Gtm Effectiveness Executive

Overview

The GTM Analyst plans and coordinates projects to improve the operational efficiency and effectiveness of the Go-To-Market (GTM) function.

Key Responsibilities
- Support the Head of Sales Operations in reviewing and formulating market strategy, generating GTM input into business planning cycles and otherwise representing GTM among the rest of the business
- Autonomously deliver monthly Cancellation Analysis:

- liaise with Finance for cancellation data, interrogate CRM to determine cancellation reasons, conduct exit interviews with customers, produce materials for circulation and be the owner of the analysis for the broader business.
- Generate regular cancellation analysis summary for presentation to SLT and responding to queries / additional information requests as required. Conduct additional analysis as required either to support regular review or as requested for particular strategic objectives
- Support Head of Sales Operations in reviewing and assessing GTM processes and workflowsacross the account management and business development teams and workflows. Use analysis to identify improvements to help drive productivity and work with Head of Sales Operations to implement
- Support Head of Sales Operations in identifying and implementing system enhancements to improve GTM workflow, CX and ability to make data driven decisions
- Working with GTM people managers to implement new tools and solutions to improve the effectiveness and performance of their teams
- Work with Head of Sales Operations and GTM leadership to identify key performance metrics for GTM teams, design and deliver regular reporting to keep track of metrics in agreed style and cadence
- Deliver insight from data and observation of GTM processes, produce presentations and data extracts. Working with Finance & Data teams to help inform data driven decisions for wider GTM community, including Head of Sales Operations & Director of GTM Effectiveness
- Support GTM effectiveness management team in completing needs analysis, leading on the method to gather feedback and the analysis and prioritization of resulting comments.
- Proactively drive thought leadership and idea generation within GTM
- Support the Head of Sales Operations with other specific projects on an ongoing basis (including smaller inbound requests and projects from the broader GTM community)
- Project manage elements of the delivery of the GTM 5 Point Plan and key internal GTM projects to ensure timely and measurable delivery
- Take ownership of specific projects to improve GTM Effectiveness and CX (e.g. our approach and process to selling BIS solutions)
- Act as key liaison point to operations team when implementing new GTM projects & methods of going to market e.g. Bar Partnership
- Work closely with Head of Customer Experience to manage projects that will generate improvements to CX metrics

Key Skills Required- Essential
- Exceptional verbal and written communication skills, able to influence stakeholders throughout the business
- Educated to undergraduate degree level at respected university (Russell Group or equivalent). Analytical or quantitative degree an advantage (Economics, Engineering, STEM, Stats or Data / Computer Science)
- Strong numerical and problem solving skills
- Experienced and capable analyst, confident Excel user and some experience / interest in advanced analytic techniques (SQL, Tableau, PowerBI, Smartsheet)
- Strong MS Office skills (Powerpoint and Word) and effective corporate communication - able to derive simplicity from complexity
- Time management / organisational / stakeholder management skills
- Excellent judgement and strong commercial acumen; proactively seek opportunities to drive bottom-line value
- Commercial decision-making; confidence to support decision with rationale
- Good interpersonal and collaborative skills, ability to work across all levels of internal organisation
- Ability to and experience of engaging with customers
- Understanding of internal systems and processes an advantage