems, compute platforms for security, comfort and control functions, as well as on-and-off-vehicle data management and communication solutions.
Your Role:
- Develop Aptiv's Go-To-Market strategy, identifying the most effective approach and selling models for different customer types
- Define and refine the company's value proposition (both technical and commercial), ensuring it resonates with target customers
- Develop polished pitch decks that accurately describe our offerings, ensuring clarity and impact in customer presentations
- Assist in the identification and pursuit of new commercial opportunities
- Develop a pricing strategy that accurately reflects the value of our software and services
Key Responsibilities:
- Develop Go-To-Market Strategy: Identify the ideal selling model for Aptiv products. Including developing customer segmentation and GTM strategy by customer archetype and building framework for pursuit prioritization.
- Value Proposition Development and Communication: Collaborate with Product Management, Engineering and Marketing to define and articulate our value proposition and product differentiation (including both technical and commercial advantages). Ensure it is communicated consistently across all customer touchpoints and addresses specific customer needs.
- Pricing Strategy: Develop and implement a pricing strategy that aligns with our business objectives and market conditions. Perform pricing analysis and competitive benchmarking to ensure our offerings are competitively positioned.
- Market Analysis and Customer Insights: Conduct comprehensive market research to identify trends, customer needs, and competitive landscape. Use this information to inform our go-to-market strategies. Gather and analyze customer feedback and insights to refine our value proposition and go-to-market strategies. Ensure that our offerings meet customer needs and deliver exceptional value.
- Business Case Development: Develop models to quantify the impact of pursuits on Aptiv's P&L. Including sensitivity analysis for different pricing scenarios.
- Cross-Functional Collaboration: Work closely with Sales, Marketing, Product Management, and other stakeholders to ensure alignment on go-to-market strategies and execution. Facilitate communication and collaboration across departments.
- Performance Metrics: Define and track key performance indicators (KPIs) to measure the effectiveness of our go-to-market strategies. Use data-driven insights to make informed decisions and optimize our approach.
Core Qualifications:
- 2-3 years (Associate) or 4-5 years (Manager) of top-tier consulting experience or comparable, including investment banking, private equity, corporate strategy / development, or similar in technology or automotive industries
- Experience working with cross-functional teams to deliver technical responses to RFIs, RFQs, etc. in support of support winning new business and expanding existing business
- Excellent problem-solving, organizational, and analytical skills
- Strong communication skills, including the ability to develop polished visuals (PowerPoint) and communicate effectively with senior audiences (both technical and non-technical)
- Ability to travel, if required, including internationally
- BA/BS in a relevant field
Preferred Qualifications:
- Experience in the automotive industry, especially with ADAS, autonomous vehicle systems or user experience systems
- MBA or advanced degree
Why join us?
- You can grow at Aptiv. Aptiv provides an inclusive work environment where all individuals can grow and develop, regardless of gender, ethnicity or beliefs.
- You can have an impact. Safety is a core Aptiv value; we want a safer world for us and our children, one with: Zero fatalities, Zero injuries, Zero accidents.
- You have support. We ensure you have the resources and support you need to take care of your family and your physical and mental health with a competitive health insurance package.
Your Benefits at Aptiv:
- Private health care effective day 1 of employment
- Life and accident insurance
- Hybrid and flexible working hours
- Paid Time Off (Holidays, Vacation, Designated time off, Parental leave)
- Relocation assistance may be available
- Learning and development opportunities
- Discount programs with various manufacturers and retailers
- Recognition for innovation and excellence
- Opportunities to give back to the community
- Tuition Reimbursement
- Adoption Assistance
- Fertility Coverage
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Privacy Notice - Active Candidates: https://www.aptiv.com/privacy-notice-active-candidates
Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.