GTM Leader - Cloud & Infrastructure

Overview

We are seeking a strategic and execution-driven Go-to-Market (GTM) Leader to drive revenue growth, market adoption, and customer success for our Cloud & Infrastructure portfolio. This leader will define and execute GTM strategies across cloud services, infrastructure modernization, managed services, and hybrid/multi-cloud solutions. The role requires strong commercial acumen, deep understanding of cloud ecosystems, and the ability to collaborate cross-functionally to bring innovative solutions to market.

• Develop an end-to-end GTM strategy for Cloud & Infrastructure solutions across target industries and customer segments.
• Build positioning, messaging, value propositions, and competitive differentiation for cloud and infrastructure offerings.
• Define solution packaging, pricing models, and market-entry strategies.
• Lead launch plans for new products, services, and strategic initiatives.
• Partner with Sales and Pre-Sales teams to drive pipeline generation, solution adoption, and revenue growth.
• Create sales playbooks, customer pitch decks, demos, and battle cards.
• Train the sales organization on offerings, value propositions, and competitive insights.
• Support key deals, executive customer conversations, and strategic RFPs.
• Analyze market trends, customer needs, and cloud/infrastructure technology shifts (public cloud, hybrid cloud, AI/ML infrastructure, edge, SRE/Dev Ops).
• Conduct competitive analysis and synthesize insights for product, sales, and leadership teams.
• Identify new growth opportunities, white spaces, and strategic partnerships.
• Work closely with Product, Engineering, Marketing, Sales, and Partner teams to align on GTM priorities.
• Influence roadmap decisions based on customer feedback and market demand.
• Collaborate with alliances teams to drive joint GTM motions with hyperscalers (AWS, Azure, GCP) and technology partners.
• Partner with Marketing to drive demand-generation campaigns, events, and thought leadership.
• Oversee content development for blogs, webinars, whitepapers, and case studies.
• Measure ROI and optimize marketing spend for maximum adoption.
• Partner Ecosystem & Alliances
• Develop GTM programs with cloud hyperscalers, OEMs, and ISVs.
• Build joint value propositions, co-selling motions, and partner-led pipeline plans.
• Ensure certification, competency, and marketplace integration alignment.

• 10+ years of experience in Cloud, Infrastructure, or Technology Services GTM roles.
• Strong knowledge of cloud infrastructure (AWS, Azure, GCP), modern infrastructure (Kubernetes, containers, serverless), and hybrid/multi-cloud ecosystems.
• Proven ability to create and execute GTM strategies that drive measurable revenue growth.
• Experience working with or within major cloud service providers or large IT solution providers.
• Strong analytical skills and experience with market/competitive analysis.
• Excellent communication, storytelling, and executive-level presentation skills.
• Familiarity with pricing strategies, product packaging, and commercialization models.
• Ability to collaborate in a matrixed environment and influence stakeholders at all levels.

• Experience launching cloud services or infrastructure products in enterprise markets.
• Background in consulting, product marketing, sales strategy, or solution architecture.
• Certifications in cloud platforms (AWS, Azure, GCP) are a plus.
• MBA or relevant technical degree preferred.

• Revenue growth and margin improvement of Cloud & Infrastructure offerings.
• Sales pipeline development and conversion rates.
• Successful execution of launch plans and GTM programs.
• Market share growth and competitive positioning.