Go-to-Market Operations serves a significant role with advancing Box's abilities to deliver across our Sales and Marketing organizations at greater scale and through increasing business complexity. GTM Ops delivers better results when they can deliver to their business partners more proactively -- similar to any product delivery, telling customers (in this case anyone across the Sales and Marketing functions) what they need rather than waiting for customers to ask. The team is seeking to benefit from driving this more proactive capability. The ability and capacity to identify, drive, align, and execute what and how they deliver over the next several years (taking a long-term view) is currently limited.
The role of the Director of GTM Operations will be to work across Sales, Marketing, and operations teams to identify the greatest opportunities for GTM Operations to drastically improve delivery through alignment between the team's strategy and those of its business partners. They will get up to speed on the long-term vision with how Box is going to go to market and will need to execute efforts with GTM Ops to support lead gen evolution, improve sales forecasting, support shifts in how quotas are structured, enable the future of leveraging data and insights, and more. In parallel they will analyze how our operations teams are supporting this vision in order to help influence the vision owned by the head of GTM Operations to be better aligned long-term with what the business will need (not just what they need right now).
RESPONSIBILITIES
- Collaborate with Sales and Marketing leadership to understand their long-term vision / demands for how Box will market and sell at scale.
- Benchmark our current GTM operations capabilities to better understand our gaps and greatest opportunities for improvement under the lens of end-to-end functionality.
- Drive the development of the long-term vision and roadmap for the GTM Operations teams, including having an impact on build-out of teams and future roles.
- Standardize, own, analyze, and report out the key performance indicators and accompanying analyses and recommendations of the GTM Ops teams.
- Work with GTM Ops leaders and PMO to align roadmap and drive the prioritization of the right efforts in order to increase operational efficiency and overall business delivery.
- Develop and manage large-scale efforts within GTM Ops to improve execution against a number of different focus areas.
QUALIFICATIONS
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7-10 years in program management (or relevant) experience, preferably within a cross-functional team and in the tech space
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Superb communications and engagement abilities: You are a natural at knowing your audience and are able to communicate through numerous channels -- from chatting with execs to building beautiful Powerpoint decks, running focus groups, and simply knowing how to write a concise and meaningful email.
- Strong bias for action, an intrinsic ability to deal with ambiguity, and natural perserverence.
- Solid analytics background with a full understanding of the data operations and delivery pipeline -- from data sources to processing, management, delivery, metric development, and insights.
- Proven intellectual curiosity: You always are striving to learn more and dive in where you are unfamiliar.
- Execution-oriented: You see all opportunities and challenges as something you can impact and default to taking action rather than waiting for someone else to jump in.
