Go-To-Market (GTM) Lead Role in Supply Chain Management

HCLTech is looking for a highly talented and self- motivated
Go-To-Market (GTM) Lead Role in Supply Chain Management
to join it in advancing the technological world through innovation and creativity.

Job Title:
Go-To-Market (GTM) Lead Role in Supply Chain Management

Job ID:

Position Type: Full-time

Location: Remote

Role Overview

A
Go-To-Market (GTM) Lead
in our SCM practice is a senior role responsible for orchestrating how a SCM product is positioned, launched, and sold to our customers. This role sits at the intersection of product, marketing, sales, and customer success, ensuring all these functions work in unison to drive product adoption and revenue growth. The GTM Lead oversees the entire customer acquisition journey—from initial market research and product launch to sales execution and customer retention—making it crucial for sustained growth. Below, the key responsibilities, qualifications, and performance metrics for a GTM Lead.

Key Responsibilities

A GTM Lead's day-to-day duties are cross-functional and strategic. Key responsibilities typically include:

• GTM Strategy Development:
  Formulate comprehensive go-to-market plans for our SCM product portfolio, feature updates, or market expansions, aligned with our vertical sales EN/NN sales and delivery teams. This involves defining target customer segments, value propositions, and pricing/packaging strategies for our offerings.
• Market Research & Positioning:
  Conduct market research and competitive analysis to identify customer needs, industry trends, and whitespace opportunities. Use these insights to refine our service offerings and messaging that clearly articulates our SCM service value to target users.
• Sales Enablement:
  Work closely with sales leadership and delivery leadership teams to arm sales reps with the right tools and knowledge for selling our services. This can involve developing pitch decks, demo scripts, FAQs, case studies, and objection-handling guides tailored to our offerings. The GTM Lead might organize training sessions so that Sales and Account Executives can effectively communicate the SCM services. They also establish feedback loops with the sales and customer success teams to gather real-world input and refine messaging continuously.
• Customer Success Coordination:
  Because SCM success depends on retention, the GTM Lead also aligns with Customer Success to ensure a smooth post-sales experience. They might help implement onboarding programs, user education, and support processes as part of the go-to-market plan, to drive customer adoption and satisfaction for the new offering.
• Risk Management & Iteration:
  Identify and mitigate risks or bottlenecks in the go-to-market process. For example, if our services being delivered are poor, the GTM Lead coordinates an action (perhaps adjusting the messaging or feeding back requirements to the delivery team). They drive
  continuous improvement
  in GTM processes – conducting post-mortems after service delivery to capture lessons learned and refine the playbook for future efforts.
• Stakeholder Communication:
  Act as the point person to communicate GTM plans, updates, and results to all stakeholders, including executives. The GTM Lead frequently briefs the leadership team on account status, delivery reception, and revenue impact. In essence, they
  own the narrative
  of how our services are doing within our delivery structure. Internally, they ensure everyone from delivery, sales, vertical sales to our senior executives understands the go-to-market strategy and their role in its success.
• Offshore team interaction:
  guide our offshore team in content creation and guiding them in the offer creation.

Required Qualifications and Experience

The GTM Lead role typically requires a blend of
strategic acumen, practical experience from the supply chain industry, marketing/sales, and leadership skills
. Common qualifications include:

• Education:
  A Bachelor's degree in Business, Marketing, or a related field is usually required. An MBA or other advanced degree is often preferred, especially for senior GTM roles, as it signals strong business training.
• Experience:
  At least
  5–8 years of experience
  in go-to-market strategy, supply chain area, or a related field, with a track record of driving successful SCM services launches in a tech environment. Leadership experience is critical – e.g. having led cross-functional initiatives or managed teams.
• Strategic Planning & Analysis:
  Demonstrated ability to craft and execute strategic plans. The candidate should be comfortable analyzing customer data, customer research, and competitive intelligence to inform decision-making.
• Project Management:
  Excellent project management and organizational skills are needed to handle the complexity of coordinating multiple teams and timelines. GTM Leads must be able to create structured plans, manage task owners, and keep track of many moving parts. Prior experience running large-scale projects or launch programs is valuable.
• Communication & Interpersonal Skills:
  Outstanding
  communication skills
  – both written and verbal – are essential. The GTM Lead creates persuasive messaging for customers but also communicates plans internally. They should be effective at influencing stakeholders at all levels (from sales reps to C-suite) and be able to rally teams around a vision. Strong presentation skills are needed for training sales teams or reporting to executives.
• Cross-Functional Leadership:
  Ability to lead through influence rather than formal authority. The GTM Lead often does not directly manage all team members in services, marketing, or sales, but must inspire and coordinate them. Experience working on cross-functional teams and aligning different departments toward a common goal is therefore critical.
• SCM Domain Knowledge:
  A deep understanding of the Supply Chain Domain is a must. The GTM Lead should be conversant in how a supply chain works and how different go-to-market tactics work for services within this domain. Familiarity with software products common in the SCM domain.
• Adaptability and Drive:
  SCM markets evolve quickly, so a GTM Lead should be agile and comfortable with fast-paced, dynamic environments. A passion for technology and an innovative mindset help – since crafting a go-to-market often requires creative thinking to stand out in competitive markets.
• Product knowledge:
  a pre to have worked with plannings products (Kinaxis, o9, OMP, BlueYonder), warehousing products (Manhattan, BlueYonder) or transportation products (OTM, BlueYonder, E2Open).

Pay and Benefits

Pay Range Minimum: $89,000 per year

Pay Range Maximum: 166,000 per year

HCLTech is an equal opportunity employer, committed to providing equal employment opportunities to all applicants and employees regardless of race, religion, sex, color, age, national origin, pregnancy, sexual orientation, physical disability or genetic information, military or veteran status, or any other protected classification, in accordance with federal, state, and/or local law. Should any applicant have concerns about discrimination in the hiring process, they should provide a detailed report of those concerns to for investigation.

A candidate's pay within the range will depend on their skills, experience, education, and other factors permitted by law. This role may also be eligible for performance-based bonuses subject to company policies. In addition, this role is eligible for the following benefits subject to company policies: medical, dental, vision, pharmacy, life, accidental death & dismemberment, and disability insurance; employee assistance program; 401(k) retirement plan; 10 days of paid time off per year (some positions are eligible for need-based leave with no designated number of leave days per year); and 10 paid holidays per year

How You'll Grow

At HCLTech, we offer continuous opportunities for you to find your spark and grow with us. We want you to be happy and satisfied with your role and to really learn what type of work sparks your brilliance the best. Throughout your time with us, we offer transparent communication with senior-level employees, learning and career development programs at every level, and opportunities to experiment in different roles or even pivot industries. We believe that you should be in control of your career with unlimited opportunities to find the role that fits you best.