Director, Go-To-Market Strategy & Sales Enablement Managed Cloud Services

• Go-To-Market Strategy & Sales Play Development
  Lead the development and execution of multi-year sales strategies to support growth in AWS, Azure, GCP, private cloud, and hybrid environments.
• Define customer segmentation, territory design, account coverage models, and resource allocation across direct and partner-led motions.
• Leads Business Intelligence and analytics specific to Managed Cloud Services vertical to define metrics, performance indicators and measurement strategies to gauge the impact of GTM projects / initiatives.
• Partner with Finance and RevOps on quota design, capacity planning, and sales forecasting.
• Leverages data-driven insights to inform and influence strategic decision making.
• Analyzes business, market and other data to identify trends and develop insights, translating these into tangible operational plans.
• Partners with business leaders / teams to develop and complete initiatives based on analytical rigor, agreed-upon timeframes and quantifiable business outcomes.
• Identify, capture, and communicate customer, partner, and field feedback and insights to senior leadership with actionable plans.

Sales Enablement & Field Readiness
* Provide strategic direction and content leadership for onboarding and continuous learning programs, with execution owned by the GTM Operations team
* Guide the development of enablement assets (e.g., playbooks, competitive battlecards, value propositions), ensuring alignment with GTM strategy
* Collaborate with GTM Ops to deliver training and enablement programs that support solution selling across cloud services
* Serve as a field advisor and coach during strategic pursuits to support sales execution and skills adoption
Strategic Deal & Partner Engagement
* Support high-stakes sales opportunities through positioning, messaging, and executive engagement
* Serve as a strategic resource during $50M+ enterprise pursuits, co-developing GTM approaches with Sales
* Collaborate with AWS, Azure, and GCP alliance teams to build co-sell motions and joint value propositions
* Drive partner-influenced demand generation and ensure tight GTM integration with cloud marketplaces and programs
Sales Performance & Analytics
* Define execution KPIs and own performance dashboards to monitor rep productivity, pipeline health, and forecasting
* Analyze sales funnel and conversion metrics to remove friction and improve win rates and deal velocity
* Partner with Finance and RevOps on quota design, segmentation, capacity planning, and territory alignment
* Translate market intelligence and performance data into actionable insights and recommendations
Leadership & Cross-Functional Alignment
* Act as a strategic advisor to the CRO and regional sales leaders on GTM execution and operational improvement
* Lead coordinated cross-functional initiatives across Sales, Product, Delivery, Finance, and Marketing
* Ensure GTM strategies align with the MSP delivery lifecycle-from sales through onboarding and retention
* Build, scale, and mentor a high-performing team of GTM strategists and enablement professionals
Qualifications
Minimum:

• Bachelor’s degree in Business, Engineering, or related field; MBA preferred
• 10+ years of experience in GTM strategy, sales enablement, business development, or product marketing in cloud or IT consulting
• 5+ years in a leadership or management role supporting sales organizations
• Deep knowledge of hybrid and multi-cloud managed services, including hyperscaler ecosystems (AWS, Azure, GCP)

• Proven experience supporting or leading a field sales team selling into enterprise and mid-market accounts.
• Demonstrated success influencing enterprise sales pursuits with contract values of $50M+
• Strong analytical background and experience building sales models, dashboards, and actionable performance insights.
• Familiarity with sales methodologies such as MEDDIC, Challenger, or SPIN selling
• Excellent communicator with a track record of cross-functional leadership in complex environments

Preferred Qualifications

• Cloud certifications (e.g., AWS Certified Cloud Practitioner, Microsoft AZ-900, Google Cloud Digital Leader)
• Familiarity with Salesforce, Clari, Power BI/Tableau, Seismic, Highspot, Outreach, Gong
• Experience with hyperscaler GTM programs (e.g., AWS ACE, Microsoft Co-Sell, GCP Marketplace)
• Background in vertical-specific GTM strategy (e.g., healthcare, financial services, gaming, public sector)

USD 158,000.00 – 263,300.00
Compensation:
Compensation includes a base salary of $158,000.00 – $263,300.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate’s knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.
Benefits:
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.