Director, Segment Strategy & Go-To-Market

StarTech.com

3d•$150,000 - $200,000

About The Position

This is a rare opportunity to define how a globally recognized technology brand enters, wins, and scales in some of the most dynamic segments in IT — including AV/Pro AV, Edge/Networking, Data Center, and End User Compute. As Director of Segment Strategy & Go-To-Market, you won't just execute a playbook — you'll write it. StarTech.com is creating this role because of a deliberate strategic commitment to deepening its presence in enterprise buying centers and the Global 5000. You will have the mandate, the executive access, and the cross-functional authority to shape how StarTech.com is positioned, sold, and remembered in the markets that matter most. You'll sit at the intersection of market insight, product strategy, and commercial execution — serving as the segment voice within the senior leadership team and bringing an outside-in perspective that directly shapes product investment, channel priorities, and marketing spend. This is a newly created position — you'll have the opportunity to build the function, the frameworks, and the team from the ground up.

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.

Nice To Haves

Experience in technology manufacturing, distribution, or channel environments.
Familiarity with IT connectivity, infrastructure hardware, or accessories ecosystems.
Experience working across multiple buying centers simultaneously (e.g., AV + Data Center, or Edge + End User Compute).
Understanding of the enterprise and Global 5000 procurement landscape.

Responsibilities

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 solution-based GTM for tradeshows and channel events, ensuring StarTech.com shows up with relevant, differentiated narratives across industries (Finance, Education, Government, Healthcare, Industrial, Corporate, Retail).
Lead cross-functional quarterly business reviews — owning revenue, margin, pipeline, and execution metrics for your segments.
Drive course corrections with urgency, backed by data and commercial judgment.
Serve as a senior voice in executive and leadership conversations, representing segment priorities and influencing resource allocation decisions.