Market Development Manager
On-sitePune, Maharashtra, India
Job Summary
Define and execute market development strategies for 2–3 priority verticals or geographies, including detailed ICP profiles, channel mix, and 90-day pipeline targets. Build and manage a network of channel and referral partners to generate partner-sourced pipeline, design high-impact outbound programmes like executive roundtables and hosted events, and develop territory-specific messaging and battle cards. Own and report on market development KPIs such as accounts entered, partner-sourced opportunities, and new logo conversion rate while acting as the primary field intelligence source for competitor moves and buyer sentiment. Collaborate with the BDR team to transfer successful playbooks into scalable outbound sequences. This high-autonomy role reports directly to the VP of Sales and influences product positioning, pricing, and partnership strategy to create qualified pipeline at scale.
Required Qualifications
- 5–8 years of B2B enterprise sales or market development experience
- at least 3 years focused on data, analytics, cloud infrastructure, or AI/ML platform products
- Proven track record of opening new markets or verticals
- Strong command of account-based go-to-market strategy
- Experience managing channel or alliance relationships with SIs, cloud hyperscalers, or technology partners in an enterprise SaaS context
- Exceptional communication and executive presence
- Bachelor's degree
Desired Qualifications
- MBA or equivalent business education
- Deep domain knowledge in BFSI, manufacturing, or public sector digital transformation in the Indian enterprise market
- Existing network of CDO, CIO, or analytics-leader relationships in target verticals
- Experience working with or alongside a hyperscaler (AWS, Azure, GCP) co-sell programme
- Familiarity with Zoho CRM, intent-data platforms (Bombora, 6sense), and ABM campaign execution
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