Go-to-Market (GTM) Lead

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About the Role

Capgemini is seeking a highly motivated and strategic Go-to-Market (GTM) Lead for HighTouch to drive the growth, market positioning, and joint business development strategy with HighTouch. This leader will be responsible for building and executing the alliance strategy, creating differentiated market offerings, enabling sales teams, and driving revenue growth through co-selling and joint solution development.

Responsibilities

Strategy & Growth

• Define and execute Capgemini's GTM strategy for the HighTouch partnership.
• Develop joint business plans, growth targets, and market expansion strategies.
• Foster executive relationships across Capgemini and HighTouch leadership teams.
• Identify new market opportunities and industry-specific use cases that leverage HighTouch capabilities.
• Establish and track alliance KPIs, pipeline growth, partner-sourced opportunities, and revenue targets.

Solution Development & Market Differentiation

• Collaborate with Capgemini practices to create industry-specific solutions powered by HighTouch.
• Develop repeatable offerings focused on Customer Data Platforms (CDP), Composable CDP, AI-driven personalization, customer analytics, and marketing transformation.
• Create joint value propositions, accelerators, demos, and reference architectures.
• Build thought leadership and market messaging around customer-centric data activation strategies.

Sales Enablement & Pipeline Development

• Partner with sales leaders to identify, qualify, and close opportunities.
• Develop sales plays, account targeting strategies, and go-to-market campaigns.
• Enable account teams through training, workshops, and solution positioning.
• Lead joint customer engagements, executive presentations, and strategic pursuits.
• Drive partner-influenced and partner-sourced revenue growth in collaboration with HighTouch.

Partner Management & Governance

• Establish a governance framework to manage the alliance relationship.
• Coordinate executive business reviews and quarterly planning sessions.
• Monitor partnership performance and recommend strategic adjustments.
• Ensure alignment between alliance objectives and Capgemini business priorities.

Requirements

• 10+ years of experience in alliance management, business development, partner ecosystems, or go-to-market leadership.
• Experience working with data platforms, customer data technologies, CRM, marketing automation, or analytics solutions.
• Proven track record of driving partner-led revenue growth and strategic alliances.
• Experience developing solutions and GTM initiatives with technology partners.
• Strong understanding of customer experience, data activation, personalization, and digital transformation.

Qualifications

Preferred Experience

• Experience with HighTouch, Segment, Snowflake, Databricks, Salesforce Data Cloud, Adobe Experience Platform, or related ecosystems.
• Knowledge of composable CDP architectures and first-party data strategies.
• Experience selling or delivering cloud, analytics, MarTech, or customer engagement solutions.
• Background in consulting, professional services, or systems integration organizations.
• Development of reusable offerings and accelerators.
• Achievement of annual alliance business plan objectives.

Benefits

Capgemini offers a comprehensive, non-negotiable benefits package to all regular, full-time employees. In the U.S. and Canada, available benefits are determined by local policy and eligibility and may include:

• Paid time off based on employee grade (A-F), defined by policy:
  • Vacation: 12-25 days, depending on grade
  • Company paid holidays
  • Personal Days
  • Sick Leave
• Medical, dental, and vision coverage (or provincial healthcare coordination in Canada)
• Retirement savings plans (e.g., 401(k) in the U.S., RRSP in Canada)
• Life and disability insurance
• Employee assistance programs
• Other benefits as provided by local policy and eligibility

Pay

The base compensation range for this role in the posted location is $135,549 - $176,139. Capgemini provides compensation range information in accordance with applicable national, state, provincial, and local pay transparency laws. The base compensation range listed for this position reflects the minimum and maximum target compensation Capgemini, in good faith, believes it may pay for the role at the time of this posting. This range may be subject to change as permitted by law.

The actual compensation offered to any candidate may fall outside of the posted range and will be determined based on multiple factors legally permitted in the applicable jurisdiction. These may include, but are not limited to: Geographic location, Education and qualifications, Certifications and licenses, Relevant experience and skills, Seniority and performance, Market and business consideration, Internal pay equity.

It is not typical for candidates to be hired at or near the top of the posted compensation range. In addition to base salary, this role may be eligible for additional compensation such as variable incentives, bonuses, or commissions, depending on the position and applicable laws.