Senior GTM Strategy – Commercialization Manager

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🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🎁 Product Marketing

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SoftBank Robotics America

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2012

🔧 Hardware

🏢 Enterprise

Hardware • Enterprise • Automation

SoftBank Robotics America is the North American arm of SoftBank Robotics Group, the world's largest autonomous robot integrator. The company focuses on enterprise-scale robotics adoption, transforming how organizations automate their operations and work alongside robots. SoftBank Robotics America provides a comprehensive robotic automation program, supporting businesses from initial deployment to routine maintenance, resulting in significant labor cost savings and improved operational efficiency. Their innovative solutions offer real business value by automating tasks, thereby allowing human talent to focus on more strategic activities. Specializing in automation for various industries such as healthcare, hospitality, and commercial cleaning, they leverage their proprietary platform SBR Connect to monitor fleet activity and inform data-driven decisions, maximizing efficiency and success in automation initiatives.

📋 Description

• Own Go-to-Market Strategy & Commercialization • Lead the end-to-end commercialization strategy for the cleaning business. • Own the overall go-to-market strategy across Product, Sales, Marketing, Customer Success, Partnerships, Fleet Operations, and Revenue Operations. • Develop commercialization strategies for new products, services, verticals, and partnerships. • Drive accountability across the organization to ensure every commercial function is executing against one unified plan. • Partner directly with executive leadership to prioritize investments, vertical expansion, launch sequencing, and growth initiatives. • Lead Category Strategy & Market Positioning • Own SBRA's market narrative, messaging architecture, and category strategy. • Define how enterprise buyers understand, evaluate, and purchase managed robotics programs. • Ensure messaging consistency across direct sales, partner channels, marketing campaigns, executive presentations, customer success, and product launches. • Position SBRA as the market leader for enterprise robotics orchestration—not simply another robotics manufacturer. • Own Product Commercialization • Lead commercialization for every significant product launch. • Develop launch strategies, positioning, pricing recommendations, packaging guidance, and commercialization plans. • Coordinate Product, Sales, Marketing, Customer Success, Fleet Operations, Partnerships, and RevOps to ensure successful execution. • Measure launch performance and continuously optimize commercialization strategies. • Build the Customer Proof & Reference Engine • Own SBRA's customer proof strategy. • Turn successful deployments into executive references, case studies, customer testimonials, ROI validation, industry benchmarks, and reference sites that accelerate enterprise sales. • Partner with Customer Success and Operations to create a repeatable system that continually generates customer proof for both direct sales and partner channels. • Lead Enterprise Sales & Partner Enablement • Develop commercial playbooks, business cases, ROI/TCO models, competitive positioning, battlecards, executive presentations, proposal templates, and commercialization frameworks. • Lead partner enablement so channel partners receive the same commercial tools, messaging, and positioning as SBRA's direct sales organization. • Own the win/loss review process, identifying why opportunities are won, delayed, or lost—and translate those insights into improved messaging, qualification, competitive strategy, and sales execution. • Be the Voice of the Market • Develop deep customer, partner, and market intelligence. • Travel regularly to customer sites, partner meetings, deployments, and industry events. • Ensure Product, Sales, Customer Success, Marketing, and Executive Leadership remain aligned around evolving customer needs, competitive dynamics, and market opportunities.

🎯 Requirements

• 8+ years leading GTM strategy, commercialization, product marketing, or commercial strategy for enterprise technology companies • Demonstrated ownership of go-to-market strategy and commercialization initiatives • Experience leading cross-functional programs involving Product, Sales, Marketing, Customer Success, Partnerships, and Revenue Operations • Experience launching enterprise software, AI, robotics, automation, industrial technology, or other complex B2B solutions • Strong executive communication and storytelling skills • Experience creating customer proof programs, executive reference strategies, and commercialization assets • Strong enterprise sales enablement experience • Experience conducting win/loss analysis and translating findings into measurable business improvements • Ability to build ROI/TCO models and business cases that support enterprise buying decisions • Comfortable operating in fast-paced, high-growth environments with significant ambiguity

🏖️ Benefits

• Medical, dental, and vision coverage • Paid time off and company holidays • Retirement savings programs, 401k matching program • Performance-based bonus opportunities • Professional development and leadership growth opportunities