Go-To-Market (GTM) Lead - Salesforce
Introduction
A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe.
You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat.
Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in ground breaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience.
Your role and responsibilities
We are seeking a dynamic Go-To-Market Lead to drive revenue growth through strategic market execution, salesforce enablement, event management, and partnership development. This role is pivotal in generating qualified pipeline and establishing market differentiation through coordinated GTM initiatives.
Market Sales Plays & Strategy
- Develop and execute comprehensive go-to-market strategies for new products, services, and market segments
- Design and implement targeted sales plays based on market analysis and customer insights
- Create integrated marketing campaigns that support and amplify sales plays across multiple channels
- Develop campaign messaging, content, and promotional materials aligned with specific sales play objectives
- Create sales playbooks, messaging frameworks, and competitive positioning materials
- Collaborate with product marketing to define value propositions and market positioning
- Monitor market trends and competitive landscape to inform strategic decisions
Salesforce Relationship & Enablement
- Serve as primary liaison between marketing and sales teams
- Provide ongoing sales enablement through training, tools, and resources
- Develop and maintain strong relationships with sales leadership and individual contributors
- Create and deliver sales training programs on new products, market positioning, and competitive intelligence
- Establish feedback loops to continuously improve sales effectiveness
Event Management & Execution
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- Plan, coordinate, and execute strategic events including trade shows, conferences, webinars, and customer events
- Manage event budgets, vendor relationships, and logistics
- Develop event-specific marketing campaigns and follow-up strategies
- Measure and report on event ROI and lead generation metrics
- Coordinate speaking opportunities and thought leadership activities
Co-Investment Activities & Partnerships
- Identify and develop strategic partnership opportunities that drive mutual value
- Coordinate co-investment initiatives with partners, vendors, and stakeholders
- Manage partner enablement programs and joint go-to-market activities
- Negotiate partnership agreements and co-marketing arrangements
- Track and report on partnership performance and ROI
Pipeline Generation & Account Development
- Drive qualified lead generation through integrated marketing campaigns
- Implement account-based marketing (ABM) strategies for target accounts
- Collaborate with sales to identify and prioritize high-value opportunities
- Develop and execute demand generation programs across multiple channels
- Monitor and optimize conversion rates throughout the sales funnel
Market Differentiation
- Develop compelling value propositions that differentiate from competitors
- Create competitive intelligence reports and positioning strategies
- Lead brand positioning initiatives and messaging consistency
- Develop case studies, success stories, and proof points
- Establish thought leadership through content marketing and industry engagement
This Job can be Performed from anywhere in the US.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
Education & Experience
- Bachelor's degree in Marketing, Business, or related field; MBA preferred
- 5-7 years of experience in go-to-market roles, sales enablement, or related positions
- Proven track record in B2B marketing and sales environments
- Experience with CRM systems (Salesforce preferred) and marketing automation platforms
Skills & Competencies
- Strong analytical skills with ability to interpret data and metrics
- Excellent communication and presentation skills
- Project management experience with ability to manage multiple initiatives simultaneously
- Understanding of sales processes and buyer journey mapping
- Experience with event planning and execution
- Knowledge of partnership development and management
- Proficiency in marketing technology stack and sales tools
Personal Attributes
- Strategic thinker with strong execution capabilities
- Collaborative leader who can work across departments
- Results-oriented with focus on revenue impact
- Adaptable and comfortable in fast-paced environments
- Strong relationship-building skills
Success Metrics
- Pipeline generation and conversion rates
- Sales team adoption of GTM materials and processes
- Event ROI and lead quality metrics
- Partnership revenue contribution
- Market share growth in target segments
- Sales cycle reduction and win rate improvement
ABOUT BUSINESS UNIT
IBM Consulting is IBM's consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients' businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
OTHER RELEVANT JOB DETAILS
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
Perks and Benefits
Health and Wellness
Parental Benefits
Work Flexibility
Office Life and Perks
Vacation and Time Off
Financial and Retirement
Professional Development
Diversity and Inclusion
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