Principal, Go-To-Market Strategy - Multifamily Channel

Chamberlain Group•Oak Brook, IL

2d•$129,700 - $209,200

About The Position

Chamberlain Group (CG) is a global leader in intelligent access and Blackstone portfolio company. Powered by our myQ technology, we make access simple and secure for millions of homeowners, businesses, and communities worldwide. Our flagship brands, LiftMaster® and Chamberlain® , are found in 51+ million homes, and 14 million+ people rely on the myQ® app daily. This role is within Chamberlain Group's Revenue group. This role is responsible for developing, executing, measuring, and adapting the Multifamily channel strategy. This role is responsible for scaling partner revenue, increasing share of wallet, and unlock profitable growth across the Multifamily professional channels. This role serves as a critical connector between product, sales, marketing, and operations, ensuring that go-to-market strategies are aligned with channel needs, competitive and market dynamics, and overall business objectives. The role will be responsible for defining target segments, refining channel value propositions, and leading the execution of channel initiatives that accelerate acquisition, engagement, and monetization within the Multifamily professional channels.

Requirements

Bachelor's Degree in Business, Marketing or related field
7+ years of experience in go-to-market strategy, channel operations, product marketing, or related roles, with a proven track record of driving growth in B2B or B2B2C environments
Experience in the multifamily, proptech, SaaS, or connected home ecosystems
Demonstrated ability to translate customer needs and market insights into scalable commercial strategies
7+ years in Sales, Strategic Planning, Marketing and/or Channel Management with focus in professional distribution, dealer and installer channels in B2B or B2B2C environments
Demonstrated ability to champion change and influence and facilitate results in a complex organization
A self-starter who can proactively identify issues/opportunities and recommend actions
Exceptional analytical and conceptual thinking skills; strong financial acumen
Strong results orientation with a proven track record of translating creative solutions to executable outcomes
Outstanding written and verbal communication and interpersonal skills; articulates thoughts and ideas clearly, concisely, and persuasively
Ability to communicate with and influence multiples layers of organizations, including Senior Leadership
Ability to stay calm under pressure while demonstrating a sense of urgency and visionary work ethic to drive business outcomes
High degree of comfort managing multiple, competing priorities in ambiguous environments; ability to work effectively within a fast paced, changing environment
Ability to travel up to 25% - domestically and internationally

Nice To Haves

Master's or MBA
Experience Cross-functional background with IoT consumer products & services
Understanding of financial concepts and analytics

Responsibilities

Creates and leads the joint business planning process across the Multifamily channel, including dealers, distributors, and strategic partners, ensuring alignment to Chamberlain Group growth, profitability, and share objectives
Direct the development and execution of a channel strategy that achieves business objectives and considers approaches for selling to, through and with our partners
Own Multifamily channel segmentation and partner strategy, including dealer tiers, distributor models, strategic partner relationships, and installer personas; ensure strategies reflect partner capabilities, economic models, and route-to-market complexity
Oversee the development of integrated Multifamily channel customer plans, ensuring alignment to broader channel strategy while clearly articulating differentiated value propositions, selling stories, and economic benefits for each partner segment
Consult with Product, Marketing, Operations, Finance, and Sales to help identify, design, and perform business processes necessary to execute a successful set of programs and promotions
Translate customer growth strategies into executable GTM initiatives, including new segment entry, product launches, solution bundling, pricing and rebate structures, and capability expansion within the Multifamily ecosystem
Curate alignment of Chamberlain Group vision, objectives and initiatives with channel segmentation, customer needs, market trends and competitive landscape
Direct the deployment of strategic initiatives across the Multifamily channel, including creation of GTM briefs, audience segmentation, enablement strategies, and execution governance to ensure disciplined rollout and adoption
Own Multifamily channel persona strategy and enablement, ensuring development of sales tools, technical content, training, and collateral that accelerate partner adoption and effectiveness at each stage of the buying and installation journey
Manage a comprehensive ongoing channel situation analysis that monitors consumer trends, new product & service innovation and operational & financial results from industry participants
Develop comprehensive channel opportunity & risk overview prioritizing objective achievement through initiatives that accelerate growth & profitability across existing offers, launch new offers and expand channel partners; Implement improvement plans to address unexpected challenges
Partner with Sales, Marketing and Product to ensure development of content and collateral to drive product launches, promotions, key marketing campaigns, and channel or customer-specific programs; Review and direct marketing communication to ensure the overall channel strategy is aligned and conflict is minimized
Quantify partner value and cost to deliver in order to identify pricing targets, resource requirements and overall priorities; Conduct quantitative analysis including ROI and customer acquisition costs across Retail channels
Manage inputs to forecasting and demand planning process including promotional calendar, merchandising strategy and partner funding; participate in demand planning to optimize consensus volume forecasts
Create and prioritize business cases utilizing needs-based segmentation, quantified value versus next best alternative and implementation of Chamberlain Group’s value-added solutions
Build and maintain executive-level relationships with key Multifamily channel partners, gaining deep insight into their business priorities while aligning Chamberlain Group initiatives to mutual growth objectives
Measure, communicate, and optimize Multifamily channel effectiveness, using performance insights to drive continuous improvement across programs, launches, and partner engagement
Lead executive-level communication of Multifamily channel strategy and performance, delivering insights, recommendations, and investment reviews to senior leadership while representing Chamberlain Group externally with partners, trade associations, and industry stakeholders
Comply with health and safety guidelines and rules; managers should also ensure compliance across their teams.
Protect Chamberlain Group’s reputation by keeping information confidential.
Maintain professional and technical knowledge by attending educational workshops, reading professional publications, establishing personal networks, and participating in professional societies.
Contribute to the team effort by accomplishing related results and participating on projects as needed