Sr. Manager | GTM & Partner Relations Job ID: 414292
Genese Solution Limited
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Job summary
Genese Solutions seeks a Senior Manager – GTM & Partner Relations to drive the organization’s go-to-market strategy, OEM and strategic partner relationships, product commercialization, pricing strategy, partner funding, and portfolio oversight.
The role collaborates with Sales, Technical, Marketing, Finance, Customer Success, Operations, and Leadership to maximize product adoption and profitability while ensuring operational excellence across the product lifecycle.
Qualifications
- Master's degree required.
- Minimum 6 years of relevant experience in GTM, Product Management, Partnerships, or Technology Business Management.
- Minimum 3 years of people management experience.
- Experience within Cloud, SaaS, Cybersecurity, Managed Services, or Enterprise Software industries.
Responsibilities
- Develop and execute GTM strategies for the company’s reselling, OEM-backed, and in-house product portfolio.
- Translate business objectives into product-specific revenue, margin, market penetration, and growth plans.
- Identify target markets, customer segments, industry verticals, and use cases for each product.
- Develop market-entry strategies for new products, geographies, and customer segments.
- Conduct market research, competitor analysis, pricing benchmarking, and customer-demand analysis.
- Define product positioning, value propositions, sales plays, and differentiation strategies.
- Develop GTM roadmaps covering product launch, sales enablement, marketing, channel development, managed services, and customer success.
Skills
Education
Job description
Genese Solutions is a value-driven IT and cybersecurity consulting company headquartered in the United Kingdom, with offices across eleven countries including Nepal, Bangladesh, India, Pakistan, Finland, Australia, Nigeria, Spain, Ireland, and the USA. The company helps organizations worldwide optimize their IT operations and cost management, harness technology for innovation, and manage IT risk effectively, backed by ISO 27001:2022 certification for information security and compliance. With deep expertise spanning cloud consulting (as an AWS Premier Tier Partner), cybersecurity, software development, data engineering, AI/ML, and IT consulting, Genese serves a global client base across the EMEA, North America, Africa, and APAC regions-delivering value through project-based delivery, managed services, and flexible staffing to help businesses of all sizes innovate, scale, and stay secure in a fast-evolving digital landscape.
The Senior Manager – GTM & Partner Relations is responsible for driving the overall Go-To-Market (GTM) strategy and commercial success of the organization's reselling and in-house product portfolio. The role owns OEM and strategic partner relationships, product commercialization, pricing strategy, partner funding, portfolio management, financial governance, managed services enablement, and cross-functional GTM execution. The incumbent will work closely with Sales, Technical, Marketing, Finance, Customer Success, Operations, and Leadership teams to maximize product adoption, profitability, and partner success while ensuring operational excellence throughout the product lifecycle.
Develop and execute GTM strategies for the company’s reselling, OEM-backed, and in-house product portfolio.
Translate business objectives into product-specific revenue, margin, market penetration, and growth plans.
Identify target markets, customer segments, industry verticals, and use cases for each product.
Develop market-entry strategies for new products, technologies, geographies, and customer segments.
Conduct market research, competitor analysis, pricing benchmarking, and customer-demand analysis.
Define product positioning, value propositions, sales plays, and differentiation strategies.
Develop GTM roadmaps covering product launch, sales enablement, marketing, channel development, managed services, and customer success.
Review GTM performance and adjust strategy based on market feedback, sales performance, profitability, and partner priorities.
Own and manage the overall product portfolio, ensuring alignment with strategic objectives and market opportunities.
Evaluate new products and technologies based on market potential, competition, technical maturity, commercial viability, profitability, and internal capability.
Lead product onboarding and evaluation with Sales, Presales, Technical, Finance, and Management.
Define product categories, priority levels, target segments, and investment priorities.
Monitor product performance across introduction, growth, maturity, renewal, and retirement.
Identify underperforming products and recommend corrective actions, repositioning, pricing changes, or portfolio rationalization.
Maintain product documentation, pricing, SKUs, licensing information, competitive intelligence, and sales collateral.
