Description

The Go-To-Market (GTM) Subject Matter Expert (SME) serves as a strategic bridge between Business Development (BD), Operations and Marketing to position and translate Syneos capabilities into compelling customer-facing solutions. In this role, the SME acts as a trusted advisor to senior leadership, influencing go-to-market strategy and providing expert guidance on complex, high-impact business opportunities across the organization. This role partners with operational leadership to shape delivery strategy and capability messaging, supports account planning and pipeline development, and contributes to customer engagements through RFI/RFP and bid defense activities. Operating with a high degree of autonomy, the SME applies advanced expertise and judgment to solve complex, multi-dimensional challenges and to guide decision-making in dynamic and evolving market conditions. The GTM SME ensures the functional area of responsibility is consistently represented across territories and accounts, while monitoring market trends to keep offerings aligned to evolving customer needs. Through deep domain expertise and forward-looking insight, this role anticipates market and customer trends, identifies opportunities for differentiation, and contributes to the development of innovative go-to-market approaches and capabilities that enhance the organization’s competitive position.

Responsibilities:

Business Development (BD)-Specific

Partner with Business Development Strategists to identify opportunities and develop a healthy sales pipeline (e.g., RWLP/RWE in the US and potentially beyond), while influencing prioritization of strategic opportunities across accounts and segments.
Align with BD to tailor, execute, and track customer outreach and engagement plans as part of broader account planning initiatives, providing expert guidance on approach and positioning.
Attend customer meetings, as appropriate, and determine the correct SMEs to engage in support of specific opportunities, acting as a senior advisor on complex or high-impact engagements.
Own follow-through on customer engagements through RFI/RFP stages, ensuring timely coordination and high-quality inputs, and providing expert input on solution positioning and strategy.
Participate in strategy calls, RFI/RFP responses, and bid defense preparation as needed; contribute content and functional expertise, including guidance on positioning for complex or strategic pursuits.
Ensure the business/functional area of responsibility is consistently represented across territory and individual account planning efforts, driving alignment with broader go-to market strategy.
Work with Account Development Consultants (ADCs/Inside Sales) and BD to build proactive messaging and outreach for targeted customers and prospects, enhancing effectiveness through expert insight and guidance.
Increasing BD fluency in RWLP/RWE and facilitate the positioning of RWLP/RWE with their customers, through workshops, training sessions and the development of appropriate tools.

Operations (Ops)-Specific

Align with operational leadership on overall delivery strategy, service model, and capability priorities, influencing direction through advanced expertise and market insight.
Coordinate with operational experts and Marketing to develop customer-ready collateral that supports business development (BD) engagements, ensuring alignment with strategic positioning and differentiation.
Support operational counterparts in creating training and onboarding materials for BD representatives and inside sales teams, embedding best practices and scalable approaches.
Solicit and synthesize feedback from operational colleagues regarding target customers, competitive landscape, and market opportunity for growth, translating insights into strategic recommendations.
Stay vigilant to emerging market trends; recommend capability enhancements and ensure Syneos offerings remain aligned to market needs, anticipating future trends and driving innovation in go-to-market approaches.

Other / Leadership & Governance

Attend pipeline meetings with Senior BD and Operations leadership to ensure visibility, alignment, and support for active opportunities.
Provide senior leadership with insights and feedback to ensure the functional area of responsibility is appropriately represented in account strategies and planning efforts, acting as a trusted advisor on strategic decisions.
Maintain strong cross-functional alignment among Operations, BD, Marketing, and relevant SMEs to enable consistent messaging and efficient pursuit execution, influencing alignment across functions at a strategic level.
Track and communicate key market, customer, and competitive insights to inform prioritization, investment decisions, and continuous improvement, supporting enterprise level decision-making.
Serve as a trusted advisor to senior leadership, providing expert guidance on go-to-market strategy, complex customer engagements, and capability development.
Lead or significantly influence complex, high-impact initiatives requiring innovative thinking, cross-functional alignment, and advanced business judgment.

Qualifications

Bachelor’s degree required; advanced degree (MBA, MS, MPH, PharmD) preferred or equivalent experience.
15+ years of relevant experience in strategy, business development, solutions consulting, operations leadership, or related roles within life sciences, CRO/clinical services, or healthcare.
Go-to-market & sales support: Demonstrated experience supporting sales pursuits, including opportunity qualification, account planning, and contributing to RFI/RFP responses and bid defenses.
Operational acumen: Strong understanding of service delivery models and the ability to translate operational capabilities into customer value propositions and commercial messaging.
Travel: Ability to travel as required for customer meetings and internal planning sessions.
Experience in real-world evidence / real-world late phase (RWLP), FSP, Patient Services or adjacent evidence generation services.
Background in developing GTM collateral, playbooks, and enablement content for commercial teams.
Experience partnering with marketing and operations on positioning, messaging, and campaign development.
Familiarity with CRM and pipeline management tools; disciplined approach to tracking pursuits and engagement activities.
Recognized as a subject matter expert with demonstrated ability to influence senior leadership and contribute to enterprise-level strategic initiatives.

The annual base salary for this position is $190,000 - $215,000. Actual salary will vary based on various factors such as the candidate’s qualifications, skills, competencies, and proficiency for the role. In addition, some positions may include eligibility to earn bonus based on company and/or individual performance.

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GTM Subject Matter Expert