Head of GTM Strategy and Business Model Development

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Date: Jul 29, 2022

Location: London, GB Berlin, DE Heidelberg, DE

Company: Springer Nature Group

Springer Nature opens the doors to discovery for researchers, educators, clinicians and other professionals. Every day, around the globe, our imprints, books, journals, platforms and technology solutions reach millions of people. For over 175 years our brands and imprints have been a trusted source of knowledge to these communities and today, more than ever, we see it as our responsibility to ensure that fundamental knowledge can be found, verified, understood and used by our communities – enabling them to improve outcomes, make progress, and benefit the generations that follow. 

Visit: group.springernature.com and follow @SpringerNature

 

Springer Nature is an ambitious and dynamic organisation that is home to some of the best known names in research publishing, with millions of researchers and universities using its products every day.  Research Marketing’s role is to engage researchers, librarians, institutional leaders and the wider research community, to improve scientific discovery, research impact, and institutional performance - and enable the transition to open science. 

We are seeking a [Director, GTM Strategy and Business Model Development] to work with product, marketing and sales teams to set and deliver our Go-To-Market strategy, and manage content package products for our academic, government and corporate customers. As part of the Marketing Strategy group, this role will help drive the development of Springer Nature’s fast-growing digital solutions business, ensuring that our products and GTM strategies are effective in meeting customers’ evolving needs and achieving our commercial goals.

 

We believe in creating a great place to work where people are inspired, valued and developed and this forms a key part of our strategy. We’re always looking for outstanding, creative people to join us; individuals who are driven by new and exciting challenges and committed to producing high quality results.

 

Responsibilities:

 

Set Go-To-Market Strategy:

  • Drive strategic growth of Springer Nature’s B2B and new solutions business lines 

  • Develop pragmatic frameworks for assessing product/market fit, business viability, GotoMarket Strategy and product portfolio management, to ensure an effective GTM workflow for new solutions across product/publishing, sales and marketing

  • Provide a focus for product strategy within marketing, ensuring sales, marketing and product coordination to develop business viable products, balancing customer (purchaser) and business needs in response to dynamic market trends

  • Define GTM strategy for new products/solutions, including product-led growth paths and upsell- and cross-sell paths

  • Develop data-driven value propositions for solutions/products (Incl cross-product value propositions)

  • Working with senior product leaders, embed a data-driven, customer-oriented product development culture at Springer Nature, including identifying and sharing best practice. Be a product and digital advocate internally and externally. 

  • Lead collaboration with Sales, Marketing and Product as well as Sales Operations, Finance, Legal, Business Systems, IT, and SN Digital leadership to define and execute efficient ways of working, delivery and alignment both at the domain level and above.

 

Define product business models:

  • Lead a team of Product Managers focused on content package business models for academic, government and corporate segments for SN’s core content subscription products

  • Based on market and customer insights & analysis, driving revenue growth by:

    • Creating/adjusting content product/package models, aligned with sales and publishing strategy

    • Applying existing models to new markets, eg Corporate segments, A&G long tail 

    • Developing business models for new products/solutions

    • Identifying revenue potential - and managing cannibalisation risk - across products / sales routes

  • Maintain a holistic overview of SN Research Products and Business Models ensuring coordinated Product Strategy across product groups and sales channels

  • Engage with external communities/industry to represent SN, derive customer insights, and partner with sales teams on high-value deals. 

  • Manage senior stakeholder relationships, influence key projects with board members and leaders across SN.

 

Experience:

  • Strong experience in commercialising existing and new products and working with sales, product and marketing in a matrixed organisation

  • Significant experience of applying and setting-up customer focused product development methodology, including user research and data informed product development, across the full lifecycle, from inception to retirement

  • Experience of product-led growth methodologies for product development and marketing

  • Significant experience of Agile methodologies and processes

  • Understanding of application of pricing strategies and techniques

  • STM market knowledge and/or experience in adjacent markets is beneficial

  • Experience in change management

 

 

Skills

  • An excellent practical decision maker, able to reduce complexity, apply knowledge in pressurised situations and make and enable efficient and accurate decision making

  • Demonstrated ability to think strategically and create a clear vision, and deliver upon clearly defined goals

  • Proven strong analytical, commercial and financial acumen

  • A track record of resilience, managing difficult situations and proactively solving problems

  • Proven to define and lead projects, experience in developing long-term product strategies & roadmaps

  • Ability to influence across peers and upon non-directly managed reports

  • High degree of communication, organisational and time management skills. An excellent communicator with a variety of techniques, at ease working 1:1 or presenting to large audiences and able to work across the full range of seniority and in different cultures

  • Excellent interpersonal skills and project management skills

 

Qualifications:

  • University degree or equivalent (MBA preferrable)

At Springer Nature, we value the diversity of our teams and work to build an inclusive culture, where people are treated fairly and can bring their differences to work and thrive. We empower our colleagues and value their diverse perspectives as we strive to attract, nurture and develop the very best talent.

Springer Nature was awarded Diversity Team of the Year at the 2022 British Diversity Awards. Find out more about our DEI work here.

 

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