GTM Strategy & Operations Lead

Job Title:

GTM Strategy & Operations Lead Location:

Santa Clara, CA (Hybrid)

Duration:

8+ Months Xoriant reasonably expects the pay rate for this position to be within the following range: $60/hr-$65/hr/.

The Business Imperative:

Optimizing Lifecycle Integrity As we continue to scale our enterprise engagement models, we are seeking a strategic leader to drive the next evolution of our Global Go-To-Market (GTM) operations. This role focuses on enhancing the integrity of our contractual frameworks, ensuring that our largest customers receive a seamless, automated experience that aligns their actual asset usage with their contractual entitlements. You will lead the transition toward a system-led governance model that provides real-time visibility into complex agreements while building the foundational infrastructure for future growth.

Near-Term Priorities:

Operational Transformation The primary focus is moving from manual oversight toward a scalable, automated system architecture. This ensures high-velocity business operations and eliminates friction in the customer lifecycle.

Digital Infrastructure & Integration Systemic Alignment:

Architecting the transition from manual tracking to automated systems that validate hardware and software entitlements in real-time.

Complex Contract Logic:

Developing automated workflows to manage sophisticated, multi-year agreements, including large-scale estate transitions and milestone-based commitments.

Self-Service Enhancements:

Operationalizing digital portals to provide customers with frictionless workflows for asset refreshes and temporary inventory adjustments.

Stakeholder Visibility:

Enhancing enterprise dashboards to ensure Sales teams and customers have proactive, data-driven insights into their entitlement status.

Governance & Process Excellence Standardized Protocols:

Formalizing the governance framework for asset management, including exception-handling workflows and temporary usage protocols.

Data Reliability:

Defining high-priority data-sync workflows to ensure internal systems and customer-facing portals remain in perfect alignment.

Cross-Functional Support:

Reimagining support models for high-value accounts to streamline complex deal structures and improve time-to-value.

Reporting & Analytics:

Maintaining centralized reporting and automated audit trails to provide leadership with full visibility into global contract health.

Organizational Readiness & Enablement Strategic Alignment:

Socializing new operational standards with regional leadership to incorporate feedback and ensure global consistency.

Communication Strategy:

Managing the rollout of new system-led protocols, ensuring that internal teams and partners are equipped with a clear, value-driven narrative.

Sales Enablement:

Developing specialized toolsets and collateral to help the field navigate complex contractual conversations and optimize customer spend.

Long-Term Priorities:

Strategic Growth & Innovation Post-transformation, this role will evolve into a key driver of incremental deal size and long-term customer health:

Predictive Intelligence:

Developing data-driven models to identify growth opportunities and proactively address contract risks before they impact the renewal cycle.

Enterprise Scaling:

Leading initiatives to expand large-scale agreement structures across new business entities and global regions.

Adoption Acceleration:

Defining strategies to increase the utilization of advanced security services across the existing physical hardware estate.

Lifecycle Integration:

Standardizing the inclusion of consumption and health metrics within Quarterly Business Reviews (QBRs) to strengthen our role as a trusted advisor.

The Candidate Profile:

A Strategic Hybrid GTM Strategy & Functional Fluency:

Proven ability to navigate the balance between operational rigor and the need to maintain strong, long-term customer relationships.

Data & Analytical Proficiency:

Experience querying and analyzing large datasets (e.g., SQL) to validate complex contract targets and lifecycle schedules.

Technical Innovation:

Expertise in using modern AI and automation tools to rapidly prototype internal tracking assets and system-led notifications.

Strategic Change Management:

Robust experience leading large-scale organizational shifts, ensuring new digital processes are adopted seamlessly by both the field and the customer base. Regards, Akangsha Mohite