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Senior Manager - Customer Growth (Atlanta)

Job Description:

About the role

The role is accountable for leading the definition and cross-functional execution of revenue plans that drive growth in our existing installed base of over $500M ARR each year. You will do this by:

- Translating and localizing our Business Unit strategy and propositions (as defined by Product Marketing) into regional revenue strategies.

- Ensuring clarity and alignment across functions of what we want to achieve and how.

- Leading across functions to build single, end-to-end execution plans that have high confidence for delivery of our revenue/growth targets, within our cost/margin targets.

- Reviewing commercial performance with cross-functional trading teams and refreshing prioritization on a periodic basis to ensure risks and opportunities are fully utilized.

- Leading the end-to-end execution of the plans across functions, ensuring we are tracking performance, understanding risks and opportunities, and adjusting the plan accordingly to mitigate or take advantage of these.

- Using customer, market, competitor, performance, and execution insights to influence and shape Business Unit strategy and propositions in order to unlock even higher growth.

Success in this role is achieving:

- Leading a team and senior cross-functional stakeholders to achieve clarity, belief, and alignment in the revenue plan and the ability of the commercial team to achieve the desired business outcomes.

- Consistent revenue achievement (specifically, achievement of net £ARR growth, margin, and customer satisfaction targets).

- Making our GTM teams successful.

The role requires a senior-level leader with a strong background in product marketing, growth strategy/execution, and/or commercial/sales execution, together with in-depth market and GTM knowledge. Success will be delivered through building strong, collaborative partnerships with VPs and Senior Directors of Sales, Marketing, Commercial Operations, Product Marketing, and other leaders who must work together to execute our plans.

It is therefore essential that this leader possesses strong abilities to work across functions and senior leadership teams to build aligned strategies and end-to-end execution plans—balancing the need to inspire and empower teams with the detail-focused, fast-paced execution required to achieve our growth ambition. First-class, senior leadership-level influence, communication, and problem-solving skills are essential.

These outcomes will also be delivered through a team of direct and/or indirect reports—growth professionals who will take responsibility for various parts of our revenue plans and/or support the translation of Business Unit strategies and propositions into what’s required for the region (positioning, messaging, customer journey, briefs into marketing/sales/service, launch execution leadership, etc.). This leader will be accountable for inspiring, developing, and coaching this team of professionals.

Location:

This hybrid position requires commuting to the Atlanta (Ponce City Market) office 3 days each week.

Key Responsibilities:

Key accountabilities and decision ownership:

Through leadership (direct and/or in-direct) of a team of Growth/Product Marketing professionals:

- Understanding Region customers, market, competition, performance: Accountable for understanding the needs of customers; the size, shape, trends, and conditions of the market; activities and strategies of competitors; and the performance of our business. Works together with key functions to source the required data and insights, developing conclusions with “so what” actions.

- Go-To-Market Strategy: Owns the translation of Business Unit Growth Strategies into Region Go-To-Market Strategy—outlining what propositions, to which parts of the market, how, and when—that achieves our growth targets and aligns with our global strategy.

- Localize value propositions, positioning, messaging: Partners with other PMM/BU colleagues to support the definition, design, and build of value propositions; injecting the needs of Region market and customers to ensure they are fit for purpose. Then leads the localization of these, with positioning and messaging that perfectly fits the needs of the region.

- Designing Revenue Plans: Leads across functions to build end-to-end revenue execution plans that have high confidence in delivering our revenue/growth targets, within our cost/margin goals.

- Revenue Plan Execution: Leads the end-to-end execution of revenue plans across functions, ensuring we are tracking performance, understanding risks and opportunities, and adjusting the plan accordingly to mitigate or take advantage of these.

- Launch: Leads the end-to-end launch execution of new/updated products, propositions, campaigns, etc., that need to be delivered into the GTM. Leads the execution of each launch, following the Launch process, ensuring GTM readiness and partnering with GTM functions to ensure launches achieve the desired commercial results.

- Influence, challenge, improve: Acts as the voice of the customer and/or the region to proactively influence and positively challenge both BU and GTM to deliver better strategies, propositions, experiences, and GTM execution that has more impact. Constantly thinks about ways to accelerate growth, take advantage of opportunities, and unlock greater impact. Builds strong, trusted relationships with key stakeholders to achieve this.

- Evangelizing: Accountable for the proactive communication and influence on key stakeholders across the GTM to ensure they are clear and confident about our growth strategy, revenue plans, and launches.

- Trading Optimization: Accountable for optimizing in-market propositions through participation in daily, weekly, and monthly trading cycles/meetings and strong collaboration with GTM leaders (e.g., Sales, Marketing, etc.).

- Team Leadership: Accountable for leading, inspiring, coaching, and developing a team of talented Growth/PMM professionals who execute required jobs and outputs, fueling the achievement of our commercial ambitions. Includes delivering strong colleague engagement, recruitment, and active performance management.

- Culture: Plays a leading role in instilling a high-performance, high-support, high-challenge, and high-fun culture across the RTR Growth team. Actively coaches, nurtures, and positively challenges leaders, peers, and team members to display the behaviors and values required to achieve this. Also plays an active role in ensuring diversity of background and thinking within RTR Growth.

#LI-BB1

Function:

Routes to Revenue

Country:

United States

Office Location:

Atlanta

Work Place type:

Hybrid

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