GTM Strategy and Planning

Job Description:

Overview

The Go-to-Market Strategy and Planning Manager role is an integral piece of our GTM strategy and how we drive the business. The role will sit within the Office of the CRO and will report to the leader of GTM Strategy. The Within this role you will be responsible for managing strategic initiatives, annual planning initiatives and other high profile projects. You will have the ability to drive major change and improvement throughout the organization working closely with executives, sales leadership, customer success leadership and marketing leadership.

Why IDC ?

IDC is the most respected global technology market research firm.  We are changing the way the world thinks about the impact of technology on business and society. Our people, data, and analytics create global technology insights that accelerate customer success.  IDC has been recognized for five consecutive years (2020, 2021, 2022, 2023, 2024) by the IIAR as the Analyst Firm of the Year which is one of the highest accolades for the technology market research industry.

This position can be located in an approved  remote location in the United States.

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Responsibilities

The key responsibilities of the GTM Strategy and Planning Manager include:

• Analyzing market trends, competitive dynamics and customer data to inform strategic decisions.
• Support annual GTM planning and compensation design process.
• Align the business on using ICP and market segmentation
• Help prioritize verticals, geographies and use cases to drive focus within our Sales and Marketing organizations
• Develop performance measurement metrics and insights for Revenue Operations to implement and maintain.
• Understand sales productivity and coverage and anticipate gaps.
• Create strategies around process optimization, cross functional coordination to drive consistency and alignment across all teams at IDC.
• Run pilots and experiments on messaging, pricing, segments and design incentives to motivate sellers.
• Gather insights from sales, customer and internal stakeholders to guide GTM strategies.

Qualifications

• Bachelor's degree in Business, Economics, Finance, Marketing, Data Science or equivalent. (Master's degree is a plus)
• Minimum 5 years of relevant work experience.
• Skills: Analytical & Strategic Thinking, Business and Market Understanding, Advanced Excel and Data Modeling, Strong collaboration and communication skills, Agility & execution with a high degree of accuracy, Curiosity is a must with the ability to dig into the business independently to identify areas of improvement.
• Attributes: Prior exposure to sales strategy, compensation design, performance culture, comfortable working with ambiguity and building a structure from scratch, and experience supporting cross-functional revenue teams.
• 10% or less travel may be required 

IDC, is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.

At IDC, we are committed to fair and equitable pay practices. We pay our employees equitably for their work, commensurate with their individual skills and experience. Salary range and additional compensation, including discretionary bonuses and incentive pay, are determined by a rigorous review process. This process considers the experience, education, certifications, and skills required for the specific role, equity with similarly situated employees, as well as employer-verified US region-specific market data provided by an independent 3rd party partner. The expected total annual compensation, depending on location and experience, is between $160,000 and $175,000 and is inclusive of base salary and variable compensation (if applicable).