Manager, GTM Strategy and Operations

Cengage Learning - Boston, MA - Full time

Cengage Learning is leading the transition from print to value-added digital and custom solutions by developing a deep understanding of its customers’ needs, capitalizing on synergies across its businesses, and delivering innovative products and services that cannot be matched by its competitors.

In the transition to digital, the business recognizes that there is no ‘one size fits all’ in learning. Finding the right combination of content, pedagogy and technology makes it easier for teachers to teach, and students to learn. Cengage Learning’s strategy is to provide the right solution for each instructor; and to develop hybrid, customized, integrated teaching and learning systems that deepen student engagement and improve learning outcomes.

The Manager for the Go-to-Market (GTM – Sales and Marketing) Strategy and Operations is a key resource in the transformation of the GTM team will lead, at times support, the GTM team in analyzing, framing and then implementing key strategic initiatives. This role will take on:

  • Detailed, time bound project based work
  • Driving GTM in annual Strategy Cycle
  • Ongoing deep dives into driving improvements in overall Sales & Marketing effectiveness

The manager will report into the Senior Vice President of Strategy & Operations for Sales and Marketing, and will work closely with the full GTM Strategy & Operations team of currently 5 people but growing to 11 people (including this role). In addition to their direct manager, this role will specifically work closely with the VP of Marketing Strategy and Operations.


  • Detailed, time bound project based work - examples include:
    • ROI analysis and approach on key marketing spend
    • Improvements to marketing operating model
    • Organizational changes to drive efficiency and effectiveness
    • Driving product sampling experience improvement, cost reduction and overall implementation
    • Driving analysis and thought leadership on improving our overall services to our customers, ensuring we remain best in class and that we adjust to the evolution of our digital product offering
    • Analysis and driving rollout of new commercial models to our sales force
    • …and much more
  • Supporting GTM in annual Strategy Cycle
    • Driving analysis to refresh our core detailed annual and high level 3 year GTM strategy
    • Being a thought partner on new, innovative strategies to drive GTM to best-in-class
  • Ongoing deep dives into driving improvements in overall Sales & Marketing effectiveness. Driving improvements in the typical Sales Force Effectiveness levers:
    • Sales force productivity
      • Return on sale investment – gross profit per sales cost
      • Sales productivity vs. competitors – Rev / FTE vs. competitors
      • Sales productivity across reps – Rev per rep; target attainment per rep
      • Sales productivity drivers – Correlation between rev/ rep and tenure
      • Sales efficiency – process mapping of day to day sales effort, time series to understand areas to unlock / improve
  • Customer targeting
    • Wallet sizing by segment – annual spend on category by segment, our share of that segment
    • Account/ customer segmentation
  • Customer engagement
    • Purchase pathway analysis
    • Lead generation / prioritization
    • Touch frequency
    • Customer satisfaction on touch frequency and quality
    • Touch points mapping


  • BA/BS with high proven achievement
  • Minimum of 4 years’ experience, including previous management consulting experience
  • May have stayed fully within consulting for those 4 years or left consulting and is currently in a company either in a corporate strategy or an operating role
  • Strong analytical capabilities and previous experience developing data-driven analyses
    • Exceptionally strong knowledge of Excel and PowerPoint. Ability to produce clear reports and presentations.
  • Strategic mindset – be able to tell a story through analysis, develop innovative strategies and drive value add throughout each and every project
  • Interest and / or previous experience in education, software, information services and/or publishing industries a plus
  • Travel expected (20%)

Apply Now

Experience Level

3 to 5 years

Cengage Learning

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