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Director, Go-to-Market Programs

Job Category: Sales Strategy & Operations
Local

Meet Our Team:

The GM Team articulates the horizontal perspective of two of Pega’s three primary engagement strategies and offerings. The team engages each and all functions of the business to clarify and align the specific expectations or deliverables needed to win big. This includes market and buyer insights, value propositions, product roadmap investments, marketing mix and allocations, sales and go-to-market coverage, delivery, and ecosystem efforts.
 

Picture Yourself at Pega:

As the Director of GTM Programs, you will play a pivotal role in ensuring that Pega's Go to Market Field can engage in credible, compelling, and persuasive conversations with IT decision makers. Your primary responsibility will be to align GTM programs with the overall Intelligent Automation and Customer Service GTM global strategy and ensure its successful execution.

 

You will be responsible for understanding the end-to-end business systems that impact a client's interactions with Pega, using these insights to enhance future Intelligent Automation and Customer Service sales opportunities. By providing relevant insights from these business systems, you will help create awareness, formulate strategies, and increase effectiveness within the GTM organization.

 

A key focus of your role will be collaborating with solution consulting leadership to develop insightful and actionable plans. You will oversee day-to-day process execution and implement new strategies, processes, and technologies to improve engagement between the Pega Go to Market Field and client decision makers. This includes enhancing product demonstrations, roadmap delivery, and solution prototyping.

 

Additionally, you will work closely with leaders from various cross-functional teams to drive strategic decision-making at the highest levels of the company. You will ensure the GTM organization can scale successfully by allocating the right resources to the right areas. Identifying key metrics to measure success and using data to drive decisions and measure outcomes will be critical aspects of your role.

 

You will challenge the status quo and drive consistent excellence, new strategies, and team execution. As new issues or improvements are discovered, you will be responsible for understanding their impact and realigning priorities as needed. Through your leadership, you will ensure that the GTM organization consistently achieves excellence and effectively engages with client decision makers. 
 

What You'll Do at Pega:

You will lead a high impact team and work directly with the leaders of the GTM organization to develop and deliver solutions in GTM Strategy. Job responsibilities will include but are not limited to the following:

  • Strategy Development: Develop and implement a comprehensive GTM strategy for Pega Customer Service and Pega Platform that aligns with our company's goals and market opportunities.
  • Pipeline Development: Build and grow a robust pipeline of opportunities for Pega products by leveraging market research, competitive analysis, and customer insights.
  • Sales Acceleration: Implement strategies to progress opportunities through the Pega sales process faster, working closely with the Sales team to optimize sales tactics and approaches.
  • Best Practices: Harvest and package field best practices for building pipeline and accelerating progression of opportunities through the pipeline.
  • Rhythm of the Business: Operate a rhythm of the business where all opportunities are reviewed to determine how to drive continuous improvement.
  • Cross-Functional Leadership: Collaborate with key partners including the Sales, Solutions Consulting, and Enablement teams to ensure alignment and execution of GTM strategies.
  • Performance Metrics: Establish and monitor key performance indicators to measure the effectiveness of GTM strategies and the health of the opportunity pipeline.
  • Technical Knowledge and Enablement: Possess strong technical knowledge about Pega products and can enable the field to be successful in driving sales.

How You’ll Measure Success:

  • Define the Intelligent Automation and Customer Service business plan and support execution in collaboration with functional leaders. Includes defining market and buyer insights, value propositions, product roadmap investments, marketing mix and allocations, sales and go-to-market coverage, delivery, ecosystem efforts, etc. 
  • Create alignment with functional teams to improve Intelligent Automation and Customer Service GTM execution. Establish a system of communication to stay on message, identify issues and opportunities, and create a more frictionless client experience end-to-end
  • Improve Intelligent Automation and Customer Service GTM outcomes (e.g. increased pre-sales activities that lead to increased sales pipeline, increased win rates, and increased ACV with existing clients).
     

Who You Are:

An intelligent, motivated, collaborative individual with exceptional communication skills and progressive experience in strategy, analytics, B2B SaaS, and GTM Operations.
 

What You've Accomplished:

  • Bachelor’s Degree, Masters preferred.
  • Prior experience in Strategy or GTM Operations functions.
  • Prior experience working at an enterprise SaaS business.
  • Prior experience working in large enterprises responsible for operations.
  • Prior experience working in large enterprises responsible for providing business technology solutions to drive customer satisfaction and increased operational efficiency.
  • Prior experience leading focused, high performance teams.
  • Master collaborator, ability to influence and build teamwork.
  • Ability to successfully complete change management initiatives demonstrated through experience.
  • Strong presentation skills and experience.
  • Experience using analytics and data management in an Enterprise team environment, and in B2B environment.

Pega Offers You:

  • Gartner Analyst acclaimed technology leadership across our categories of products
  • Continuous learning and development opportunities
  • An innovative, inclusive, agile, flexible, fast-paced and fun work environment
  • Competitive global benefits program inclusive of pay + bonus incentive, employee equity in the company

#LI-DV1

 

Job ID: 20755

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