Position Description
Title: Database & Market Intelligence Manager
Location: Gurgaon
Reports to: SMB Marketing Lead
Overview:
SMB customer segment in IT market comprising 1.9 Mn entities – with approx 35-50k in Midmarket and 3.5-4 L in core small business. PC shipment into SMB segment is growing > CAGR of 20%, led by fast growth verticals across manufacturing & services like Auto components, Textiles, IT & ITES, Healthcare and Travel etc.
The Database & Market Intelligence Manager will lead Microsoft initiative in identifying market opportunity gaps that is underserved or not covered at present, prioritizing based in potential impact and executing to make the same available to (i) marketing teams for campaigns and (ii) Sales/Inside Sales teams for direct contact . He/she will also be responsible for working with DMO team to ensure that the same aligns with/reflects in MS Siebel/CRM system.
The Manager will work cross-functionally within Microsoft SMS&P Field, BGs, DMO, License Compliance and partner dev.
To be successful in this role, the incumbent must develop and maintain strong cross functional working relationships and partnerships both internally and externally.
Specific Responsibilities will include (but are not limited to):
Deliver opportunity landscape in SMB space and market intelligence and database to provide sales ready database to field teams:
1. Grow: Deliver a 3 D view of Midmarket Universe, Database and VL customers LTD by City, Sub-segment and vertical to help identify opportunity gaps and build database for sales teams.
2. Grow (new cust): Identify and provide to field low hanging opportunities in depth by tracking/integrating market intelligence from PC shipments, FIPB approvals for new MNC entrants, IPOs, M&A, Hiring news and expansions/projects by existing companies.
3. Grow (Existing Cust): Lead opportunity data-mining (leverage APAC resources) to drive maps for cross sell /up-sell opportunity and validate/profile database against them by region.
4. Build: Own contact level data quality metrics to deliver sales & marketing effectiveness and manage the engagement with DMO to ensure execution on SMSP rqmts & synch with Siebel to meet WW guidelines/metrics (prioritize Depth first )
5. Win : Track & analyze information from Market research reports and Desktop/server tracker on an ongoing basis and update/alert field/Mktg owners.
6. Drive : Manage the GRS process across MM & SB – data sampling, profiling and ensuring required response rate
Experience:
• 10-12 years of related experience in
o Acquiring & Managing databases. Knowledge of India database vendor landscape.
o Using Market intelligence/Research in driving marketing/business
o Developing and running database driven marketing programs.
o Sales/marketing/Business experience in SMB in IT market
The candidate should have demonstrated success in above areas in previous career history.
Academic Qualifications: Engineer/commerce+ MBA (Pref)
Other Skills and Abilities:
Ability to read, analyze and interpret general business data and be able to drive insights.
Overall, excellent leadership, planning, inter-personal maturity and organizational skills are a must; effective communication skills both verbal and written on all levels in the organization; ability to learn quickly; manage multiple commitments; identify and resolve technology and business process problems. Drive for Results - Accomplishment of team objectives by influencing across multiple stakeholders internally and externally and self-empowerment are both key attributes of this assignment.
Position level and growth path:
The position reports to SMB Marketing Lead, who reports to Group Director – SMS&P, who is a direct report to the Managing Director.
This is a senior position for individuals with proven track record and compensation will not be a limiting factor for the right candidate. High performing candidates will have strong career growth & developmental opportunities in the organization.
