Sr. Product GTM (Go-To-Market) Manager

At Box, we’re rethinking – and disrupting – traditional enterprise software markets. Box is at the heart of major shifts in the consumerization of IT, new worker expectations and enabling digital workplace. With more than 66% of Fortune 500 and 74,000 customers, Box has one of the most vibrant and robust partner ecosystems that includes a who’s who in the industry including IBM, Microsoft, Workplace, Salesforce, and more.
 
Are you ready to drive the commercial success of our hottest new products? 
 
As our GTM Manager, you will be responsible for building pipeline, driving revenue growth, and shaping go-to-market strategy for our rapidly growing new Enterprise products that are transforming how organizations address their business, governance, legal, and security concerns for cloud content. 
 
This role will own or drive the overall plans around go-to-market, demand generation, cross-sell, channel and strategic partnerships, and, jointly with the PMM, are the “face” of the product to the go-to-market and operational parts of the organization. This person will also work closely with functional leaders and teams in the company including Sales, Marketing, Executive team, Product, Marketing, and Customer Success.
 
Ideally, the candidate has spent time in product marketing, brand management, or a strategic go-to-market role with a strong emphasis on commercial success metrics. You are data driven with ability to leverage market insights, trends, and inputs from both inside and outside the company to make impactful decisions. You should enjoy working in a fast-paced environment and have demonstrated strong leadership and influence skills, ability to achieve goals and find direction amidst uncertainty, as well as strengths in operationalizing product go-to-market programs. 
 
This is a unique opportunity to grow a strategic piece of the business and transform how organizations of all sizes approach content management in the cloud while keeping their data safe and their employees productive.
 
 
Responsibilities:
  • Develop plans and programs to achieve business goals including customer adoption and financial goals 
  • Define, communicate, and execute the go-to-market strategy for Box Governance, including a clear definition of the target customer segments, prioritization, and approach
  • Analyze market and customer data to draw insights that will influence the overall GTM plans
  • Know target customers and buyer/influencer personas and understand/document buying process
  • Define & drive execution of plans across sales and marketing, including targeting strategies and tools (e.g. identification of high propensity customers) 
  • Work closely with sales/channel teams and leaders to ensure support structures and alignment are in place for a strong sales motion
  • Understanding sales and market challenges and drive corrective actions to address them
  • Identify and develop collaboration/partnerships with 3rd parties to achieve common goals 
  • Drive business and exec reviews to create alignment and cross-functional support behind goals and plans
  • Collaborate with field/global marketing, campaigns, and sales to build appropriate pipeline coverage
  • Partner with AR and PR to ensure demand-gen and influencer programs are ready to drive the highest level of interest and excitement in the market place
  • Support and monitor success of strategic customer opportunities and champion their success internally
 
Qualifications
  • Track record of achieving and exceeding quantitative goals in fast-paced environments
  • 7-10 years of relevant experience with focus on enterprise products and customers
  • Experience in working effectively with sales and channel teams
  • Highly-proactive, self-starter capable of effectively managing several projects and ruthless prioritization 
  • Passion about our space, intensity in your work, and ability to stay calm in the face of a challenge
  • Tolerance for ambiguity and ability to execute in an environment where things are not always crystal clear
  • Passion for cross-functional collaboration and comfort in the spotlight of high-visibility initiatives
  • Excellent ability to drive change in a cross-functional setting without formal authority
  • MBA from a top tier program is preferred, but not required
 
 
 
 

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