GTM Associate

About the Role

The GTM Associate role is an early-career development position designed to build future talent across iSteers Go-to-Market organisation. Associates will gain structured exposure across the key functions involved in acquiring, developing, and growing enterprise customers, including:

• Sales and Business Development
• Pre-Sales and Solutioning
• Client Partner / Account Management
• Marketing and Lead Generation

The role is intended to provide a practical understanding of the complete GTM lifecycle, from market and account identification through customer engagement, opportunity development, solutioning, closure, and subsequent account growth. Over the course of the development period, Associates will work on live business situations, support customer-facing teams, and progressively take greater ownership. Based on demonstrated capability, aptitude, performance, and organisational requirements, Associates may subsequently move into a specialised GTM career track.

Key Responsibilities

• Market, Account and Opportunity Development

Develop an understanding of iSteers target markets, customer segments, and commercial opportunities. Key responsibilities include:

• Researching industries, markets, target accounts, and potential customers.
• Identifying relevant buyer personas and decision-makers.
• Developing account intelligence and prospect profiles.
• Supporting prospecting and outbound business-development activities.
• Assisting in lead qualification and opportunity assessment.
• Preparing account briefs and customer meeting material.
• Participating in customer and prospect discussions alongside experienced team members.
• Tracking follow-ups, actions, and opportunity progress.
• Maintaining accurate sales activity and pipeline information.

As capability develops, Associates will progressively take greater responsibility for prospect engagement, lead qualification, and opportunity development.

• Pre-Sales and Solution Exposure

Work with Sales, Pre-Sales, and technical teams to understand customer requirements and how iSteers capabilities can address them. Responsibilities include:

• Understanding and documenting customer requirements.
• Mapping business needs to relevant iSteer capabilities and services.
• Supporting preparation of proposals, presentations, and capability material.
• Assisting with RFI and RFP responses.
• Conducting relevant industry, technology, and competitor research.
• Supporting customer demonstrations, workshops, and solution discussions.
• Coordinating inputs between Sales, Pre-Sales, Delivery, and technical teams.
• Developing familiarity with solutioning, effort estimation, and commercial proposal processes.

The role is not expected to independently design complex solutions at the entry stage. The objective is to progressively develop sufficient business and technology understanding to contribute meaningfully to solution conversations.

• Client Partner and Account Management Exposure

Develop an understanding of how existing customer relationships are managed, retained, and grown. Responsibilities include:

• Supporting account reviews and customer governance preparation.

• Understanding customer priorities, current engagements, and business context.

• Preparing stakeholder and account maps.

• Tracking customer actions, opportunities, and follow-ups.

• Supporting account-growth initiatives and identification of cross-sell or up-sell opportunities.

• Working with Client Partners, Delivery, and Sales teams on account development activities.

• Developing familiarity with customer satisfaction, relationship management, and strategic account planning.

• Marketing and Lead Generation Exposure

Understand how marketing and demand-generation activities contribute to the GTM process. Responsibilities include:

• Supporting research for targeted campaigns and outreach programs.
• Identifying relevant market segments, accounts, and personas.
• Contributing to campaign messaging and account-specific outreach.
• Supporting events, webinars, and industry initiatives.
• Conducting market and competitor intelligence.
• Tracking campaign responses and supporting conversion of relevant engagement into qualified sales follow-up.
• Assisting with development of case studies, capability material, and customer-facing content where relevant.