
Apac Analytics
4 days ago
**Job Description**:
**RESPONSIBILITIES**
- Accountable for the Solution portfolio / product mix
- Define which products are core to the solution portfolio
- Articulate how each of the products brings unique client benefits
- Ensure portfolio profitability is understood & improved over time
- Commercial ownership of pricing rate cards & commercial policies
- Close partnership with Global Product Leadership function:
- Identify the solutions with the highest revenue opportunity
- Ensure APAC markets needs are met in product development roadmap
- Provide APAC Markets teams visibility to product plans and timelines
- Identify white space in the portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build)
- Accountable for the Portfolio Operating Plan (with the correct mix by solution)
- Build a strong community around the portfolio / expertise- A community that learns, adopts & activates with speed
- A community that is formed with Sales & Delivery teams
- Cross country client opportunities / Best practice sharing
- Define the WOW to guarantee regular connections within local sales leaders & Market leaders
- Maintain central Knowledge Management drives to enable your communities
- Build and execute the Go To Market plans for each of the solutions:
- Campaign calendar & content
- Commercial Decks / Proposal Decks
- Improve Demo Scripts
- Create and coordinate TL and Webinars (with Inside Sales support)
- Market kit Product adaptation to APAC: Rate cards, Commercial Policies and Discounts, Communication kit (power pages, one-pagers, detailed product presentation, etc).
- Joint coordination with the Inside Sales teams for external and internal campaigns
- Ensure that the Sales teams are enabled with best-in-class product / solution / sales training materials
- Seek for consistency across APAC Markets
- Ensure Power Position sales decks & ‘pitch perfect’ examples available
- Develop automated gift of content tools (in partnership with Inside Sales)
- Define the training product plans for APAC teams (in partnership with Inside Sales)
- Execute and coordinate the internal & external training plan (in partnership with Inside Sales)
- Work with Inside Sales team to translate these materials to eLearning where appropriate
- Share competitive analysis
- Be directly involved in sales pitches & keep a close touch with clients:
- Lead / heavy support to major RFPs and or multi-market RFPs
- Continuous support to local sales leaders in the definition of the best solution for client specific needs
- Direct involvement with HQ clients: grow, build, impact relationship and $revenue
- In charge of the coordination of APAC markets for global RFP’s
- Ensure strong visibility to revenue performance / outlook / $risks & opps for your product portfolio on an continuous basis
- Strong alignment with Product & Delivery COE organization
- Ensure product activation & quality consistency across APAC
- Critical to align how & where new product activation will be tested and scaled through the Delivery COE organization
- Connect with APAC Delivery team leader to define prioritizations if necessary, delivery gaps & opportunities, define rules and ways of working
- Accountable for new product activation and scale
- Role-model talent management excellence and ensure talent retention
**Measuring Success**
- Improve the EBITDA of core portfolio solutions over time, across APAC
- Revenue acceleration and delivery of revenue performance goals (owns the OP for the group of solutions). Sustainable business growth (target will differ per products for the below points)
- Increase Subscription contracts
- Increase Multi-year contracts
- Bigger growth on the strategic products
- Increase Penetration per country/client
- Increase Penetration Top 20 clients in each APAC countries
- Penetration of key APAC growth initiatives
- New product / capability activation - delivered to timetable & $financial goals
- Tangible progress of Partnership & Acquisition opportunities
- Talent Development - measured through talent movement & outside-in / diverse leadership appointments
- Community engagement - measured through specific community activity & outcomes
**Qualifications**:
- English level: advanced oral and written
- Strong analytical skills and insight generation
- High Negotiation, Problem Solving & Communications Skills
- Teamwork: Ability to work with others on tasks and activities without necessarily being the leader, even when these are not directly related to their interests or objectives.
- Influence skills, good level of relationship / networking, internal and external
- "Self - motivation: Ability to work towards a goal without depending on constant recognition from your immediate boss.
- Self-starter with solid organizational and planning skills.
- Experience leading teams or solutions.
- High level of energy, motivation, drive, enthusiasm, initiative, commitment and professionalism.
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