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Solving IT Professionals' Unique Hardware Connectivity and Business Challenges
Director, Segment Strategy – Go-To-Market
Location
Canada
Posted
66 days ago
Salary
$150K - $200K / year
Seniority
Lead
Job Description
Director, Segment Strategy – Go-To-Market
StarTech.com
• Define and own the multi-year strategy for high-growth buying centers — AV/Pro AV, Edge/Networking, Data Center, and End User Compute — with direct accountability for segment revenue and margin performance. • Align segment strategy to StarTech.com's Global 5000 focus and corporate priorities, ensuring your buying centers are resourced, visible, and winning. • Build and maintain deep buying center briefs: applications, TAM/SOM, buyer roles, channel dynamics, competitive landscape, and emerging trends. • Bring the voice of the market into StarTech.com; translating external signals into internal decisions across Product, Sales, and Marketing. • Translate segment insights into clear product and solution portfolios that feed directly into roadmaps, developed in partnership with the CTO and Product teams. • Influence the NPI process — ensuring new products are built with a clear buying center rationale, commercial fit, and go-to-market path. • Design and orchestrate end-to-end GTM strategies — including positioning, pricing, packaging, promotions, and channel strategy — for each buying center. • Equip Sales with clear plays, segment-specific messaging, and tools that convert strategy into pipeline and revenue. • Lead cross-functional quarterly business reviews — owning revenue, margin, pipeline, and execution metrics for your segments.
Job Requirements
- 15+ years of progressive leadership experience across product strategy, go-to-market, product marketing, or commercial leadership in technology.
- Proven ability to own and influence P&L outcomes — including pricing decisions, investment prioritization, and growth planning.
- Deep expertise in go-to-market strategy and solution or product marketing, with a strong track record of translating insight into revenue.
- Experience navigating AV, Pro AV, IT infrastructure, or adjacent technology channels — including familiarity with integrators, distributors, or enterprise end-user buying behavior.
- Demonstrated ability to lead through influence across Sales, Marketing, Product, and Operations — without needing positional authority to move people.
- Exceptional executive communication and storytelling skills — you can make complex market dynamics land clearly with a C-suite audience.
- Sharp financial and analytical acumen: TAM/SOM modeling, forecasting, and performance metrics.
- Comfortable in ambiguity — you build structure where none exists and bring others along with you.
- Strong commercial instinct and competitive positioning judgment.
Benefits
- Comprehensive health benefits
- Tuition reimbursement program
- Retirement savings plans
- Wellness program
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