Go-to-Market Strategy Lead- Automotive & Industrial Equipment

Role Description & Responsibilities:

The Industry Business Planner (IBP) serves an integral role in shaping the strategic plan to hit financial targets and grow market share. The IBP accomplishes this mission collaboratively with several stakeholders and team members, such as Sales Leaders, Sales Professionals, Market Intelligence, and Finance. This role requires a deep understanding of market trends, customer needs, and competitive dynamics. The ideal candidate will have a strong background in B2B sales, marketing, and strategic planning.

Enterprise software experience, especially Engineering and Manufacturing software, is not required, but very useful. This is a great role for someone looking for a challenging position to career path into Sales, Sales Leadership, Marketing, Business Development, or Product Management.

This IBP supports two distinct verticals across all sales distribution channels:
Automotive and Industrial Equipment. In collaboration with Sales, the IBP analyzes the complete territory and external market to define financial objectives and go‑to‑market (GTM) strategies to achieve the objectives. The territory covers everything from large enterprise accounts to startups and new entrants. The role will work with supporting organizations to ensure GTM strategies are ready to launch into the targeted accounts and channels, measure and monitor the success of the GTM strategies, pivot and adapt when needed, and report on financial results and milestones.

• In collaboration with Sales, develop and create GTM plans for the territory capable of meeting and exceeding the annual and long‑range sales objectives
• Support strategy definition and execution through analysis including macro‑economic data and trends, market analysis, competitor analysis, and specific account situations coming from the account teams
• Proactively capture market events and trends and propose new strategies and share recommendations with Sales Director and Sales Professionals
• Monitor and analyze competitor activities and market positioning
• Work closely with the sales team to provide specific insights, training, and support
• Ensure Sales partners have compelling materials and enablement to support the GTM strategies and create sales pipeline by collaborating with the internal ecosystem
• Plan targeted marketing campaigns to drive awareness and demand within territories and monitor results
• Assess ecosystem capacity to hit financial targets
• Assess and analyze success of GTM strategy based on revenue attainment and pipeline, and propose pivots and new initiatives when needed
• Analyze customer feedback to inform new GTM strategies and tactics
• Ability and willingness to travel up to 25% required

• A flexible and analytical mindset is required to pivot across different time horizons and scope. This role will define a 3-5 year strategy, which will requires looking at the macroeconomic landscape down to the specific accounts that achieve the vision
• Creative and Strategic skills welcome! IBPs analyze 3DS market positioning and competitive dynamics to influence tactics how we win. The IBP needs to transform ideas into action, with a grounding in what is achievable
• Relentless customer-first approach for both internal and external customers only. We are looking for team players that want to over‑deliver
• Great communicator and motivated team player with a positive attitude. You can tailor your communication to all types of audiences, including nontechnical, technical, financial, and leadership audiences, which has made you successful in driving cross‑functional projects
• Experience in Automotive or Industrial Equipment industry strongly preferred. You can lead and articulate what your Industry needs
• Strong financial and analytical skills. You are not a stranger to an Excel spreadsheet, intuiting what data you need, and a knack for finding it
• Experience in B2B preferred. You understand the B2B sales cycle and marketing tactics needed to be effective when selling to corporate clients
• You are unafraid to roll up your sleeves and learn the ins and outs of the product portfolio and customers.
• Great networker who can build a strong network within…