Cloud GTM Coach
Tackle.io
United States
Posted on Sep 21, 2024
Tackle is the leading solution built to help software companies generate revenue through a data-driven Cloud go-to-market (Cloud GTM). Our Platform and our team come together to help our customers identify the right buyers, grow cloud co-sell relationships, and transact efficiently at scale through AWS, Google Cloud, and Microsoft.
Tackle works with more than 500 software companies including Auth0, CrowdStrike, HashiCorp, Lacework, New Relic, Snyk, VMware, and many more at every stage—from companies scaling their go-to-market to the largest software companies in the world. We are venture backed by three of the world's top SaaS investors—a16z, Bessemer Venture Partners, and Coatue—to execute on our mission to positively transform the way that software is sold.
Our platform is rapidly becoming a standard and meaningful component of our customers' digital sales systems and digital sales strategy. To be successful, it is imperative that Tackle help our customers drive significant, repeatable, and sustainable revenue through the cloud marketplaces - some of which is accomplished through leveraging our Platform and some of which is aided by the help and support of Tackle’s GTM Services, Sales, Support, Onboarding, Product, and various other teams.
Our Cloud GTM Coaching Services team is driven by a singular mission: To empower our customers with the knowledge, strategies, and unwavering support they need to revolutionize their journey to the cloud. Coaches help Customers sell through Amazon, Microsoft, and Google by providing strategic guidance and consulting around co-selling, marketplace, data-based prospecting and how to best leverage Tackle technology to achieve their goals.
Cloud GTM Coaches are steered by 4 guiding principles:
Enabling Customer Success: We are committed to equipping our customers with the expertise and insights required to unlock the full potential of Cloud Provider collaborations.
Accelerating Time-to-Value: We are dedicated to expediting our customer’s time-to-market, helping them seize opportunities swiftly and effectively.
Simplifying Complexity: We strive to demystify the complexities of Marketplace and make the cloud landscape accessible, ensuring our customers can navigate with confidence and clarity.
Building Lasting Partnerships: We believe in the power of strong, enduring partnerships with the cloud that go beyond business transactions. We help foster relationships built on trust, integrity, and shared success.
We are seeking a Cloud GTM Coach that is dedicated to driving continued and measurable value for the customers we serve. On the Cloud GTM Coaching Services team, we operate an engagement model that gives our customers the blueprint and guidance they need to drive their transformational journey to unparalleled success in the cloud. This role will include all responsibilities and activities a strategic Cloud GTM Coach is responsible for delivering on for a set of named accounts and will report to the Manager, Cloud GTM Coaching Services.
What You'll Do:
- Establish and maintain strong customer relationships with Executive-level Alliance, Sales and Operations leaders.
- Collaborate closely with our customers (Independent Software Vendors) to understand their unique business goals and challenges in the context of the cloud marketplace; With a deep understanding of their business, become the trusted advisor and dedicated expert that will help them solve any and all challenges that pose risk to their Cloud GTM and revenue success.
- Educating our customers with coaching and training sessions to enhance their understanding of cloud marketplace landscapes, best practices, and market dynamics.
- Provide technical insights and guidance to customers on adapting and optimizing their GTM strategy for specific cloud environments.
- Develop, refine and manage the customer’s Cloud GTM strategy; tracking objectives and goals related to establishing, building, driving and scaling their Cloud GTM strategy and aligning them to the next best actions required to achieve them.
- Help our customers understand their maturity and preparedness as it relates to Cloud GTM; Conduct in-depth market research to identify opportunities, threats, and competitive landscapes within the cloud marketplace and their Total Addressable Market.
- Partner and collaborate with the respective Enterprise or Strategic Account Executive and provide strategic oversight and ownership of shared named accounts to the Sales and Services teams.
- Establish recurring Executive Business Reviews focused on helping our customers meet their Cloud GTM goals and KPIs across Selling and Co-Selling with their cloud partners.
