Enterprise Go-to-Market Strategy Leader – ESS (CG90, Remote Based)

Philips

1d•Remote

About The Position

The Enterprise Go-to-Market (GTM) Strategy Leader for Enterprise Strategic Solutions (ESS) serves as the enterprise GTM architect, shaping how Philips engages, prices, resources, and grows its largest and most complex customers across IDN, GPO, Government, and Services. This role translates the Strategic Plan of Record (SPOR) into an integrated, multi-year GTM strategy and roadmap aligned to the ESS operating model and end-to-end customer experience, in close partnership with the NAM Leadership Team, business leaders, and enabling functions. Success is measured through improved enterprise customer experience, increased organizational productivity, and sustainable, profitable growth. Core focus areas include: Designing enterprise GTM architecture across segmentation, coverage, roles, incentive alignment to strategy, and lifecycle engagement. Embedding end-to-end customer experience and value realization into GTM strategy and execution Defining leading GTM indicators to assess coverage effectiveness, engagement quality, and growth outcomes

Requirements

You have a Bachelor's or Master's Degree
10+ years in enterprise GTM strategy, sales leadership, sales operations, or commercial strategy
10+ years in HealthTech or complex B2B environments
Proven success designing and deploying enterprise GTM, coverage, and incentive models
Strong track record leading matrixed, cross-functional transformations
Expert analytical capabilities across productivity, commercial economics, and performance metrics
Executive presence with the ability to influence across all organizational levels
Consulting mindset with strong facilitation, storytelling, and decision-framing skills
Ability to translate strategy into scalable, executable models

Responsibilities

Enterprise GTM Strategy & Operating Model Serve as the enterprise GTM strategy owner for ESS, aligned to the ESS operating model and “One Philips” enterprise selling approach. Translate SPOR into a multi-year GTM roadmap defining where and how ESS competes. Ensure alignment across strategy, customer engagement, execution, and value realization.
Territory, Coverage & Role Architecture. Lead enterprise territory and coverage design. Define leading indicators to optimize sales deployment and enterprise customer engagement.
Customer Experience & Lifecycle Engagement Own the end-to-end customer and sales engagement framework, from account strategy and executive engagement through delivery, adoption, and lifecycle value. Ensure GTM strategies deliver consistent, differentiated enterprise experiences across customer segments. Partner with Services and Solutions teams to integrate post-sale experience and value realization.
Commercial Strategy, Pricing & Growth Levers Design and deploy enterprise commercial growth levers. Own enterprise commercial architecture.
Incentives, Compensation & Economic Alignment. Architect enterprise incentive and compensation strategies aligned to GTM priorities and desired behaviors. Ensure incentives reinforce enterprise selling, cross-BU collaboration, customer experience outcomes, and long-term value creation.
Salesforce, Data & GTM Enablement Define strategic Salesforce GTM use cases as the backbone for enterprise account activation and engagement orchestration. Establish data-driven GTM decision frameworks to inform coverage, investment, and growth priorities. Partner with Operations and IT to ensure governance enables strategy.
Cross-Functional Leadership & Change Drive horizontal alignment across all businesses. Operate as an enterprise individual contributor, leading through influence, facilitation, and structured decision frameworks. Will develop a team over time.. Lead multi-function change management tied to GTM transformation and role evolution.
Growth Programs, NPI & M&A Integration Lead enterprise growth initiatives across the ESS/HSS portfolio ($1B+ opportunity scope). Own GTM integration for NPI and M&A, embedding new capabilities into coverage, pricing, incentives, and customer engagement models.