What are the responsibilities and job description for the GTM Leader - Cloud & Infrastructure position at Brillio?
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.
\n- Develop an end-to-end GTM strategy for Cloud & Infrastructure solutions across target industriesand 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 battlecards.
- 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/DevOps).
- 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.