Practice Performance Lead, Global GTM
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Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 6 years of experience in operations, including supporting a cloud or SaaS sales organization.
- Experience working with executive-level clients or stakeholders, presenting data analysis.
Preferred qualifications:
- MBA degree.
- Experience in management consulting, finance, or business strategy function.
- Familiarity with data analytics tools (SQL, BI platforms, etc.), and collaborating with other business analysts and data scientists.
- Understanding of the full enterprise sales cycle, subscription/consumption business models, and full-funnel sales motions.
- Track record of high productivity and meeting deadlines while operating executive cadence and insight, with a willingness to take responsibility in a changing environment through effective time-management and prioritization skills.
- Excellent relationship building skills with sales leaders and cross-functional stakeholders.
About the job
The Go-To-Market (GTM) Practice organization, as part of the Customer Experience organization, is the central global organization that owns the development and activation of Go-To-Market plans across all product areas for Google Cloud. This organization is responsible for setting strategy with deep understanding of product and the market and activating the field against the largest addressable market opportunities, managing performance feedback loops to enable the Go-To-Market organization to deliver on the financial plan.
In this role, you will be responsible for driving action-oriented insights for our practice areas and Go-To-Market Geographies (Geos), around our solutions, sales plays, lead generation efforts, pipeline, and ultimate business growth consumption. Successful execution will bring clarity, insightful interpretation, and actionable learnings, which create impact and value for the entire Cloud Sales organization.
You will showcase thought leadership by providing executive-ready insights, frameworks, and identifying new areas of analysis, partnering closely with Practice and Geography leads in the Go-To-Market Practice organization. A critical capability will be to drive cross-functional coordination across multiple levels of Google Cloud, shaping, influencing, and coordinating high-quality inputs from teams within the Go-To-Market Practice organization, and external local and global cross-functional teams.
Responsibilities
- Support prioritization and targeting of sales initiatives through a data-driven approach to identify size-of-the-prize and Google’s ability to win.
- Develop and implement measurement frameworks to identify areas of high and low performance and calculate return on investment of specific initiatives.
- Identify, parse, and share executive-level insights, supporting the Go-To-Market (GTM) organization and key business partners through both ad-hoc requests and regular cadences (forecasts, Quarterly Business Reviews (QBRs), etc.) related to product and pipeline performance.
- Drive scalable execution, delivering actionable and industrialized insights and dashboards on our business plays and practice execution, at all levels of the organization, down to individual sales representative-level.
- Contribute to global thought-leadership on business health and performance, metrics definitions, dashboards and scaled insights, and tooling.
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