Digital Workspaces Go-to-Market Leader
**Looking for the next step in your career? Enjoy a challenge? Do you have an ambition for innovation? Want to make a difference?**
If you join our growing global team, you'll be working for an industry leader with offices across five continents, in over 47 countries and more than employees. You will work with some of the leading world brands across the Fortune 100 and Fortune 500 companies - who are all relying on Dimension Data to help them use the power of technology to achieve their ambition in this digital era.You'll be part of a team who's passionate about making a difference to the way technology shapes how we live and work - whether it's protecting the rhino, connecting the G20 Summit, or revolutionising cycling, giving you the opportunity to do great things.
You'll be joining a Global Top Employer, recognised for investing in talent because people are at the heart of our success. You provide the skills, passion and ideas, and we'll provide the platform to realise your ambitions.Great talent. Great teams. Great work. Great opportunities.
**Want to be part of our team?**
The primary responsibility of the Digital Workspaces GtM Leader is to deliver successful business outcomes for Dimension Data around the key Digital Workspaces GtM services. Successful business outcomes include achieving financial targets attributed to the Digital Workspaces GtM key client wins, market presence and recognition and business relevant vendor partnerships and engagement.
This individual collaborates across business units and other functions, including Marketing, to deliver integrated customer GtM programmes that align with solutions and business strategies identified to deliver agile, adaptive IT Digital Workspaces solutions and accelerate revenue and profit for Dimension Data.
The Digital Workspaces GtM Leader drives new business opportunities by enabling innovative solutions, pushing key business initiatives, deploying effectives sales and marketing programmes and sharing best practices.
**What you'll be doing**
The Digital Workspaces GtM Leader will manage and deliver required Digital Workspaces GtM elements and support mechanisms in conjunction with country Sales teams. The Digital Workspaces GtM Leader will provide feedback to BU management on factors impacting commercial success of the Digital Workspaces GtM strategy and drive correction and enhancement as appropriate. They will drive continued execution of the Digital Workspaces strategy by working with marketing teams, across all sales functions
They work with the relevant Digital Workspaces GtM streams to translate organisational strategy and strategic objectives into a country co-ordinated Digital Workspaces Business Development strategy for Digital Workspaces. He/she is a key role-player in the organisational sales cycle as he or she is responsible for generating new business for Digital Workspaces by developing market penetration strategies, gathering intelligence on potential clients, defining optimal business models and contributing to the design of GtM campaigns and the development of sales strategies.
They will actively promote a consultative engagement using the assessment-led approach with Digital Workspaces Development Model, to help clients understand their business productivity requirements. The individuals will be required to establish and maintain a working relationship with the Professional Services and Consulting teams.
The Digital Workspaces GtM Leader will take responsibility for demand generation programmes and activities across the country BU by creating a seamless demand chain aligned with selling channels and buying sessions. They develop and ensure the execution of awareness consideration preference and/or demand generation campaigns and align organisational processes to achieve programme goals.
The Digital Workspaces GtM Leader will frequently engage with clients, analyse the client's situation and business requirements through awareness and good questioning, and then use the depth of knowledge on the specific solution or service to personalise the recommended solution in line with the clients need. They create deals that are financially flexible, creative and beneficial to the client by evaluating and presenting the different financial options available to the client. They use their understanding of the client's transitional, managerial and financial management preferences to create differentiation in the deal.
The Digital Workspaces GtM Leader work closely with vendors to predict their strategies for solutions and services, can articulate the roadmap and associated impacts for clients. They will leverage vendor relationships for insights into vendor and market variables that support the ongoing evolution lifecycle of the Digital Workspaces offerings. The role requires the interaction with selected identified partners to execute on specific marketing campaigns. These will include joint development of lead generation and Digital Workspaces GtM initiatives, executing sales and marketing campaigns and nurturing sales leads to closure
**Drive sales and client engagement**
The Digital Workspaces GtM Leader is expected to drive engagement with sales to identify key clients and actively target client segments. They will engage in key client opportunities to support sales. These individuals will develop awareness around client successes and develop and promote successful client case studies. They work with various internal teams to define and execute appropriate client collateral, sales tools, marketing and sales programmes and ensure that the Digital Workspaces sales teams receive the required tools, content and coaching to increase client penetration and acquisition. The Digital Workspaces GtM Leader ensures that the Sales teams are aware of the value propositions for target markets, the market expectations in terms of pricing and that they are trained on the detail of the Digital Workspaces solutions.
**Create Go-to-Market Campaigns**
The Digital Workspaces GtM Leader is an expert at establishing and maintaining strategic relationships with internal stakeholders, vendors and clients. They will partner with members of the marketing team to advise on the design of GtM campaigns that will be used to target the potential markets and clients. They also use the information gathered on target markets, potential clients, and most favourable business models and partner with Digital Workspaces Sales and Client management teams to advise on determining of the most effective strategies to penetrate markets effectively.
**What would make you a good fit for this role?**
Advanced Bachelor's Degree
+ Significant work experience
+ Substantial experience in IT outsourcing sales, or relative experience in driving large complex managed IT services opportunities
+ Experience in working within a diverse, global client environment
+ Experience in leading new and stable matrix team structures focused on clear common objectives, client delivery and business results
+ Demonstrated success of business development, winning lighthouse accounts and influencing additional pull-through business
**Skills and Knowledge**
+ Possess sound knowledge of Digital Workspaces transofrmation trends, market dynamics and developments
+ Possess an excellent knowledge of Microsoft and Cisco Collaboration and Productivity portfolios (O365, Skype, Teams, WebEx, Jabber) and associated services.
+ Possess a good understanding of Cloud IaaS & PaaS services across Private and Public Cloud providers such as AWS, Microsoft Azure and Google Cloud
+ Possess a good knowledge of Modern Desktop and Mobility market.
+ Possess good knowledge of marketing positioning programmes
+ Possess good knowledge in the alignment of IT to business, the trends and best practices for IT and Digital Workspaces solutions
+ Demonstrate good knowledge of segmentation strategies and plans
+ Demonstrate solution or services knowledge
+ Demonstrates well-developed coaching skills
+ Demonstrate excellent written and oral and presentation skills
+ Possess excellent interpersonal skills, communications and organisational skills
+ Demonstrates perceptiveness in understanding explicit and implicit messages
+ Digital Workspaces GtM Leader is assertive in approach and demonstrates superb persuasion and influence ability. They use their expert negotiation skills and deep knowledge of the business, products and industry to ensure the achievement of the set objectives. They have excellent leadership skills and can think at both a