Go-To-Market (GTM) Manager – Professional Services, Support & Cloud

Job Summary

IQGeo is seeking a highly motivated and strategic Go-To-Market (GTM) Manager for our Professional Services, Support, and Cloud Services portfolio. This role will focus on developing and executing strategies to expand our services offerings across North America. The GTM Manager will be instrumental in driving revenue growth, increasing market share, and ensuring the successful delivery of our Professional Services and Cloud Services offerings.

This position will involve close collaboration with Sales, Marketing, Product, and Delivery teams, and will be responsible for market analysis, pricing, packaging, and training to ensure successful positioning and sales execution of our service offerings. The ideal candidate will be curious, proactive, and highly adept at solving complex problems to drive success.

About IQGeo

IQGeo is a leader in geospatial software solutions for the telecom and utility industries. We help organizations optimize network management with our cutting-edge, cloud-based solutions. Our team is focused on delivering best-in-class services and tools that support the digital transformation of telecom infrastructure.

Key Responsibilities

1. Market Analysis and Opportunity Identification:
   • Conduct in-depth market analysis to identify both new and existing customer opportunities for Professional Services, Support Services, and Cloud Services across North America.
   • Identify key verticals and market segments to focus on for service expansion.
2. Packaging and Positioning of Service Offerings:
   • Collaborate with Professional Services, Site Reliability Engineering (SRE), Marketing, Product Marketing, and Product Management teams to develop and package service offerings for sale through both direct and indirect sales channels.
   • Develop key messaging, positioning, and materials to support the sales process for services, including 24×7/24×5 extensions, post-production support, product training, delivery & developer support, and IQGeo Cloud Infrastructure Services.
3. Team Collaboration for Service Development:
   • Work closely with the global delivery team to create new service packages and solutions, ensuring alignment with customer needs and market trends.
   • Develop and refine the pricing strategy for all services, ensuring competitiveness and alignment with business goals.
4. Pricing and Competitive Analysis:
   • Perform ongoing competitive analysis to ensure IQGeo’s service offerings are priced effectively and positioned competitively within the market.
   • Provide insights and recommendations based on market trends, competitor offerings, and customer feedback.
5. Sales and Demand Generation:
   • Partner with the Demand Generation team to create both market-level and account-level sales strategies that generate new opportunities for revenue growth.
   • Focus on expanding services opportunities with existing customers and creating net new opportunities with prospects.
6. Sales Enablement:
   • Collaborate with the Sales Enablement team to create training materials and programs that empower the sales team and partner channels to effectively sell IQGeo’s services offerings.
   • Ensure that sales teams are equipped with the necessary tools, resources, and knowledge to maximize profitable growth.
7. Sales Execution Support:
   • Work closely with the sales team and partners to support the successful closure of service opportunities, ensuring that all aspects of the deal—pricing, packaging, delivery, and support—are effectively aligned with the customer’s needs.
8. Program Effectiveness Analysis:
   • Regularly assess the effectiveness of GTM initiatives, including service packaging, sales strategies, and marketing campaigns.
   • Provide continuous recommendations for improvements and optimizations based on performance data and market feedback.
9. Products and Services:
   • Professional Services: Support Services, 24×7/24×5 extensions, post-production support, product training, delivery & developer support.
   • IQGeo Cloud Infrastructure Services: Develop strategies and messaging to sell cloud-based services that enhance the scalability, performance, and reliability of customer networks.

Key Metrics for Success

To ensure success in the role, the following key performance metrics will be used to evaluate performance:

1. Revenue Growth:
   • Achieve set revenue targets for Professional Services, Support, and Cloud Services offerings.
   • Drive an increase in services-related revenue through the expansion of existing customer relationships and the acquisition of new customers.
2. Sales Pipeline Contribution:
   • Contribute to building a healthy sales pipeline by driving demand generation efforts and enabling the sales team to convert opportunities into closed deals.
   • Measure the number of qualified leads and service-related opportunities generated through GTM activities.
3. Customer Retention and Satisfaction:
   • Measure customer satisfaction and retention rates for services, including support and cloud services, post-sale.
   • Ensure the successful delivery of services and resolve customer issues proactively, contributing to a high Net Promoter Score (NPS).
4. Service Package Adoption:
   • Track the adoption rates of newly created service packages and solutions, assessing their effectiveness in driving customer engagement.
   • Monitor the uptake of new support and cloud services among both new and existing customers.
5. Sales Enablement Effectiveness:
   • Measure the effectiveness of training and enablement programs for sales teams and partners, including adoption rates and feedback.
   • Track the impact of sales enablement resources on sales conversion rates.
6. Market Penetration:
   • Evaluate the success of market-level and account-level sales strategies in driving market penetration, particularly in target segments such as telecom operators and utilities.
7. Program Performance & ROI:
   • Track the ROI of GTM campaigns, including market research, packaging, pricing adjustments, and promotional activities.
   • Analyze the effectiveness of GTM strategies in terms of engagement, conversion, and revenue generation, providing regular updates and recommendations for optimization.

Required Skills & Experience

• • 5+ years of experience in Go-To-Market, product marketing, or a similar role within the technology or telecom industry.
  • Proven success in positioning and selling professional services, support services, and cloud-based solutions.
  • Strong understanding of telecom services and cloud infrastructure management.
  • Curiosity and Problem-Solving: Must be naturally curious and able to tackle complex problems with creative solutions. The ability to think critically and drive change through innovative ideas is essential.
  • Ability to collaborate effectively with cross-functional teams (Sales, Marketing, Product, Delivery, etc.).
  • Deep knowledge of market analysis, competitive pricing, and packaging strategies.
  • Experience with sales enablement, developing training materials, and sales tools.
  • Strong project management skills, able to handle multiple priorities and deadlines.
  • Excellent communication skills with the ability to create compelling content and sales materials.

Education

Bachelor’s degree in Business, Marketing, Engineering, or related field. MBA is a plus.

What’s In it For You

• Medical, Dental, Vision, Life insurance: monthly premiums are paid 100% for employee, spouse, and family! No contribution to benefit plan!
• STD/LTD insurance fully paid.
• Generous PTO with 8 paid holidays plus 2 “floating” holidays.
• Paid charity/volunteering day each year.
• Enhanced maternity leave policy (full-pay 3 months, half-pay 3 additional months) after 2 years of service.
• 401k Safe Harbor contribution, fully vested day one.
• Mentor program.
• Home office support for remote workers.

Flexible Working

We support hybrid and flexible working arrangements for all employees. We understand that life for many people involves school runs, care giving, or exercising!

Work Permits & Visas

You must already have the right to work permanently in United States.

IQGeo is not able to sponsor work permits.

About IQGeo

IQGeo™ is based in Cambridge, UK with regional offices in the United States, Canada, Belgium, Germany, Malaysia, and Japan. We are supported by a global network of highly skilled partners. Originally founded as Ubisense Ltd in 2002, the IQGeo brand was launched in January 2019 after the company was split into two separate businesses. Led by a team of geospatial technology pioneers, the IQGeo Platform software was first launched in 2010 and has an impressive pedigree in the telco, communications, and utility industries. In 2020, IQGeo acquired OSPInsight, a provider of fiber network management software, and in 2022 IQGeo acquired Comsof, a world leader in automated network design, headquartered in Belgium.

Today, IQGeo is the leader in introducing modern web and mobile geospatial applications into the communications and utility industries.