Strategic Market Development Director

Our client is a Global MNC BI software vendor who is a leader in business discovery platforms that delivers user-driven BI.

POSITION SUMMARY:

Director of Market Development for Manufacturing & High Tech will be a leader and champion for Our Client in these strategically important industries. The objective is building market share and success while making Our Client the undisputed leader in data discovery & visualization. 

You will contribute to the strategy for communicating the company value proposition, lead initiatives and programs to create interest, demand and recognition/visibility for Our Client’s products and value proposition throughout the world. The ideal candidate will be able to articulate value quantification and how Our Client can be applied to industry business challenges. 

You will work with the global industry team to manage the go-to-market strategy and tactical execution to further penetrate key target segments through collaboration and coordination with Sales, Alliances, Field Marketing, and Product Marketing ensuring Our Client are successful in achieving their planned business goals and growth.

The priority industries covered in this role are listed below:

• Automotive, Industrial & Aerospace
• Consumer Products
• High Tech
• Mill Products
• Chemicals

This is a position that involves entrepreneurial leadership, analytical thinking, creative instinct and notoriety in one or more of these industries. Success in this role will require industry knowledge and experience, an understanding of Our Client’s differentiation, and strong sales and marketing skills.  Depending on the candidate, you should be well-known to the industry/a thought leader, spokesperson, or often published industry advocate and have strength in either public speaking, or be heavily experienced in marketing, behind the scenes impactful content generation, writing, blogging, and publishing.

KEY RESPONSIBILITIES                                 

• Execute the industry segment development plan globally by delivering on license revenue targets with the vertical sales team and other industry revenue quota carriers
• Engage in consultative sales support with select customers and prospects and across enterprise and named accounts, mid-market, and other strategic opportunities
• Build brand awareness and recognition through industry segment specific Analyst, Media, and industry/customer engagement
• Contribute to the industry segment go-to-market strategy and business plan
• Help define key solutions and positioning of Our Client products within segment
• Create/develop suite of segment specific sales enablement materials
• Collaborate with and support Field Marketing with integrated & focused marketing campaigns to develop the industries
• Coordinate with Alliances in defining and developing the Partner Ecosystem to support the industry segment

COMPETENCIES & SKILLS

• Drive for execution /results – ability to execute and deliver against business  goals consistently driving profitability and contribution to revenue achievement
• Excellent communications and highly developed interpersonal skills with strong ability to work collaboratively across the organization and obtain positive visibility and credibility quickly – a strong team player who contributes to overall success of the company
• Strong leadership qualities and able to lead, develop, motivate and empower a high performing  virtual team who contribute to the success of the company
• Strong relationship building skills both internally and externally and able to navigate and effectively manage his/her business successfully in a matrix organization across borders, understanding and respecting cultural diversity and operating successfully within that framework. Ability to think globally and act locally
• Business acumen – Able to quickly understand the business, it’s issues, take ownership and develop and execute a strategy with the team that positively transforms the business and drives operational excellence and increased revenues.  Strong business and commercial acumen and strategic agility
• Committed to delivering outstanding customer service delivery and supporting and driving our customers’ business success
• Ability to nurture innovation and create an environment that encourages creativity and positive risk taking. Personally demonstrates creativity and entrepreneurial flair

Qualifications

• Educated to Degree level
• MBA preferred but not required

Languages

• Fluent English language skills mandatory

Experience

• 15+ experience and well-connected in industry vertical
• Experience in software/technology sales and marketing
• Track record of contribution to revenue growth and expanding the foot print in relevant markets
• Experience of marketing solutions into Enterprise, midmarket, and small organizations with an understanding of vertical and functional business issues or high level relationships
• Proven track record of aligning Marketing with Sales with tangible success, i.e. tangible growth, lead and revenue generation achievement
• Track record of successfully creating alignment with sales and influencing across a matrix organization
• While being based in Asia, should have an appreciation of the subtleties of a global marketing organization, e.g. developing a reusable framework across different markets, verticals sectors, and business areas. Also appreciates and pragmatic when a localized approach is sometimes required
• Applies and observes tangible measurable outcome to marketing
• Track record of providing significant contribution to business growth whilst marketing and thus having made a real difference through a tangible and integrated marketing approach

Focus will be to ramp up Our Client’s visibility and presence and help Our Client “be everywhere” in these industries

DIMENSIONS SPECIFIC TO THIS ROLE

Key Stakeholders

• COO and Head of Global Sales
• Global Market Development team
• APAC Field Sales and Pre-Sales vertical team
• Regional VPS/Sales Leaders
• Global Field Marketing, Product Marketing, Corporate Marketing
• Partners
• Customers

Geographical accountability/Regions

• APAC

Job Requirements

• This position can be based in key business locations in Asia, preferably near a corporate office and will require medium level travel (approximately 7-14 days per month), with some international trips
• Must have a valid passport