Own strategic relationships with OEMs, technology vendors, distributors, and strategic partners.
Develop relationships with partner executives, account managers, Partner Development Managers, channel teams, and technical stakeholders.
Manage partner lifecycle from identification and evaluation through onboarding, enablement, business planning, growth, renewal, and escalation.
Negotiate partner discounts, rebates, incentives, credit terms, margins, deal registration, and special pricing.
Develop joint business plans and agreed revenue and growth targets with key OEMs.
Conduct regular business reviews with strategic partners and track action items.
Resolve commercial, operational, technical, and relationship issues with OEMs and distributors.
Ensure compliance with OEM partner-program requirements, certifications, competencies, and commitments.
Develop product pricing strategies based on vendor cost, market pricing, customer value, competition, target margins, and business objectives.
Establish pricing frameworks for licenses, subscriptions, professional services, implementation, managed services, support, and renewals.
Define discounting guidelines and approval authorities for sales teams.
Review exceptional pricing and discount requests within delegated authority.
Protect company margins while maintaining market competitiveness.
Develop commercial models for new products and services.
Review vendor price changes, FX impact, rebates, and commercial incentives.
Work closely with Finance on product costing, gross-margin tracking, revenue recognition considerations, and financial hygiene.
Identify margin-improvement opportunities through vendor negotiations, volume commitments, bundling, managed services, and operational efficiencies.
Identify and maximize MDF, POC, migration, campaign, training, rebate, incentive, and business-development funding opportunities.
Develop plans to use available OEM funding to generate incremental business.
Work with Sales and Marketing to create partner-funded campaigns and customer acquisition initiatives.
Track funding commitments, utilization, claims, approvals, and ROI.
Ensure eligible partner incentives and rebates are captured and reconciled.
Build business cases for additional funding from strategic OEMs.
Maintain visibility of partner programs and align internal initiatives to available OEM opportunities.
Translate product strategy into actionable sales initiatives with Sales leadership.
Develop product-specific sales plays, pitch decks, battle cards, objection-handling guides, and competitive positioning.
Conduct product and commercial enablement sessions for Sales teams.
Support strategic customer engagements, presentations, workshops, RFPs, and high-value opportunities.
Identify cross-sell and upsell opportunities across the portfolio.
Monitor pipeline development and conversion for strategic products.
Identify sales capability gaps and coordinate technical or commercial training.
Ensure Sales teams understand product value proposition, target customers, pricing, competition, and managed services.
Maintain strong understanding of the end-to-end pre-sales process and coordinate GTM, Sales, Presales, and OEM technical teams.
Ensure product teams can conduct discovery, demonstrations, solution positioning, sizing, licensing, and technical discussions.
Support solution design for strategic and complex opportunities.
Ensure proposals accurately reflect technical scope, licensing, commercial assumptions, implementation requirements, and customer outcomes.
Coordinate with OEM technical teams for complex architecture and proof-of-concept requirements.
Establish effective handover from Sales/Presales to Delivery and Customer Success.
Ensure effective transition from sales closure to implementation, onboarding, operations, and customer success.
Work with Delivery and Customer Success to establish onboarding and operational processes.
Monitor product adoption, customer satisfaction, renewal risks, and expansion opportunities.
Identify upsell, cross-sell, renewal, and managed-service opportunities.
Support major customer escalations involving OEMs, products, licensing, or service delivery.
Work with OEMs and internal teams to improve customer experience and reduce renewal risks.
Drive development and commercialization of managed service offerings around relevant products.
Define service scope, service catalog, SLA, pricing, support model, onboarding process, and operational responsibilities.
Establish standardized managed service playbooks with Technical, Operations, and Customer Success.
Develop one-time implementation plus recurring managed-service commercial models.
Drive managed-service attachment to product sales where commercially and operationally appropriate.
Monitor managed-service profitability, utilization, SLA performance, customer satisfaction, and renewal.
Identify opportunities to convert transactional product sales into recurring revenue.
Collaborate with Marketing on product-specific marketing strategies and campaigns.
Identify market trends and customer pain points for demand-generation initiatives.
