Enterprise Business - Head of Regional GTM

Job Description

Responsible for developing and executing Go-To-Market (GTM) strategies to drive revenue growth across SME and Enterprise segments across regions. Leads sales-driven GTM initiatives spanning products, solutions, and campaigns, collaborating closely with sales planning, marketing, and cross-functional teams to accelerate pipeline growth, customer acquisition, and market penetration.

Responsibilities

GTM Strategy & Sales Growth

• Develop and execute Go-To-Market strategies to drive sales growth and revenue performance across SME and Enterprise segments.
• Identify target customer segments, market opportunities, and growth areas to increase product adoption and pipeline generation.
• Define sales-focused GTM plans including acquisition strategies, promotional offers, and channel activation.
• Track and monitor campaign performance, pipeline growth, and revenue contribution against business targets.

Sales Enablement & Execution

• Partner closely with regional sales teams to drive sales performance and achieve revenue targets.
• Evaluated event proposal submissions from regional teams, assessing budget requests based on KPI targets, ROI, and SOR compliance.
• Provide sales toolkits, product training, and marketing collateral (POSM) to support customer acquisition and retention strategies.
• Support sales initiatives including product launches, promotions, and targeted growth campaigns.

Program & Campaign Management

• Plan and execute sales acquisition programs, industry events, roadshows, and partner engagement activities to promote SME, Enterprise product.
• Manage regional execution and stakeholder coordination to ensure consistency in messaging and effective delivery.
• Managed vendor and supplier relationships for event production, merchandising, POSM deployment, and promotional materials.
• Lead development of campaign assets, event concepts, and promotional premiums, ensuring timely production and nationwide rollout.

Cross-Functional Collaboration

• Collaborate with Sales Planning, Product, Marketing, Finance, and Operations teams to ensure seamless GTM execution.
• Align with Sales Planning teams on campaign development, sales targets, and lead generation initiatives.
• Work with Finance and Procurement on budget planning, resource allocation, and campaign investments.
• Act as key liaison between HQ and regional teams to drive GTM alignment and execution consistency.

Requirements

• At least 8 years in telecommunications with at least 5 years in a senior commercial leadership role managing regional or multi-market B2B teams.
• GTM & SME Expertise with proven track record in designing and executing Go-to-Market strategies targeting SME segments, including market segmentation, channel strategy, value proposition development, and revenue ownership.
• Regional Commercial Acumen with strong P&L management capability with experience scaling sales operations across multiple geographies, managing indirect channels (resellers, agents), and localising strategies for regional markets.
• Demonstrated ability to align Product, Marketing, Sales, and Finance behind a unified GTM motion while influencing stakeholders and developing high-performing regional sales teams.