Go-to-Market & Sales Strategy Topics
Market strategy, sales operations, territory design, and market expansion. Covers segmentation, channel strategy, and competitive positioning.
Go To Market and Revenue Team Alignment
Covers aligning product, product marketing, marketing, sales, and customer success around revenue and go to market objectives. Candidates should demonstrate how they partner with sales and marketing on positioning, launches, lead management, and sales enablement collateral and training. Topics include balancing customer driven requests with product strategy, defining service level agreements and handoffs between marketing and sales, lead qualification and scoring, measuring impact on deal velocity, and designing cross functional revenue processes to reduce friction and improve conversions and retention.
Opportunity Identification and Growth Strategy
Methods for finding and prioritizing growth opportunities across accounts, products, and markets and for turning those opportunities into executable plans. Includes identifying upsell and cross sell use cases, new customer segments, adjacent markets, product extensions, geographic expansion, and partnership opportunities. Covers prioritization frameworks based on revenue potential, strategic alignment, ease of execution, and customer readiness, as well as planning execution steps such as building value propositions, internal alignment, and go to market tactics.
Value Communication & Business Case Articulation
Communicate product value and ROI clearly to various customer stakeholders. Frame solutions in terms of business outcomes customer cares about, not just features. Show ability to quantify value and align to customer strategic goals.
Account Management for Large Complex Customers
Demonstrate deep experience managing high-value, complex accounts: multiple stakeholders, long sales cycles, high expectations, strategic importance. Show sophistication in account planning, executive relationships, and managing demanding customers.
Revenue and Pricing Strategy
Covers the commercial and strategic skills required to structure and negotiate agreements that maximize customer value and company revenue. Key areas include designing pricing models and tiers, evaluating value based and usage based approaches, managing the contract lifecycle, negotiating multi year agreements and renewal terms, handling discounting and concessions, aligning commercial terms with customer outcomes, coordinating with legal and sales on contract details, forecasting revenue impact from renewals and expansions, and balancing short term revenue with long term retention.