Job Title: GTM Strategy & Operations Lead
Location: Santa Clara, CA (Hybrid)
Duration: 8+ Months
Xoriant reasonably expects the pay rate for this position to be within the following range: $60/hr-$65/hr/.
The Business Imperative: Optimizing Lifecycle Integrity
As we continue to scale our enterprise engagement models, we are seeking a strategic leader to drive the next evolution of our Global Go-To-Market (GTM) operations. This role focuses on enhancing the integrity of our contractual frameworks, ensuring that our largest customers receive a seamless, automated experience that aligns their actual asset usage with their contractual entitlements. You will lead the transition toward a system-led governance model that provides real-time visibility into complex agreements while building the foundational infrastructure for future growth.
- Near-Term Priorities: Operational Transformation
The primary focus is moving from manual oversight toward a scalable, automated system architecture. This ensures high-velocity business operations and eliminates friction in the customer lifecycle.
- Digital Infrastructure & Integration
- Systemic Alignment: Architecting the transition from manual tracking to automated systems that validate hardware and software entitlements in real-time.
- Complex Contract Logic: Developing automated workflows to manage sophisticated, multi-year agreements, including large-scale estate transitions and milestone-based commitments.
- Self-Service Enhancements: Operationalizing digital portals to provide customers with frictionless workflows for asset refreshes and temporary inventory adjustments.
- Stakeholder Visibility: Enhancing enterprise dashboards to ensure Sales teams and customers have proactive, data-driven insights into their entitlement status.
- Governance & Process Excellence
- Standardized Protocols: Formalizing the governance framework for asset management, including exception-handling workflows and temporary usage protocols.
- Data Reliability: Defining high-priority data-sync workflows to ensure internal systems and customer-facing portals remain in perfect alignment.
- Cross-Functional Support: Reimagining support models for high-value accounts to streamline complex deal structures and improve time-to-value.
- Reporting & Analytics: Maintaining centralized reporting and automated audit trails to provide leadership with full visibility into global contract health.
- Organizational Readiness & Enablement
- Strategic Alignment: Socializing new operational standards with regional leadership to incorporate feedback and ensure global consistency.
- Communication Strategy: Managing the rollout of new system-led protocols, ensuring that internal teams and partners are equipped with a clear, value-driven narrative.
- Sales Enablement: Developing specialized toolsets and collateral to help the field navigate complex contractual conversations and optimize customer spend.
- Long-Term Priorities: Strategic Growth & Innovation
Post-transformation, this role will evolve into a key driver of incremental deal size and long-term customer health:
- Predictive Intelligence: Developing data-driven models to identify growth opportunities and proactively address contract risks before they impact the renewal cycle.
- Enterprise Scaling: Leading initiatives to expand large-scale agreement structures across new business entities and global regions.
- Adoption Acceleration: Defining strategies to increase the utilization of advanced security services across the existing physical hardware estate.
- Lifecycle Integration: Standardizing the inclusion of consumption and health metrics within Quarterly Business Reviews (QBRs) to strengthen our role as a trusted advisor.
The Candidate Profile: A Strategic Hybrid
- GTM Strategy & Functional Fluency: Proven ability to navigate the balance between operational rigor and the need to maintain strong, long-term customer relationships.
- Data & Analytical Proficiency: Experience querying and analyzing large datasets (e.g., SQL) to validate complex contract targets and lifecycle schedules.
- Technical Innovation: Expertise in using modern AI and automation tools to rapidly prototype internal tracking assets and system-led notifications.
- Strategic Change Management: Robust experience leading large-scale organizational shifts, ensuring new digital processes are adopted seamlessly by both the field and the customer base.
Regards,
Akangsha Mohite
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