Principal, Go-To-Market Strategy - Multifamily Channel

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. Requires 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 is strongly preferred, along with a demonstrated ability to translate customer needs and market insights into scalable commercial strategies. Requires a Bachelor's Degree in Business, Marketing or related field.

Essential Duties and 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

Minimum Qualifications

• Bachelor's Degree in Business, Marketing or related field Experience

• 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

• Experience in the multifamily, proptech, SaaS, or connected home ecosystems

• 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

Preferred Qualifications

• Master's or MBA Experience

• Cross-functional background with IoT consumer products & services

• Understanding of financial concepts and analytics

Chamberlain Group wants all of its employees to succeed and encourages people of all backgrounds to apply. We’re proud to be an Equal Opportunity Employer, and you’ll be considered for this role regardless of race, color, religion, sex, national origin, age, sexual orientation, ancestry; marital, disabled or veteran status. We’re committed to fostering an environment where people of all lived experiences feel welcome.  

Persons with disabilities who anticipate needing accommodations for any part of the application process may contact, in confidence [email protected].

NOTE: Staffing agencies, headhunters, recruiters, and/or placement agencies, please do not contact our hiring managers directly.