General Manager - GTM and Commercial
Datacom, New Zealand
Job Description
Our purpose
Here at Datacom we connect people and technology in order to solve challenges, create opportunities and discover new possibilities for the communities we live in
The Nuts and Bolts
We have over 6,200 people across our global offices, and generate an annual revenue of over $1.2 billion, this makes us one of Australasia’s largest professional IT services companies. We have extensive expertise in operating data centres, providing IT services, software engineering and application management, as well as payroll and customer service design and operations. With this comes a long list of significant clients Datacom is committed to hiring, developing and promoting the best talent from a diverse range of backgrounds. We are local at heart, yet world-class in capability.
About the Role
The General Manager GTM and Commercial is responsible for driving successful commercial outcomes for Datacom’s SaaS business portfolio through leadership of the commercial framework and GTM approach, and ownership of aligned initiatives spanning product, sales and marketing.
What you’ll bring
- Deep and broad understanding of business and technology strategy.
- Specific understanding of customer acquisition In a product context spanning Targeted Account Selling framework (or similar), generation of MQL, SQL, and tactics to close business.
- Strong strategic background, with an ability to grasp the big picture.
- High level understanding of the unique business requirements of the organisation.
- Knowledge of financial management practices with a clear understanding of the relationship between costs, MRR, utilisation and project revenue.
- Strong commercial acumen with proven business planning, financial management and risk management knowledge alongside an understanding of best practice procurement and supplier relationship management principles
- Deep experience In the SaaS Product space and a thorough understanding of how to drive value from SaaS Products
- Previous success in contract management, contract negotiation and management of vendor relationships in large scale and complex commercial environments
- Finance management, including cost estimation and budget tracking and reporting.
Responsibilities
- Developing and driving an aligned GTM strategy that supports achievement of customer acquisition and growth targets for Datascape and Datapay with input from product management, sales and marketing
- Producing clear and action oriented GTM plans as part of the wider annual business plan
- Leading development of standardised market communications on customer pricing (e.g. price books/indicative pricing for non-complex products) to ensure these appropriately underpin the pricing strategy and objectives
- Driving a framework for continued and up-to-date competitive analysis to underpin GTM initiatives, in collaboration with sales and product
- Establishing an aligned approach to selling across dedicated SaaS sales teams and Datacom's other sales and business development functions.
- Supporting establishment of a commercial orientation for product management
- Driving the formation and application of effective, commercially sound customer contract templates which appropriately support our customer objectives, maximise opportunity and manage risk across the SaaS businesses and customer contracting scenarios
- Ensuring appropriate commercial practices and clear accountabilities regarding customer contracts (e.g. back-to-back agreements in partnering scenarios, upfront evaluation of ongoing support requirements and consideration in pricing)
Why you want to join us
Here at Datacom, we connect people and technology in order to solve challenges, create opportunities and discover new possibilities for the communities we live in. We’ve maintained our local family feel whilst expanding globally, across Australia, ASIA, US and the UK. Working together, we strive to imagine the possible, challenge the status quo and put forward fresh, diverse thinking. We offer our staff a competitive salary package, fantastic perks and benefits like healthcare, life insurance, discounts at local retailers and a supportive, flexible working environment. Are you ready to make a difference in Australasia's largest homegrown technology company? Apply within today!