- Understand the importance of co-selling with the cloud partner and showcase an ability to help craft a suitable operating model for the customer; Identify and foster strategic collaborations and partnerships between our customers and their cloud providers.
- Seek to understand and organize customer feedback; Act as the voice of our customer to Product, Engineering, and various other internal teams by accurately representing how the enhancement of our product will drive customer satisfaction and retention.
- Refine and share standard operating procedures, product tips and other information critical to enabling internal and external Tackle stakeholders.
- Be an expert in how transactions are offered, booked and fulfilled on Cloud Marketplaces and keep up to date with the ephemeral changes of marketplace.
- Evangelize Tackle’s Cloud GTM philosophy and expertise by helping transform the way our customers GTM with the cloud marketplace.
You Should Have:
- Minimum 4 years of Customer Success Management experience, Alliance Management or Sales Operations Consulting related experience; sourcing data, interpreting and presenting data-driven decisions
- Documented experience in Customer Success, Alliances or Partner management, Sales or Revenue Operations, Account Management or equivalent history of increasing satisfaction, adoption, and retention of a technology or facilitating and/or supporting the sales process
- Analytical mindset with the ability to interpret and leverage data
- Advanced knowledge of Cloud Marketplace ecosystem
- Experience working with one or more of the major Cloud Marketplaces; Skills in managing AWS, Microsoft Azure or Google Cloud Marketplace related partnership programs
- Technologically adept and business intelligence acumen-focused, with outstanding communication (written and oral), negotiation, and presentation skills to internal and external stakeholders ranging from team members to executive management
- Ability to work individually and remotely while collaborating within a team environment synchronously and asynchronously to achieve your goals.
- Creative, positive, and excited individual who can think around corners and challenge the status quo
- Ability to not only work, but thrive, amid the ambiguous and oftentimes demanding pace of a hyper-growth SaaS company
You'll Stand Out:
- Business Intelligence and report creation experience; Google Office Suite, Salesforce, Tableau, and Confluence experience
- Skills managing reseller and distributor channel relationships
Full-time employees currently enjoy these amazing perks and benefits:
· Work remotely from anywhere within the US & Canada
· Competitive salary
· Equity package
· Health, dental and vision coverage
· Company off-site summits
· Monthly wellness reimbursement
· Internet and phone reimbursement
· $1000 home ergo/office set up
· Generous vacation plan & flexible work hours
· 401k + matching
· Technology tools to do your best work
· Company surprises and swag
· Awesome co-workers
TACKLE VALUES:
Start with the customer - We succeed when our customers succeed. That's why every role at Tackle leads to the customer. We exist to support, guide, and empower our customers.
Explore and experiment - We are curious and creative at work, always looking for innovative ways to improve. We continuously iterate and push the boundaries of what's possible. Tackle is a safe place to try new things.
Learn and grow as a team - We seek and share knowledge across Tackle. We actively connect and collaborate with others. We welcome different perspectives and invite healthy debate.
Celebrate wellness - We value work-life harmony and personal well being. We share and appreciate stories of wellness every day. We are remote by design, so all Tacklers have the freedom to be their best selves.
Tackle together - We work openly and transparently at Tackle. We are caring, empathetic, and kind. Every Tackler plays a part in our welcoming, inclusive culture.
The Hiring Process:
We have a transparent and streamlined hiring process that can typically be completed in one to two weeks:
• Phone screen
• 3 additional video chat interviews (on occasion there may be opportunities for in-person interviews)
• Some positions may require a take home test or additional steps throughout the process (this will be communicated to the candidate)
We are a welcoming, diverse team with a wide range of backgrounds and experiences. We were born and built remote and welcome others who believe remote companies are the way companies will be built into the future. At this time, we can only accept applicants who reside within the United States and Canada.
Tackle.io is proud to be an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation. Tackle makes hiring decisions solely based on qualifications, merit and business needs at the time. We hope to empower and support every individual and celebrate the diverse cultures, perspectives and experiences in our teams. Our Equal Opportunity policy applies to all employment practices within Tackle.