1) Strategy & Market/Field Development
Define and execute vertical strategy, segmentation, value proposition, routes to market, and coverage. Prioritize key customers, competitive positioning, portfolio focus, and strategic partnerships.
Impact: Clear direction and stronger differentiation.
2) Forecasting/Planning & Performance Management
Own targets, OKRs, and forecast governance on vertical market. Integrate key accounts, agreements, and critical opportunities into planning.
Impact: Better accuracy and pipeline quality.
3) Team Leadership, Capability & Culture
Enable regional BD and sales channels through playbooks, tools, training, and coaching. Support key customer engagements. Manage through matrix leadership Regional Vertical teams.
Impact: Higher effectiveness and win rates.
4) Pipeline/Execution & Ecosystem
Sponsor major pursuits, alliances, and key account growth. Drive agreements, early engagement, and opportunity creation.
Impact: Larger deals and stronger ecosystem leverage.
5) Data, Standards & Process
Own methodology, metrics, and insight packs. Standardize processes and competitive intelligence.
Impact: Consistent execution and better decisions.
6) Cross Functional
Co lead GTM and launches; align with Product Marketing, Applications, Sales, and Communications.
Represent market needs internally.
Impact: Faster GTM and better product market fit.
KPIs: Revenue, win rate, forecast accuracy, methodology adoption, account growth, # of Framework/Master Agreements signed
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