Director - Mmm Segment Lead

MISSION Why the position exists Achieve market leadership in MMM segment which involves mapping investment cycles Identifying the customer requirement and providing solutions that wow the customers ensure C level connect Make SE the preferred choice of the customers by delivering value domain knowledge and technically and commercially competent solutions What is the expected contributions of the position to the results of the organization In Country for the Segment xe2x80xa6 Support and achieve business targets aligned with Targets and AMSP Work with respective team to define multiyear rolling growth plan with identification of investments Define and implement the strategy for Segment growth and market share at sub-segment level Drive Segment growth through focus on a One SE portfolio b various sub-segments c account management-Through KAMs through other sales engines Define appropriate execution model for specific sub-segment Develop ecosystem for execution for end users OEM EPCs contractors system integrators etc Develop and implement plant for winning share in highly diffused sub-segments across remote geography Ensure C Level connect with customers and associated bodies Work with global and local teams to deploy all the pieces to have the best-in-class digital customer experience for their customers REQUIREMENTSEducation B E with experience in functional management and people managementJob Related Experience 15 years of ExperienceBusiness Understanding Must have in red Experience in national level marketing and sales preferable 3-5 years in execution on verticalExperience of managing solutions end users long lead as well as transaction salesDeep knowledge in account managementOthers e g language skills technical skillsMust have in red Ability to operate in influence without authority environmentAbility to build consensus and align priority across a diverse set of internal stakeholdersComfort with 30 000 feet view and ability to roll up sleeves and get going on the groundComfort with not knowing everything One SE and willingness to seek helpFamiliarity with at least one specific area of SE offer and segment processAbility to articulate business strategy and detailed plan to key internal customers BUVPs IMT Identify and nurture talent Especially cultivate self-driven high performance teamsAREAS 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 MarketingDevelop business plan and strategy for each sub segmentIdentify business opportunities across sub segments and prioritizeEstablish thought leadership in prioritized sub segments through marketing eventsCultivate the consultant community for specific sub-segments establish SE preferenceFocus on building references by targeting specific projects in each sub-segmentFullxc2xb7 New opportunities generatedxc2xb7 Sub segment penetrationxc2xb7 Geographic penetrationxc2xb7 SE acceptance at end users and consultantsSegment SellingDevelop and implement Go To Market model for each sub segmentGenerate excitement across various sales engines for the segmentDetailed planning with concerned sales engine for prioritized geographiesLeverage Solution Architect to differentiate our offers and improve win probabilitiesBest in class account management practices implemented through KAMsFullxc2xb7 SoW at identified accountsxc2xb7 To ensure targets are achieved and forecast aligned with the targetxc2xb7 Balanced OB between Capex and Opex driven businessDelivery modelDevelop and implement holistic delivery model for each sub segmentIdentify accounts projects suitable for direct turnkey participation by SEJudicious use of where SE should go direct and more importantly where NOT to goDevelop a robust ecosystem of SI PB for project executionLeverage after sales services as a key differentiator for projects won and deliveredFullDelivery on time as per the timelinesPeople DevelopmentIdentify key skills required for KAMs and Solution ArchitectHire and develop a self-driven team of individual contributors with high performanceAssess gaps in each team member and plan their development in detailFullEstablish team as most sought after team to work in SE IndiaEach of the team member should be developed as a talent or hi-pot for country HR pool Full Fully responsible for the results of the workPartial Partially responsible for the results of the workSupportive Provide support to the person accountable for the results of the work