Description
We are looking for a highly curious, analytically grounded, and execution-oriented Senior Manager to help assess and evolve the global Success Plans go-to-market motion. This is a high-impact role sitting at the intersection of strategy, analytics, and field operations - with a mandate to understand the business is performing and identify new paths to growth.
You will partner closely with the our Strategy & Analytics team to diagnose gaps in our current GTM, explore emerging distribution models (such as reseller agreements, channel sales, and partner-led motions), and shape the strategic initiatives that will define how Success Plans scales in a decentralized world. This role requires someone who can think broadly, dive deep into data, and translate ambiguous opportunity spaces into clear, actionable strategies.
What You'll Do
GTM Assessment & Gap Analysis
Conduct structured assessments of the current Success Plans GTM motion across regions, segments, and distribution channels to surface performance gaps and untapped opportunity.
Partner with the Strategy & Analytics team to leverage data, field insights, and benchmarks to build a clear picture of where and why the business is growing — or not.
Design and launch pilots for new GTM motions — reseller agreements, channel sales, partner-led distribution, and others — with clear hypotheses, success metrics, and learning plans built in.
Develop the foundational playbooks, frameworks, and partnership structures that will enable these motions to scale globally once validated.
Develop findings into clear, executive-ready recommendations that inform prioritization and investment decisions.
New Motion Exploration & Strategic Initiatives
Research and evaluate new GTM motions including reseller agreements, channel sales, partner-led models, and other emerging distribution strategies.
Build business cases for new initiatives, including market sizing, feasibility analysis, risk assessment, and go-to-market sequencing.
Serve as an internal thought leader connecting external market trends to the Success Plans offer and distribution model.
Cross-Functional GTM Collaboration
Partner with Offer Management, Distribution, Enablement, and Operations teams to pressure-test ideas and ensure proposed initiatives can be operationalized at scale.
Represent the CoE in cross-functional workstreams related to GTM innovation and partner strategy.
Contribute to the global GTM planning process, ensuring new motions are incorporated into the annual strategy cycle.
Qualifications
6+ years of experience in strategy, operations, business development, or go-to-market roles within enterprise SaaS or cloud organizations.
Strong analytical mindset — able to structure ambiguous problems, synthesize disparate data sources, and generate clear, actionable insights.
Experience evaluating new market opportunities, partnership models, or distribution channels.
Excellent communicator with the ability to distill complex findings into concise narratives for senior audiences.
Comfortable operating in a fast-moving, matrixed organization with a high degree of ambiguity.
Demonstrated ability to build cross-functional relationships and drive alignment across stakeholders.
Preferred
Familiarity with Salesforce's Success Plans portfolio and go-to-market structure.
Background in channel sales, partner strategy, or indirect GTM motions.
Experience working in or adjacent to Customer Success, Revenue Operations, or Offer Management.
What Makes You Successful
Intellectually curious with a bias toward finding root causes, not just surface-level answers
Entrepreneurial spirit — you see whitespace as opportunity, not ambiguity
Collaborative by default, with strong instincts for when to move fast vs. build consensus
Equally comfortable in a spreadsheet and an executive meeting
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