Principal, Go-To-Market Strategy - Multifamily Channel

Chamberlain Group (CG) is a global leader in intelligent access and Blackstone portfolio company. Powered by our myQ technology, we make access simple and secure for millions of homeowners, businesses, and communities worldwide. Our flagship brands, Lift Master and Chamberlain , are found in 51+ million homes, and 14 million+ people rely on the myQ app daily.

This role is within Chamberlain Group's Revenue group. This role is responsible for developing, executing, measuring, and adapting the Multifamily channel strategy. This role is responsible for scaling partner revenue, increasing share of wallet, and unlock profitable growth across the Multifamily professional channels. This role serves as a critical connector between product, sales, marketing, and operations, ensuring that go-to-market strategies are aligned with channel needs, competitive and market dynamics, and overall business objectives.

The role will be responsible for defining target segments, refining channel value propositions, and leading the execution of channel initiatives that accelerate acquisition, engagement, and monetization within the Multifamily professional channels. Requires 7+ years of experience in go-to-market strategy, channel operations, product marketing, or related roles, with a proven track record of driving growth in B2B or B2B2C environments. Experience in the multifamily, proptech, SaaS, or connected home ecosystems is strongly preferred, along with a demonstrated ability to translate customer needs and market insights into scalable commercial strategies.

Requires a Bachelor's Degree in Business, Marketing or related field.

Essential Duties and Responsibilities Creates and leads the joint business planning process across the Multifamily channel, including dealers, distributors, and strategic partners, ensuring alignment to Chamberlain Group growth, profitability, and share objectives

Direct the development and execution of a channel strategy that achieves business objectives and considers approaches for selling to, through and with our partners

Own Multifamily channel segmentation and partner strategy, including dealer tiers, distributor models, strategic partner relationships, and installer personas; ensure strategies reflect partner capabilities, economic models, and route-to-market complexity

Oversee the development of integrated Multifamily channel customer plans, ensuring alignment to broader channel strategy while clearly articulating differentiated value propositions, selling stories, and economic benefits for each partner segment

Consult with Product, Marketing, Operations, Finance, and Sales to help identify, design, and perform business processes necessary to execute a successful set of programs and promotions

Translate customer growth strategies into executable GTM initiatives, including new segment entry, product launches, solution bundling, pricing and rebate structures, and capability expansion within the Multifamily ecosystem

Curate alignment of Chamberlain Group vision, objectives and initiatives with channel segmentation, customer needs, market trends and competitive landscape

Direct the deployment of strategic initiatives across the Multifamily channel, including creation of GTM briefs, audience segmentation, enablement strategies, and execution governance to ensure disciplined rollout and adoption

Own Multifamily channel persona strategy and enablement, ensuring development of sales tools, technical content, training, and collateral that accelerate partner adoption and effectiveness at each stage of the buying and installation journey

Manage a comprehensive ongoing channel situation analysis that monitors consumer trends, new product & service innovation and operational & financial results from industry participants

Develop comprehensive channel opportunity & risk overview prioritizing objective achievement through initiatives that accelerate growth & profitability across existing offers, launch new offers and expand channel partners;
Implement improvement plans to address unexpected challenges

Partner with Sales, Marketing and Product to ensure development of content and collateral to drive product launches, promotions, key marketing campaigns, and channel or customer-specific programs;
Review and direct marketing communication to ensure the overall channel strategy is aligned and conflict is minimized

Quantify partner value and cost to deliver in order to identify pricing targets, resource requirements and overall priorities;
Conduct quantitative analysis including ROI and customer acquisition costs across Retail channels

Manage inputs to forecasting and demand planning process including promotional calendar, merchandising strategy and partner funding; participate in demand planning to optimize consensus volume forecasts

Create and prioritize business cases utilizing needs-based segmentation, quantified value versus next best alternative and implementation of Chamberlain Group’s value-added solutions

Build and…