Director - MMM Segment Lead

Education:

B.E with experience in functional management and people management

Job Related Experience:

15 + years of Experience

Business Understanding: (Must have in red)

Experience in national level marketing and sales preferable 3-5 years in execution on vertical

Experience of managing solutions, end users (long lead) as well as transaction sales

Deep knowledge in account management

Others (e.g. language skills, technical skills

Must have in red):

Ability to operate in “influence without authority” environment

Ability to build consensus and align priority across a diverse set of internal stakeholders

Comfort with 30,000 feet view and ability to roll up sleeves and get going on the ground

Comfort with not knowing everything (One SE) and willingness to seek help

Familiarity with at least one specific area of SE offer and segment process

Ability to articulate business strategy and detailed plan to key internal customers (BUVPs/IMT)

Identify and nurture talent. Especially, cultivate self-driven high performance teams

AREAS OF RESPONSIBILITY

(Describe the nature, scope, level of improvements to new ideas, etc.)

LEVEL

*(Full, Partial, Supportive)

MEASUREMENT

(Quantitative or quality criteria to achieve responsibility)

Segment Marketing

Develop business plan and strategy for each sub segment

Identify business opportunities across sub segments and prioritize

Establish thought leadership in prioritized sub segments through marketing events

Cultivate the consultant community for specific sub-segments, establish SE preference

Focus on building references by targeting specific projects in each sub-segment

Full

·  New opportunities generated

·  Sub segment penetration

·  Geographic penetration

·  SE acceptance at end users and consultants

Segment Selling

Develop and implement Go To Market model for each sub segment

Generate excitement across various sales engines for the segment

Detailed planning with concerned sales engine for prioritized geographies

Leverage Solution Architect to differentiate our offers and improve win probabilities

Best in class account management practices, implemented through KAMs

Full

·  SoW at identified accounts

·  To ensure targets are achieved and forecast aligned with the target

·  Balanced OB between Capex and Opex driven business

Delivery model

Develop and implement holistic delivery model for each sub segment

Identify accounts / projects suitable for direct turnkey participation by SE

Judicious use of where SE should go direct and more importantly, where NOT to go

Develop a robust ecosystem of SI/PB for project execution

Leverage after sales services as a key differentiator for projects won and delivered

Full

Delivery on time as per the timelines

People Development

Identify key skills required for KAMs and Solution Architect

Hire and develop a self-driven team of individual contributors with high performance

Assess gaps in each team member and plan their development in detail

Full

Establish team as “most sought after” team to work in SE India

Each of the team member should be developed as a “talent” or “hi-pot” for country HR pool