GTM Account Management Lead

Job Number: 3203

External Description:

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 this role:

Carrier Fire & Security is looking for a passionate strategic but equally tactical Solutions GTM & Account Management Leader for our newly formed Digital Solutions group. This is a unique opportunity to deploy and grow your skills by creating and building new product offerings in the fire & security domain. The successful person in this role will have first-hand experience with consultative selling, commercializing & GTM partner management for digital solutions. This role is part of a new group and requires a high-level of adaptability in a quickly changing environment

Key Responsibilities:

· GTM Strategy Development & Execution: Leverage industry knowledge, partner with Solutions Management, Strategic Marketing, Solutions Engineering, and Partner teams to create vertical centric high value sales motions.

· Develop Solution Assets for Priority sales motions: Plan and Orchestrate development of Enablement materials, PRFAQs, Demos and Solution Accelerators.

· Work across organizations to obtain buy-in and alignment of solution assets for each priority use case scenario based on the customer persona, vertical and guidance received through the market intelligence.

· Control and Monitor Results: Analyze sales outcome and customer feedback to drive continuous improvement to drive sustainable revenue pipeline and solution consumption growth to drive performance analysis across all solutions.

· Closed Feedback Loop: Understand the different customer dynamics by verticals, technological transformation challenges, and customer trends, to provide insight to the organization including Solutions Management, Solutions Engineering, Strategic Marketing, Customer Success, Services & Aftermarket teams.

· Field Connection & Immersion: Establish new & expand existing customer relationships and ongoing engagements to formalize connection channels, listening systems, escalation management, and customer councils.

· Field Landing & Readiness: Partner with Solution leads, BUs and Partners to ensure successful rollout across the world to help land sales initiatives, GTMs (go-to-market strategy), and readiness plans. Includes as appropriate engagement in virtual training, Executive meetings, field readiness events, etc.

· Building a GTM Partner Ecosystem: Identify partners across solution design, intake, install, commission, operate, upgrade, custom integrations. Design the solution GTM partner tiers supporting the business models to drive high margin recurring revenues & expanded TAM.

· Working closely with the Solution Management team, co-own building out the innovative business models that allow for high margin revenues, sustainable lifecycle service contracts, adjacencies & X-aaS themes.

· Build a strong internal sales & GTM champion community who help amplify solution selling.

· Best Practice Sharing: Partner with internal solution stakeholders and business sponsors to maximize sales cooperation via knowledge transfer and best practices sharing with extended sales teams.

· Present at internal events and training programs as subject matter expert on Industry scenarios related to Digital & Innovative solutions.

· Be curious, adaptable and willing to learn new things fast.

Required Qualifications:

· Bachelor’s Degree

· 5+ years of experience in business consulting, sales, sales operations, information technology, account management, business development

· 6+ years of experience in near team strategy, Consultative selling, Sales or Finance.

· 10+ years of Industry GTM or Marketing

· 5+ years of Enterprise sales or strategy experience in cloud (applications and data) within specific industry.

Travel: Ability to Travel 30% domestic & international

Preferred Qualifications:

· Strong understanding of the customer segments, industry verticals, and their corresponding sales engines with demonstrated success in driving revenue growth in new business models.

· Strategic thinker able to identify opportunities and alternatives while influencing a large team to execute on them (with demonstrated results)

· Proven record of accomplishment of working at senior levels across Enterprise customers, Hyperscalers & Global service integrators (GSIs)

· Highly adaptable, and strong collaborator, fierce advocate, and influencer

· Persuasive communication, community and program management skills and experience

· Experience of designing, building, and executing phenomenally successful global programs and strategy at scale

· Partner management, product marketing and/or joint GTM sales experience with Amazon & Marketplaces is a plus.

· Autonomous, results driven as well as strong team player with demonstrate the ability to influence cross group agendas (including at an executive level) while driving non-reporting teams to perform.

· Relationship Building: Proven track record of building trusted relationships with Customers and Business management across product lines. Experience in managing various stakeholder relationships to get consensus & continuous progress.

· Problem Solving: Ability to solve problems using analytical thinking, reconciling viewpoints, evaluating business models, and leveraging key relationships.

· Communication: Demonstrated ability to explain complex business challenges to both technical and non-technical audiences. Presentation skills with a high degree of comfort with both large and small audiences (Senior Executives, Digital management, Functional leaders as well as DevOps teams).·

RSRCAR

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Job Number: 30117247

Community / Marketing Title: GTM Account Management Lead

Location_formattedLocationLong: Florida, US