Global Commercial GTM Manager (Center of Excellence)

工作說明

1. Vertical Domain Leadership

- Lead vertical market strategy and maintain insights on market size, customers, competition, and regulations.
- Develop and maintain the Vertical GTM playbook, including value proposition, solutions, pricing, and competitive strategy.
- Establish opportunity qualification criteria and capture best practices across markets.

2. Territory GTM Strategy & Execution

- Translate global vertical strategy into territory-specific GTM plans and quarterly targets.
- Build opportunity maps and pipelines with local Sales teams and drive business growth.
- Align product, NPI, and marketing resources with local market and customer needs.

3. Sales Partnership & Enablement

- Act as the vertical expert and partner with country/regional Sales teams through coaching and co-selling.
- Support strategic opportunities, tenders, customer meetings, and competitive displacement.
- Drive Sales enablement through training, playbooks, and regular pipeline/deal reviews.

4. Partner & Channel Ecosystem

- Develop strategic partnerships with GSI, SI, VAR, ISV, MSP, and specialist resellers.
- Drive partner recruitment, onboarding, and joint solution development.
- Establish partner programs and incentives to support vertical growth.

5. Market Intelligence & Product Feedback

- Monitor market, competitive, and pricing trends, including win/loss analysis.
- Translate customer and market insights into product and roadmap recommendations.
- Provide management with actionable insights on business performance, risks, and opportunities.

需求條件

【Required】
- Bachelor’s degree or above in Business, Marketing, Engineering, or a related discipline.
- Eight or more years in commercial B2B IT — go-to-market, product marketing, business development, or vertical sales — with a meaningful portion in PC, workstation, or IT infrastructure.
- Demonstrable depth in at least one of Government, Enterprise, Education, or SMB, including how deals are actually won in that vertical.
- Proven track record of working through and with regional or country sales teams, rather than only in a direct-quota role.
- Strong commercial fluency: pricing structures, margin and TCO logic, channel economics, MDF and program design.
- Professional working proficiency in English; confident presenting to senior customer and internal stakeholders.
- Willingness to travel internationally and to operate across multiple time zones.

【Preferred】
- Experience in a Center of Excellence, vertical practice, or global GTM function at a tier-one IT vendor.
- Public-sector tender and framework-agreement experience, or education funding-program experience.
- Familiarity with AI PC, vPro, workstation, and AI infrastructure positioning, including ISV certification dynamics.
- Mandarin proficiency for HQ collaboration; additional regional languages a plus.
- Strong data literacy — Excel, Power BI, or equivalent — and comfort building the analysis behind a recommendation.
- MBA or equivalent commercial qualification.