Senior GTM Strategy Manager (Remote)

We believe in the power and joy of learning

At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.
 

Our culture values diversity, engagement, and discovery

Our business is driven by our strong culture, and we know that creating an inclusive and diverse workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through inclusive programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-diversity/.
 

The Senior Go-To-Market Strategy Manager role will closely collaborate with leaders across our customer facing Business Units, Sales and Marketing, Enterprise Analytics, CRM, and transformation teams as part of our Commercial & Go-To-Market Strategy team. They will be accountable for implementing revenue operations and go-to-market operating model standard methodologies across the portfolio of Cengage go-to-market teams.

What you'll do here:

• Identifying go-to-market effectiveness opportunities, engaging local teams to scope the transformation work, implementing changes, and ensuring that new ways of working stick.

• Implementing key revenue operations activities at scale, requiring the ability to operate jointly with several matrixed teams representing the business units.

• Influencing the evolution of our CRM configuration roadmap and the development & deployment of Enterprise Analytics tools.

Equally critical for this role is expertise across a broad range of revenue operations topics including:

• Account segmentation, account and product coverage, pipeline management, rep activity prioritization & prompting, renewal optimization, incentive design, lead generation and funnel optimization, marketing automation and personalization, pricing strategies, etc..

• The Senior Go-To-Market Strategy Manager will need to be comfortable balancing unique local business requirements against functional standard methodologies.

• Success in this role will be measured by the direct sales and marketing performance improvements seen in teams subject to go-to-market transformation work.

Responsibilities include:

• Identifying and prioritizing go-to-market effectiveness opportunities across multiple business unit go-to-market teams.

• Leading go-to-market effectiveness work in collaboration with the local business unit go-to-market teams.

• Carrying out diagnostic analyses to better understand go-to-market performance improvement opportunities.

• Providing expert advice to Cengage Group businesses on go-to-market strategy and operational best practices.

• Deploying central analytics and systems tools to support go-to-market effectiveness in local business unit go-to-market teams.

• Developing performance metrics, tracking the impact of go-to-market effectiveness initiatives across the portfolio and presenting the results and recommendations to the senior leaders of the business units.

Skills you'll need here:

• Bachelor’s degree in Business, Operations Management, Strategy, or Finance.

• Proven ability in Sales Operations, Business Operations, or Revenue Operations and 8-12+ years of related experience

• A deep understanding of Sales Operations at both a strategic and operational level, including KPI design and measurement, organization structure and resourcing, planning and forecasting, and incentive plan design and execution.

• Excellent verbal and written communication skills and a high level of emotional intelligence and interpersonal skills.

• Influence without direct authority and effectively partner with project team members

• Proficiency in CRM design and management, including process mapping, reporting and dashboards, and creating standards operating procedures for CRM utilization.

• Program management experience and an ability to both hold cross functional project team members accountable and build shared perspectives through thought leadership.

• A pragmatic, commercial mind-set, and a willingness to have a hands-on, sleeves rolled up approach to working with a diverse and dispersed set of go-to-market organizations.

• Balance multiple assignments concurrently, ability to assess priorities and flex accordingly

• Ability to work with, analyze, and identify gaps in CRM data; has understanding and experience using relational databases (preferably with SQL experience)

• The ability to travel occasionally, 2-3 times per year

Cengage Group does not discriminate based upon race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, marital status, parental status, cultural background, organizational level, work styles, tenure and life experiences. Or for any other reason.
 

Cengage Group is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at accommodations.ta@cengage.com or you may call us at +1 (617) 289-7917.
 

About Cengage Group

Cengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.

Compensation

At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy.

The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location.  Sales roles often incorporate a significant incentive compensation program beyond this base pay range.

$117,100.00 - $187,300.00 USD