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We are seeking a strategic and execution-driven Go-to-Market (GTM) Leader to drive revenue growth, market adoption, and customer success for our Cloud & Infrastructure portfolio. This leader will define and execute GTM strategies across cloud services, infrastructure modernization, managed services, and hybrid/multi-cloud solutions. The role requires strong commercial acumen, deep understanding of cloud ecosystems, and the ability to collaborate cross-functionally to bring innovative solutions to market.
Key Responsibilities:
- Develop an end-to-end GTM strategy for Cloud & Infrastructure solutions across target industriesand customer segments.
- Build positioning, messaging, value propositions, and competitive differentiation for cloud and infrastructure offerings.
- Define solution packaging, pricing models, and market-entry strategies.
- Lead launch plans for new products, services, and strategic initiatives.
- Partner with Sales and Pre-Sales teams to drive pipeline generation, solution adoption, and revenue growth.
- Create sales playbooks, customer pitch decks, demos, and battlecards.
- Train the sales organization on offerings, value propositions, and competitive insights.
- Support key deals, executive customer conversations, and strategic RFPs.
- Analyze market trends, customer needs, and cloud/infrastructure technology shifts (public cloud, hybrid cloud, AI/ML infrastructure, edge, SRE/DevOps).
- Conduct competitive analysis and synthesize insights for product, sales, and leadership teams.
- Identify new growth opportunities, white spaces, and strategic partnerships.
- Work closely with Product, Engineering, Marketing, Sales, and Partner teams to align on GTM priorities.
- Influence roadmap decisions based on customer feedback and market demand.
- Collaborate with alliances teams to drive joint GTM motions with hyperscalers (AWS, Azure, GCP) and technology partners.
- Partner with Marketing to drive demand-generation campaigns, events, and thought leadership.
- Oversee content development for blogs, webinars, whitepapers, and case studies.
- Measure ROI and optimize marketing spend for maximum adoption.
- Partner Ecosystem & Alliances
- Develop GTM programs with cloud hyperscalers, OEMs, and ISVs.
- Build joint value propositions, co-selling motions, and partner-led pipeline plans.
- Ensure certification, competency, and marketplace integration alignment.
Required Skills & Experience
- 10+ years of experience in Cloud, Infrastructure, or Technology Services GTM roles.
- Strong knowledge of cloud infrastructure (AWS, Azure, GCP), modern infrastructure (Kubernetes, containers, serverless), and hybrid/multi-cloud ecosystems.
- Proven ability to create and execute GTM strategies that drive measurable revenue growth.
- Experience working with or within major cloud service providers or large IT solution providers.
- Strong analytical skills and experience with market/competitive analysis.
- Excellent communication, storytelling, and executive-level presentation skills.
- Familiarity with pricing strategies, product packaging, and commercialization models.
- Ability to collaborate in a matrixed environment and influence stakeholders at all levels.
Preferred Qualifications
- Experience launching cloud services or infrastructure products in enterprise markets.
- Background in consulting, product marketing, sales strategy, or solution architecture.
- Certifications in cloud platforms (AWS, Azure, GCP) are a plus.
- MBA or relevant technical degree preferred.
Success Metrics
- Revenue growth and margin improvement of Cloud & Infrastructure offerings.
- Sales pipeline development and conversion rates.
- Successful execution of launch plans and GTM programs.
- Market share growth and competitive positioning.
Brillio San Ramon, California, USA Office
6111 Bollinger Canyon Rd, San Ramon, CA, United States, 94583
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
