Manager, GTM Strategy and Analytics

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Job Category
Operations

Job Details

About Salesforce

We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good - you've come to the right place.

• GTM Transformation: Defining the next generation of Salesforce's GTM model by working cross-functionally to conduct current state analysis and develop models to unlock our potential to achieve exponential growth, create efficiencies, and increase revenue with the most productive workforce
• GTM M&A Integration: Driving GTM success for our acquired companies by conducting customer and pipeline analysis to develop GTM collaboration and integration plans, identifying and reporting on key indicators of acquired companies' sales and post-sales performance and market opportunity, and driving sales and post-sales integration projects

• GTM Transformation Strategy and Analysis
  • Define strategic revenue growth initiatives across the company, model top-line impact, and partner with cross-functional stakeholders on program management and execution
  • Drive analysis and discovery of current-state sales processes, GTM models, and market opportunity through stakeholder interviews, complex analysis, and external research; identify strengths and deficiencies, and propose strategic changes to increase sales growth and/or improve bottom-line efficiency
  • Build strategic quarterly / annual review presentations and narratives on GTM strategic initiatives to explain and analyze performance for executive audiences
  • Partner closely with other GTM teams to create and tell the data story behind our GTM strategy, define the go-forward strategy in annual planning, and drive alignment with leadership
• GTM M&A Integration Analysis
  • Provide actionable GTM insights and analysis to support the design of GTM collaboration programs and measurement of their effectiveness
  • Develop dashboards and partner cross-functionally with systems and process owners across Salesforce and acquired companies to deploy scalable GTM tools that facilitate seller collaboration, track and accelerate Annual Contract Value (ACV) and pipeline growth, and increase overall customer success & retention
  • Support our acquired companies' data strategy, including stakeholder communications and execution with cross-functional owners
• Drive operational excellence and rigor across transformation and M&A analytics. Example activities may include identifying and developing new processes, model templates, dashboards, and playbooks to streamline analytics processes.
• Develop and deliver presentations to cross-functional peers and leaders across the organization, and inform decisions on a regular basis
• Partner with cross-functional teams to develop plans for executing GTM Transformation or M&A initiatives, including proper handoff to operational teams, and support program management of GTM changes
• Build strong relationships and influence a broad set of stakeholders across the company, including Sales Strategy & Operations, Post-Sales (Professional Services, Success/Support, Renewals), Product, Marketing, Finance, Corporate Development, Employee Success, and Business Technology

• Experience: 5+ years of experience in GTM/sales strategy and analysis at a strategy or management consulting company or high-growth SaaS company; exposure to B2B GTM strategy preferred
• Values: Demonstrates the Salesforce values of Trust, Customer Success, Innovation, Equality, and Sustainability
• Education: BS/BA degree or equivalent experience; MBA preferred
• Strong Analytical Skills and Identification of Business Insights: Strong data analysis and logical reasoning skills, with experience developing models and dashboards, and analyzing complex datasets using Tableau, Excel, and SQL. Understands how to utilize analysis to identify business insights and form strategic, actionable recommendations for the business.
• Executive Presentations & Influence: Strong presentation skills, with experience developing decks conveying actionable insights using Google Slides, and presenting to peers and executive leaders. Demonstrates high EQ and tact while influencing, negotiating, and navigating productively through conflict. Is able to have courageous discussions and lead cross-functionally at peer level and above to drive decisions forward.
• Managing Ambiguity: Ability to work effectively through a high degree of change, demonstrating consistent ability to set a vision, prioritize, cut through noise, and execute through ambiguity. Comfortable working with limited information and asking questions.
• Initiative & Quality: Self starter who independently seeks new opportunities, drives work independently with minimum supervision. Is consistently accurate and delivers high-quality work on time. Demonstrates grit in the face of challenges and knows how best to effectively use resources to achieve goals.
• Innovation: Enjoys developing new solutions to old problems and looks for lasting results and long-term solutions, continuously improving and standardizing processes and tools for scale.
• Leadership: Takes ownership, inspires others, is humble and authentic, expresses gratitude, leads by example, behaves with integrity, and fosters trust.