Go-To-Market (GTM) Lead - Salesforce

Introduction

A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe.

You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat.

Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in ground breaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience.

Your role and responsibilities

We are seeking a dynamic Go-To-Market Lead to drive revenue growth through strategic market execution, salesforce enablement, event management, and partnership development. This role is pivotal in generating qualified pipeline and establishing market differentiation through coordinated GTM initiatives.

Market Sales Plays & Strategy

Develop and execute comprehensive go-to-market strategies for new products, services, and market segments

Design and implement targeted sales plays based on market analysis and customer insights

Create integrated marketing campaigns that support and amplify sales plays across multiple channels

Develop campaign messaging, content, and promotional materials aligned with specific sales play objectives

Create sales playbooks, messaging frameworks, and competitive positioning materials

Collaborate with product marketing to define value propositions and market positioning

Monitor market trends and competitive landscape to inform strategic decisions

Salesforce Relationship & Enablement

Serve as primary liaison between marketing and sales teams

Provide ongoing sales enablement through training, tools, and resources

Develop and maintain strong relationships with sales leadership and individual contributors

Create and deliver sales training programs on new products, market positioning, and competitive intelligence

Establish feedback loops to continuously improve sales effectiveness

Event Management & Execution

Plan, coordinate, and execute strategic events including trade shows, conferences, webinars, and customer events

Manage event budgets, vendor relationships, and logistics

Develop event-specific marketing campaigns and follow-up strategies

Measure and report on event ROI and lead generation metrics

Coordinate speaking opportunities and thought leadership activities

Co-Investment Activities & Partnerships

Identify and develop strategic partnership opportunities that drive mutual value

Coordinate co-investment initiatives with partners, vendors, and stakeholders

Manage partner enablement programs and joint go-to-market activities

Negotiate partnership agreements and co-marketing arrangements

Track and report on partnership performance and ROI

Pipeline Generation & Account Development

Drive qualified lead generation through integrated marketing campaigns

Implement account-based marketing (ABM) strategies for target accounts

Collaborate with sales to identify and prioritize high-value opportunities

Develop and execute demand generation programs across multiple channels

Monitor and optimize conversion rates throughout the sales funnel

Market Differentiation

Develop compelling value propositions that differentiate from competitors

Create competitive intelligence reports and positioning strategies

Lead brand positioning initiatives and messaging consistency

Develop case studies, success stories, and proof points

Establish thought leadership through content marketing and industry engagement

This Job can be Performed from anywhere in the US.

Required technical and professional expertise

Education & Experience

Bachelor's degree in Marketing, Business, or related field; MBA preferred

5-7 years of experience in go-to-market roles, sales enablement, or related positions

Proven track record in B2B marketing and sales environments

Experience with CRM systems (Salesforce preferred) and marketing automation platforms

Skills & Competencies

Strong analytical skills with ability to interpret data and metrics

Excellent communication and presentation skills

Project management experience with ability to manage multiple initiatives simultaneously

Understanding of sales processes and buyer journey mapping

Experience with event planning and execution

Knowledge of partnership development and management

Proficiency in marketing technology stack and sales tools

Personal Attributes

Strategic thinker with strong execution capabilities

Collaborative leader who can work across departments

Results-oriented with focus on revenue impact

Adaptable and comfortable in fast-paced environments

Strong relationship-building skills

Success Metrics

Pipeline generation and conversion rates

Sales team adoption of GTM materials and processes

Event ROI and lead quality metrics

Partnership revenue contribution

Market share growth in target segments

Sales cycle reduction and win rate improvement

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.