Marketing Director, Industry Solutions
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Company Overview
Sierra Wireless (NASDAQ: SWIR) (TSX: SW) is an IoT pioneer, empowering businesses and industries to transform and thrive in the connected economy. Customers Start with Sierra because we offer a device to cloud solution, comprised of embedded and networking solutions seamlessly integrated with our secure cloud and connectivity services. OEMs and enterprises worldwide rely on our expertise in delivering fully integrated solutions to reduce complexity, turn data into intelligence and get their connected products and services to market faster. Sierra Wireless has 1,400 employees globally and operates R&D centers in North America, Europe and Asia. For more information, visit www.sierrawireless.com.
Summary
Grow the Sierra Wireless solution business on specific WTP (Where-To-Play) markets by:
- Identifying market opportunities (target markets and customers).
- Developing Thought Leadership in specific WTP markets: establish SME discipline, knowledge and insight to drive targeting, selling and solutions definition.
- Developing and executing cross-functional plan to penetrate and grow our solutions business in specific WTP markets.
1. Market Strategy:
o Market landscaping to size and identify growth opportunities and target customers
o Identify potential lighthouse accounts
2. Business Development:
o Manage funnel of opportunities
o Generate leads (1)
o Support the sales team to win lighthouse accounts
o Train the sales team and build program to replicate and scale customer wins
o Thought Leadership (1): publish contents to demonstrate Subject Matter Expertise (speaking, articles, webinars, social media, press release)
o Build relationships with strategic ecosystem partners
3. Solution Offering:
o Solution design: with a “Customer centric” approach, capture requirements and define differentiated solutions.
o Offering development (value proposition, business model, pricing)
Delivrables
- Market Landscaping
- Solution definition
- Lead Generation KPIs
- Lighthouse customer WIN
- Solution business revenue and profitability
- Though Leadership contents publications
- Significant industry expertise in specific WTP markets.
- Successful record of business management, especially in a customer centric sales and marketing organization.
- Experience in B2B digital services (telecoms, IT, M2M, cloud).
- Technology awareness, capability to sort out what makes technical sense.
- Clear Thinker: ability to ingest and analyses of lot of data, build and articulate clearly a strategy.
- Proven ability to build and maintain relationships with senior executive leaders, CTO’s, SVP’s.
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