Soho & Sme Go-to-market Principal

5 giorni fa

Milano, Italia Vodafone A tempo pieno

**Role purpose**:
We require an experienced GTM leader to build and drive a ‘SoHo & SME segment’ focussed GTM Design function for our Global Vodafone Business Portfolio of adjacent solutions (our ever-evolving portfolio currently has solutions across - Digital Apps, Security, Unified Comms, SDWAN, Cloud & Edge and is constantly expanding). This is one of the fastest growing areas within Vodafone and our ambition over the next 5 years is to multiply this growth many-fold.

This GTM leader will be responsible for building a high performance and diverse - ‘SoHo & SME segment’ focussed GTM Design team that works closely with Portfolio, Propositions, Marketing and local OpCos to design and build GTM strategies to drive this exponential growth.
- This team will be responsible for:
- GTM Design: Understands - “Customer behaviour & pain-points”, “Market dynamics”, “Existing Sales Drivers & Sales Motions” and “Propositions” to create and drive an overarching GTM strategy design for key propositions and for key customer segments
- Define, Design and Prioritise sales motions for key Segments, Channels and Propositions as well as their KPIs
- Drive the execution of these GTM strategies & designs across key OpCos - being accountable for the on time delivery of the plan
- Work closely with Partners to define and drive joint-GTM growth plans
- Work with Portfolio, Planning & OpCo Segment leads to build long term ambitions

You will be ambitious and innovation hungry with a customer first and people-oriented mindset. You will have a good balance of portfolio, commercial and marketing acumen and be an inspiring leader that can help drive this business forward for Vodafone.

**Key accountabilities and decision ownership**:

- To build a high performing and diverse - SoHo & SME focussed GTM Design function
- Define over-arching GTM Designs / Strategies for key VF Business Portfolios and for key customer segments
- Drive the execution of these GTM strategies & designs across key OpCos
- Work with key strategic partners to create and drive joint-growth plans
- Work closely with Sales, Marketing, Portfolio, Propositions across Group and OpCos to drive growth
- Work with Portfolio, Planning & OpCo Segment leads to build long term ambitions

**Core competencies, knowledge and experience**:

- A good balance of experience across Product / Portfolio management, Commercial Management and Marketing
- 10+ years’ experience in the Digital / Telco space
- Experience in dealing with SoHos & SMEs
- Ability to lead diverse, cross-functional, global teams with knowledge of Agile working key principles
- Ability to work with strategic partners
- Relationship building skills within a complex matrix structure with good communication skills for dealing with internal and external stakeholders
- Experience of operating at a management level with a record of accomplishment in identifying and influencing key decision makers.
- Excellent communication skills, both written and verbal
- Self-motivated, ambitious and innovation hungry.

**Desired technical/professional qualifications**:

- Degree or postgraduate business qualification
- Significant Experience in Telecoms and/or IT managed service and/or SaaS companies

**Key performance indicators**:

- TCV & Revenue performance
- # of Customers acquired

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