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Director, Go-To-Market

Vista Consulting Group is the operating and consulting arm of Vista Equity Partners (www.vistaequitypartners.com), a private equity firm that specializes in acquiring software, data, and tech-enabled companies with over $30 Billion in cumulative capital commitments. The VCG team works in conjunction with the Vista investment professionals and key portfolio company employees to help current and newly-acquired businesses strengthen their operations through the implementation of standardized, repeatable and proven processes and methodologies.



Location 

Austin or Chicago preferred. Will also consider remote candidates.


Job Description

We are searching for a Director of Go-To-Market, who will operate as the "go-to-market captain" for a group of Vista portfolio companies. As a captain, this individual works side by side with c-suite executives within the portfolio, focusing on heads of sales/marketing, to identify which strategies and Vista Best Practices can be leveraged and to drive business results. Working closely with the Value Creation Director, the captain serves as the subject matter expert and driver for GTM strategy within their companies, acting as the lead on efforts to improve sales productivity, process and tools, and bringing in VCG experts on Marketing, Sales Enablement, Strategy & Customer Success to create processes that enable the full GTM ecosystem. With the expertise this individual brings to the role, they will also help to create and shape Best Practices, develop and grow executive talent within Vista family companies, and strengthen connections between businesses in the Vista ecosystem. Given its scope and reach, this role offers unlimited potential to leverage expertise and have lasting impact within organizations.

  • Partner to C-level executives across the Go-to-Market suite (Chief Sales Officer, Chief Marketing Officer, VP, Customer Success, and CEO)
    • Play the role of a partner; gain respect and build trust to develop lasting relationships
    • Influence key executives and stakeholders to support significant change
    • Serve as a strategic partner and domain expert in sales, with fluency in GTM strategy, marketing, and customer success
    • Willing to roll up his/her sleeves to help executives drive results
    • Partner on talent strategy for the GTM functions to ensure we have the right skills and experience in leadership roles within the portfolio
  • Trusted advisor to Vista Equity Partner stakeholders
    • Support and partner with Vista Operating Principals to execute and advise on Value Creation Plan in GTM
    • Provide advice on growth opportunities, process improvement and organization design within the portfolio companies
    • Participate in diligence activities to review GTM structure at potential targets
    • Apply business judgment to drive efficiency and scalability
  • Architect and executor of GTM strategy
    • Shape GTM strategy during diligence / pre-close
    • Identify and frame the most critical priorities; demonstrate understanding of issues and generate hypotheses to solve them; develop practical/pragmatic solutions and action plans
    • Focused on outcomes; committed to making change happen both in the portfolio and for continuous improvement within VCG
    • Coach/mentor assigned consulting staff supporting execution

Qualifications

  • 7-10 years of expertise within B2B sales
  • Strong performer in the sales practice of a B2B sales consulting, advisory, or enablement firm
  • Proven track record of leadership and accelerated career trajectory
  • Sales leadership experience within a software or technology-enabled company
  • Experience and success in a consulting role
  • MBA is preferred, but not required
  • Willingness to travel (expected travel in this role is 40% of the time)

What we are looking for

  • A true passion and excitement for sales improvement and go-to-market optimization
  • A quick study, with a high level of intellectual curiosity and a continuous desire to learn and grow; someone who appreciates diversity of thought and new perspectives
  • An exceptional communicator, in both written and oral presentations, who brings energy and clarity to their message, and is comfortable in a variety of formats (presenting to executive audiences, facilitating workshops, candid one-on-one C-level sessions)
  • Strong desire to achieve and have lasting impact for Vista portfolio companies
  • A demonstrated ability to execute and deliver positive outcomes
  • An ability to engage and navigate multiple stakeholders and business partners, and lead teams through influence
  • A comfort in working with a variety of stakeholders in a highly matrixed organization
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Technology we use

  • Sales & Marketing
    • SalesforceCRM
    • MarketoLead Gen

Location

Located in the Frost Bank Tower, our office has spectacular views of Lady Bird Lake and the Texas Capitol.

An Insider's view of Vista Consulting Group

What are some social events your company does?

As our team is growing so quickly, our full team has quarterly outings in different cities to rekindle connections with one another and to relax. We have done TopGolf, Escape Room, Happy Hours just to name a few. It is critical that we continually build that comradery and Vista family bond.

Eric Webb

Executive Director, Technology Diligence

What's the biggest problem your team is solving?

The VCG Customer Success team is focused on partnering with our Portfolio companies to create customer-centric teams that are aligned with the executive priorities of their customers. This alignment creates value for their customers, more impactful work for customer-facing roles, and ultimately enables Vista’s continued growth.

Ryan Richards

Director, Customer Success

How has your career grown since starting at the company?

I’ve been with Vista for 15 months and recently transitioned into a new role serving as product manager of our QuickStart application and providing technical oversight on BOSS engagements. This role didn’t initially exist, but we recognized a need and with my technical background, it was perfect to dive headfirst into it.

Ijeoma Ikechi

Associate Director, Business Applications

How do you empower your team to be more creative?

The #1 thing we do to unlock creativity on the team is hiring smart, passionate people with a strong sense of personal accountability. I find that if we do that well, and if we as management then spend our time training, enabling, and removing roadblocks, then every team member can be themselves and bring all their creative energy to bear.

Mark Ralls

Managing Director, Business Operations

What are Vista Consulting Group Perks + Benefits

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Team owned deliverables
Team based strategic planning
Open office floor plan
Health Insurance & Wellness Benefits
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Performance Bonus
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Family Medical Leave
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Perks & Discounts
Commuter Benefits
Company Outings
Stocked Kitchen
Happy Hours
Parking
Relocation Assistance
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Lunch and learns
Promote from within
Mentorship program
Paid industry certifications
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