SaaS, GTM, and Commerce Strategist

Job Number: 1144

External Description:

About Carrier
Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC, refrigeration, and fire and security. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day. Join us and we can make a difference together.

About the position

This strategist role will be responsible for helping Carrier identify opportunities to grow and scale its capabilities around Software as a Service (SaaS), Digitally enabled revenue, and Go-To-Market (GTM) selling motions. Additionally, this position will take a very active role in Carrier’s newly formed SaaS Council. The SaaS Council team is facilitating the transformation of Carrier into a digital age software and service-based company. Through coordinated management of investment, focused effort on shared business model challenges, and change management across a vast array of stakeholders the team aims to foster tremendous growth across the enterprise.

In addition for working with the Associate Director, SaaS, GTM, and Commerce to craft the vision and strategy of SaaS and Commerce at Carrier, this role will manage the operational details related to SaaS Council team and oftentimes be one of the outward facing representatives for business model transformation activities. The role, reporting directly to the Associate Director, SaaS, GTM and Commerce, will work across various groups including Finance, Sales, Product Management, Marketing, Operations, and Engineering to align on a shared vision and help drive execution forward. The ideal candidate would have subject matter expertise on SaaS tools and an understanding of what it takes to help a legacy business transition to a SaaS business model. This will participate in advising and guiding stakeholders on their transformation journey to becoming a top 200 software company.

Carrier is a global leader in Heating, Ventilation, and Air Conditioning (HVAC), Refrigeration, and Fire & Security segments with an unmatched product and service portfolio. Carrier’s Digital Growth and Strategy team brings together exceptional talent to have significant impact on the company’s direction.

Primary Responsibilities

• Manage the transformation into a recurring revenue software business by working across four business units and supporting functions to lead the development of new commercial offerings, sales and marketing plans, migration paths for existing customers, and back-office support.
• Identify critical assumptions, establish success metrics, and use data to inform decisions related to Commerce and SaaS.
• Develop and present business cases that articulate the strategy, total cost of ownership (TCO) and return-on-investment, to acquire and incorporate cross-functional feedback and ultimately achieve executive approval.
• Manage delivery teams responsible for building out Carrier’s commerce capabilities globally.
• Develop deep know how and understanding of Carrier’s business & performance across segments and business units
• Drive process transformation across planning and performance management cycles with a focus on tool/ system modernization.
• Work with Carrier leadership teams to create a compelling vision across people, process, and technology to drive departmental success with quarterly roadmaps / critical milestones to lead transformation through continuous improvement, and implementation of scalable process & technology
• Engagement with Digital and Business Unit leadership including facilitation of quarterly council sessions, executive level presentations, and road mapping sessions.

Key Skills

• Deep understanding of the interplay between pricing strategy, business models, channel management strategies, and technology platforms.
• Proven ability to lead virtual teams, manage projects and deliver results in a diverse stakeholder environment
• Excellent communication skills, and ability to rally team members around a common vision. Strong deck-writing and upward-influencing skills.
• Executive presence and ability to influence senior leaders to drive change
• Strong analytical, strategic, and creative problem-solving skills.
• Business owner mentality, willingness to roll up your sleeves and do whatever is necessary.
• Team player with a positive, collaborative work ethic.

Basic Qualifications

• 3+ years of experience in B2B software and IT services, including product management, customer success, and Cloud/SaaS business models
• 3+ years of experience in business process design for end-to-end optimization of go-to-market and/or back-office standardization for SaaS selling.
• 3+ years of experience in building Commerce solutions at scale for mid-size and/or enterprise companies.
• Bachelor’s degree

Preferred Qualifications (nice to have)

• The ability to simplify the complex, quickly define core problem and frame the solution approach
• Success collaborating across teams and regions to achieve standardization and drive enablement across the enterprise (pull vs. push strategies to help reps more effectively sell)
• Played a key role in software business model transformation from perpetual licenses to recurring revenue and SaaS
• Experience in industrial/manufacturing software segments

Additional information

• Location: Ideally the work location is in either Palm Beach Gardens (FL) or Atlanta (GA), but we are open for a remote work within the USA.
• The candidate must be able to work in the Eastern time zone hours.
• Traveling up to 15% nationally and internationally is required.

Some of our competitive benefits package includes

• Medical, dental, and vision insurance
• Generous 401(k) plan that includes employer matching funds and separate employer retirement contribution
• Tuition reimbursement
• Life insurance and disability coverage
• And more

RSRCAR

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Job Number: 30110257

Community / Marketing Title: SaaS, GTM, and Commerce Strategist

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