Sr Manager, Go-To-Market Strategy - Multifamily Channel

Chamberlain Group•Oak Brook, IL

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 responsible for defining and owning the Multifamily channel go-to-market strategy, including target segments, value propositions, and route-to-market model, adapting the strategy as performance and market conditions shift. The Sr Manager will own the joint business planning process for the Multifamily channel across dealers, distributors, and strategic partners, setting growth, profitability, and share targets and securing leadership alignment. They will also own Multifamily segmentation and partner strategy decisions, including dealer tiers, distributor models, and strategic partner selection, approving differentiated value propositions, selling stories, and partner economics by segment. Additionally, this role will prioritize the Multifamily go-to-market initiative portfolio, make tradeoff decisions on sequencing, funding, and scope, and set Multifamily pricing, rebate, and program structures, approving the supporting business cases. The Sr Manager will establish operational objectives, budgets, and performance requirements for the Multifamily go-to market team and own the governance cadence for channel initiatives, including stage gates, decision rights, and escalation. The role also directs the Multifamily channel persona and enablement strategy, approving the sales tools, technical content, training, and collateral required to accelerate partner adoption at each stage of the buying and installation journey. They will own the Multifamily channel opportunity and risk view across existing offers, new offer launches, and partner expansion, deciding which items receive mitigation or growth investment. The Sr Manager will set the definition of Multifamily channel success, including the metric set and targets, deliver channel strategy, performance, and investment reviews to senior leadership, and act on performance insights to redirect programs and investment. They will approve Multifamily inputs to the forecasting and demand planning process, including the promotional calendar and partner funding, to optimize consensus volume forecasts. Furthermore, the role involves building and owning executive-level relationships with key Multifamily partners and leading commercial negotiations on program terms, representing Chamberlain Group externally with partners, trade associations, and industry stakeholders. The role also includes motivating and leading a high-performance team by attracting, developing, engaging, and retaining team members, driving performance management and compensation processes, maintaining transparent communication, and leading individuals and teams to create a workplace culture consistent with the CG mission, vision, and values. Compliance with health and safety guidelines, protecting company reputation, and maintaining professional knowledge are also key aspects of this role.

Requirements

Bachelor's Degree in Business, Marketing, or related field
10+ years in Sales, Strategic Planning, Marketing, and/or Channel Management, with a focus on professional distribution, dealer, and installer channels in B2B or B2B2C environments
Experience in the multifamily, proptech, SaaS, or connected home ecosystems
Experience leading and developing a team, including performance management
Demonstrated ability to champion change and influence and facilitate results in a complex organization
Exceptional analytical and conceptual thinking skills; strong financial acumen, including budget ownership and business case approval
Strong results orientation with a proven track record of translating strategy into executable outcomes
Outstanding written and verbal communication and interpersonal skills; ability to communicate with and influence multiple layers of the organization, including Senior Leadership
High degree of comfort managing multiple, competing priorities in ambiguous, fast-paced environments

Nice To Haves

Master's or MBA
Cross-functional background with IoT consumer products & services

Responsibilities

Define and own the Multifamily channel go-to-market strategy, including target segments, value propositions, and route-to-market model; adapt the strategy as performance and market conditions shift.
Own the joint business planning process for the Multifamily channel across dealers, distributors, and strategic partners; set growth, profitability, and share targets and secure leadership alignment.
Own Multifamily segmentation and partner strategy decisions, including dealer tiers, distributor models, and strategic partner selection; approve differentiated value propositions, selling stories, and partner economics by segment.
Prioritize the Multifamily go-to-market initiative portfolio and make the tradeoff decisions on sequencing, funding, and scope; set Multifamily pricing, rebate, and program structures and approve the supporting business cases.
Establish operational objectives, budgets, and performance requirements for the Multifamily go-to market team; own the governance cadence for channel initiatives, including stage gates, decision rights, and escalation.
Direct Multifamily channel persona and enablement strategy, approving the sales tools, technical content, training, and collateral required to accelerate partner adoption at each stage of the buying and installation journey.
Own the Multifamily channel opportunity and risk view across existing offers, new offer launches, and partner expansion; decide which items receive mitigation or growth investment.
Set the definition of Multifamily channel success, including the metric set and targets; deliver channel strategy, performance, and investment reviews to senior leadership and act on performance insights to redirect programs and investment.
Approve Multifamily inputs to the forecasting and demand planning process, including the promotional calendar and partner funding, to optimize consensus volume forecasts.
Build and own executive-level relationships with key Multifamily partners and lead commercial negotiations on program terms; represent 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.
Motivate and lead a high performance team by attracting, developing, engaging and retaining team members.
Drive the performance management and compensation processes by communicating job expectations, monitoring and evaluating performance, providing feedback and facilitating employee development per the company’s policies.
Maintain transparent communication by appropriately communicating organization information to team through department meetings, one-on-one meetings, appropriate email, IM and regular interpersonal communications.
Lead and motivate individuals and teams to create a workplace culture that is consistent with the CG mission, vision and values.