Overview

The Enterprise Go to Market (GTM) Manager will manage all GTM activity for Elavon's European Hospitality vertical. They will work with the revenue vertical lead to align objectives with European and segment priorities and the annual financial plan. The GTM Manager helps define the annual plan for the Hospitality vertical, captures known and new risks and opportunities, and acts as commercial director for the vertical to oversee delivery against the plan. This is an individual contributor role that operates within a fast, collaborative GTM team and requires strong business acumen, interpersonal skills and tenacity. The role involves engaging with senior stakeholders across the Elavon business and championing initiatives at both European and segment levels. The position supports the European enterprise vertical leads to positively impact revenue and expense. The role is expected to spend 3 days per week in a European site with travel as required.

Responsibilities

• Consolidate needs, requests, strategic priorities and opportunities for the hospitality vertical into a short/medium/long term roadmap, backed by internal and external insight.
• Undertake customer/partner (external) and sales/RM (internal) engagement to drive Voice Of Customer (VOC) and align outcomes with key stakeholders.
• Develop an end-to-end GTM plan and roadmap incorporating cross-functional needs, with actionable market insight; include the development of new propositions (sub-verticals) and enhancements to existing propositions, product releases/updates, collateral, and content for the external market.
• Plan and deliver an events strategy for the vertical (networking, sponsorship, hospitality, and Elavon-owned events) in coordination with central Marketing.
• Define commercial benefit expectations and KPIs and ensure ownership and reporting across the plan.
• Assess, challenge and engage core stakeholders across Sales Enablement, Revenue and Product to ensure commercial performance; if off track, influence remedial actions and explore alternative revenue sources.
• Implement and maintain ongoing engagement to consolidate input from customer/partner facing functions into activity plans and transformational decision making.
• Partner with Sales Enablement to measure sales performance KPIs (revenue, product mix, leading/lagging indicators, RCA) and use findings to inform GTM planning.
• Collaborate with Product and strategic delivery groups to understand pipelines and timelines and plan GTM activity to deliver the approved business case for the hospitality vertical.
• Design and implement GTM plans combining external and internal data to address in-year revenue plans, risks and opportunities at country, vertical, channel and product levels.
• Own all aspects of customer/partner engagement planning, including external marketing assets and internal sales enablement assets, and local events planning.

Qualifications / Skills

• Experience in and deep understanding of planning and forecasting processes
• Knowledge, understanding & interpretation of strategic business plans
• Knowledge and understanding of profit and loss and the revenue/expense impacts of decisions
• Experience of proposition commercialization and effective delivery to market
• Experience managing senior stakeholders within a matrix organization
• Highly collaborative and influential with a proven track record of shaping strategic decisions
• Excellent communication and attention to detail; ability to identify trends and recommend actions to senior stakeholders
• Ability to operate in a fast-moving, dynamic sales environment and manage deadlines
• Excellent time management skills
• Behaviours / Competencies: Results Orientation, Commercial & Financial Acumen, Influence & Persuasion, Initiative & Pro-activity, Relationship Building, Organizational Awareness, Planning & Organising