Company Overview

Our organization is a leading innovator in cybersecurity, cloud, and AI solutions, dedicated to developing cutting-edge products and services that address the evolving needs of the technology landscape. We thrive in a rapidly developing market (Indonesia) where the demand for advanced tech solutions is ever-growing, driven by rapid technological advancements. We are an AI-native company committed to continuous improvement, helping our customers unlock their full revenue potential.

Purpose of this role: We are seeking an experienced and visionary Head of GTM Strategy to lead our GTM initiatives which include driving Go to market and penetration efforts for our portfolio of cybersecurity, cloud, and AI products. This critical leadership role will be instrumental in optimizing our sales processes, driving revenue growth, and ensuring the financial health and profitability of our offerings. As an AI-native company, we expect this role to leverage AI and automation to find smarter, faster ways to achieve results.

Key Responsibilities

Strategic GTM Development & Execution:

Develop, define, and execute comprehensive go-to-market strategies for new and existing products and services in cybersecurity, cloud, and AI. This includes creating a clear framework to penetrate defined markets and achieve a competitive advantage.
Translate strategic objectives into executable plans, ensuring process discipline and successful implementation across all relevant functions, including sales, services, finance, and marketing.
Lead strategic planning activities, including defining target markets, determining value propositions, choosing appropriate GTM partners/channels (including high touch as well as programmatic for long tail customers), marketing channels, and planning influential promotional campaigns/events (in collaboration with marketing team).
Provide detailed analysis of operating data and trends, both internally and within the industry or global economy, to inform GTM decisions.

Market Penetration:

Leverage market segmentation to identify and divide prospective customers into groups with common needs, enabling the company to offer the full value proposition of its products or services.
Develop strategies to attract and engage potential customers, converting them into marketing-qualified leads (MQLs).
Conduct competitive analysis to understand how competitors are performing and identify market gaps, adapting strategies to stand out effectively.
Financial Performance Management:
- Oversee the financial performance of products and brands, utilizing profitability models to forecast, adapt to changing situations, and maximize profit.
- Manage budgeting and expenditure control related to GTM activities, ensuring efficient resource allocation and a strong return on investment (ROI).
- Conduct profitability analysis by examining key financial metrics such as sales, overhead costs, cost of goods sold, expenses, and liabilities.
- Apply various profit model types (historical, analytic, market trend) to ensure accurate forecasting for both short-term and long-term objectives, especially in rapidly changing markets or when entering new ones.
- Incorporate customer profitability analysis into forecasting.
Team Collaboration & Leadership:
- Work closely with IOH & Lintasarta Sales, PreSales & Enterprise solution teams, managing and leading strategic planning activities, and facilitating project plan implementation and communication.
- Foster collaborative and co-dependent relationships across all levels of the organization, including sales, services, finance, and marketing.
- Act as a project manager for weekly leadership meetings, monthly, and quarterly business reviews.
- Champion a culture of continuous improvement, leveraging AI and automation to drive productivity and efficiency in GTM processes.

Required Skills And Experience

Minimum 5+ years of progressive experience in leading GTM Strategy or Growth & Incubation teams, with a deep domain understanding of enterprise software, business solutions, and business intelligence.
Demonstrated ability to develop strong relationships with C-level and VP-level business leaders and influence strategic and tactical issues.
Substantive exposure and engagement with the planning, execution, and management of complex projects.
Exceptional communication and presentation skills, with an engaged approach to collaborative relationships.
Proven self-sufficiency, flexibility, and confidence, with a strong preference for autonomy to take ownership and manage activities and processes to achieve results.
Strong analytical skills demonstrated through detailed data analysis, market research, and financial modelling for forecasting and profitability.
Experience in competitive intelligence, category creation, and Product-Led Growth (PLG) is a significant plus.

Why Join Us

At our company, we are building the future of cybersecurity, cloud, and AI. We are an AI-native company that moves fast and values ownership, growth, and impact. You will be part of a talented, driven team that takes extreme ownership of their work, moves with focus and urgency, and learns voraciously to stay ahead. We invest deeply in your growth, provide autonomy, and encourage bold ideas and courageous action, giving you the freedom to experiment and drive big wins. If you are energized by finding smarter, faster ways to get things done using AI and automation, and want your work to make a real impact, this is the place for you.

PT. Indosat Tbk

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