Develop requirements for brochures, solution briefs, case studies, webinars, campaigns, and thought leadership.
Coordinate OEM-funded marketing campaigns and joint marketing initiatives.
Support webinars, seminars, events, customer workshops, and partner events.
Measure marketing-generated pipeline and business outcomes.
Prepare annual product and GTM budgets with Finance and Leadership.
Develop revenue and gross-margin forecasts for assigned portfolios.
Monitor actual performance against budget and forecast.
Analyze product-level profitability, contribution margin, vendor costs, discounts, rebates, and operating expenses.
Identify financial risks and corrective actions.
Ensure timely invoicing, vendor payment coordination, credit management, renewals, and commercial reconciliation.
Maintain financial discipline and approved commercial policies.
Recommend investment, pricing, portfolio expansion, and cost-optimization actions.
Prepare management reports covering revenue, gross margin, pipeline, forecast vs. actual, product performance, OEM performance, funding, managed services, renewals, profitability, risks, and opportunities.
Conduct periodic product and partner business reviews with senior management.
Present strategic recommendations backed by commercial and market data.
Establish dashboards and KPIs for leadership visibility.
Escalate critical commercial, operational, partner, or customer issues with recommended actions.
Lead, manage, mentor, and develop the GTM and Partner Relations team.
Define individual objectives, KPIs, responsibilities, and development plans.
Establish clear ownership across product management, partner management, commercial operations, and GTM.
Conduct performance reviews and provide coaching and feedback.
Develop technical, commercial, negotiation, and business-management capabilities.
Build a culture of accountability, collaboration, customer focus, and continuous improvement.
Ensure effective workload allocation and succession planning.
Develop and maintain SOPs covering new product evaluation, partner onboarding, pricing and discount approval, product lifecycle, vendor management, OEM funding, sales enablement, renewals, managed services, and commercial reconciliation.
Identify process gaps and implement improvements.
Ensure product and partner information is accurate and accessible.
Establish clear ownership and escalation mechanisms across GTM, Sales, Technical, Finance, and Operations.
Drive automation and standardization wherever possible.
Identify new technologies, OEMs, distributors, and strategic alliances that can strengthen the portfolio.
Assess emerging technologies and market trends and recommend opportunities to leadership.
Build business cases for new technology segments or markets.
Explore new revenue streams through reselling, subscriptions, managed services, professional services, and strategic alliances.
Support geographic expansion and localization of GTM strategies.
Develop strategic partnerships that create long-term commercial value.
Master's degree in Business, Information Technology, or related discipline.
Minimum 6 years of relevant experience in GTM, Product Management, Partnerships, or Technology Business Management.
Minimum 3 years of people management experience.
Experience within Cloud, SaaS, Cybersecurity, Managed Services, or Enterprise Software industries.
Revenue growth
Gross margin achievement
OEM funding secured
Product launch success
Managed services attachment rate
Portfolio profitability
Partner satisfaction
Renewal & retention rates
Forecast accuracy
Team performance
Operational SLA compliance
A commercially driven technology leader with strong business acumen, excellent leadership capabilities, and deep knowledge of cloud, SaaS, cybersecurity, and managed services. Able to bridge technical, commercial, financial, and operational functions while driving sustainable business growth.
- Work in a multinational company operating in the Cloud & ICT domain, based out of the UK and operating inAustralia, India, Nepal, Pakistan, and Bangladesh
- Best in class open, progressive, professional, and equal opportunity work environment
- Closely knit and supportive team members and a culture where your contributions, opinions, and diversity iswelcome, respected, & encouraged
- Exposure to multi-disciplinary skill areas (including team management & leadership) in a vibrant start-upecosystem with deep work involving world-class leaders like Amazon, Microsoft, Google, Alibaba, DigitalOcean,and Facebook
- Opportunity to travel regionally (as part of assignment/ training and development or delivery) in Nepal, India, Pakistan, Bangladesh, or Srilanka.
We believe that diversity drives innovation. At Genese Solution, we are dedicated to creating a work environment where everyone, regardless of race, gender identity, age, religion, disability, or background, feels respected and included.
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