Responsibilities
- Personally carry and close annual partner/OEM revenue, while maintaining a rolling pipeline of qualified OEM/SI partner conversations every quarter.
- Lead the international launch of GTM initiatives with OEMs and hardware accelerators, creating scalable programs that local teams can easily adapt for their regional markets.
- Design and establish repeatable operating playbooks for product launches, vertical programs, and process changes, setting a clear cadence for how we train, communicate, and execute across regions.
- Create, ship, and roll out high-quality, field-ready collateral including pitch decks, battle cards, solution briefs, and competitive intelligence. You will deliver at least 4 core enablement assets per half-year across our portfolio.
- Align priorities, timelines, and execution across Sales, Marketing, FDSE, and Product to ensure smooth execution on all major GTM initiatives.
- Partner closely with Marketing to run monthly, targeted account-based campaigns that convert directly into qualified pipeline.
- Keep a tight grip on pipeline mechanics by maintaining an ≥ 85% CRM hygiene score, ensuring all deals and updates are accurately logged within 48 hours.
- Monitor and report on pipeline generation, asset adoption, and overall GTM performance, ensuring every initiative maps back to hard revenue outcomes.
Requirements
- 5–12 Years of Proven Revenue Experience: You have a background in GTM, partnerships, or enterprise sales within AI/ML platforms, software, or the hardware ecosystem. Your resume should show closed revenue, named OEM/channel partnerships, and quota attainment not just "supporting" a sales team.
- Quota-Carrying History: You have personally closed a partner or OEM book of business worth millions. You know what it takes to get a deal past the finish line and have the CRM history to prove it.
- On-Device or Edge AI Expertise: Direct experience building GTM motions for on-device, edge, or embedded AI/ML products. Ideally, you have worked closely with silicon partners or OEMs (e.g., Qualcomm, Intel, MediaTek, Lenovo, HP).
- Content Creation Skills: You have personally built sales assets (battle cards, decks, case studies) that sales teams actually use, and you can point to the pipeline or adoption metrics influenced by them.
- Cross-Functional Execution: You are comfortable running standups, setting operational cadences, and holding peers across Product, Marketing, and Engineering accountable without having direct authority over them.
- Campaign & Funnel Literacy: You understand account-based marketing (ABM), campaign-to-pipeline attribution, and basic funnel mathematics.
- CRM Discipline: Pipeline hygiene is a habit for you, not a chore. You are highly proficient with Salesforce or HubSpot at an operational level.
- Sharp Communication: You can write a crisp internal brief, build a compelling external deck, and confidently pitch to a partner's CTO/VP Engineering or present to internal executives.
- Startup Grit: You thrive in early-stage, high-ambiguity environments. You enjoy being the person who defines the process rather than just following an existing corporate manual.
