Sr. Director, Channel GTM Strategy
Oak Brook, IL – Onsite 3 days per week
The Senior Director, Channel GTM Strategy sits within the Sales Strategy and Operations group and is responsible for designing and executing integrated go to market strategies that translate corporate growth goals into clear commercial plans across products, channels, and customer segments. This leader identifies and prioritizes high value growth opportunities, including market penetration, pricing and mix optimization, product mix improvement, and new product expansion, and aligns cross functional partners around a single roadmap to deliver revenue, margin, and share objectives.
Responsibilities:
- Lead the design and execution of integrated channel go to market strategies and the annual GTM planning process, linking revenue, margin, and mix targets to channel, pricing, and product plans across regions and categories.
- Serve as the commercial bridge between Product, Marketing, and Sales, governing the GTM operating rhythm to ensure strategy alignment, launch readiness, and disciplined execution from concept through in market delivery.
- Embed GTM strategy into the new product development process and co lead commercialization planning to shape portfolio decisions, positioning, pricing, and launch plans that achieve targeted sell in and sell through objectives.
- Define channel roles, coverage models, investment levels, pricing frameworks, discount structures, and incentive programs to maximize profitable reach, optimize partner economics, and support sustainable margin and share growth.
- Use market insights, channel feedback, and integrated performance dashboards covering sell in, sell through, pricing, and mix to run quarterly business reviews, measure execution, address gaps, and adjust growth levers.
- Build, motivate, and retain a high performance GTM and launch strategy team, including setting clear expectations, managing performance and compensation processes, coaching and developing talent, and fostering a culture aligned with the organization’s mission, vision, and values.
- Promote strong communication and cross functional collaboration while maintaining compliance with company policies, confidentiality expectations, health and safety guidelines, and ongoing professional development; support broader projects and initiatives as needed.
Requirements:
- Bachelor’s degree; Master's Degree preferred
- 8+ years of experience guiding partner relationships, channel approaches, and commercial frameworks
- Strong communications skills, financial acumen (channel growth), and relationship building expertise
- Knowledge of analytics, performance dashboards, and metrics used to drive commercial and operational decisions
- Ability to develop and implement broad commercial strategies
- Ability to support product strategy and launch decisions
- Preferred: Ownership or direct advisory of a business P&L
