- Partner with country leadership and regional BD teams to develop and implement SDG specific country strategies, including GTM strategies(Indirect channel vs. Direct, NPI deployments and SDG critical initiatives).
- Serve as the interlock between the global division, region and countries in APJ to ensure deployment of global strategy in alignment with local context and market dynamics for revenue growth and market share gain
- Bring the global SDG strategies to the region and be the voice of the region back into the division. Identify and Evaluate market opportunities for growth, engaging across Business Units to drive business development opportunities for emerging technologies or new market segments.
- Lead multi regional, matrixed commercial teams through commercial field, innovative growth initiatives, share gain strategies and efficiency techniques.
- Develop deep understanding of APJ market dynamics, and SDG product value propositions to improve win rate, customer intimacy, and voice of customer feedback to the division.
- In partnership with Sub-regions, own Bookings, Revenue and Opex forecasting and execution to plan.
- Manage business budgets effectively, covering revenue, margin, and operating expenditure to prioritize resources for growth initiatives. Provide regular updates on commercial feedback in monthly/quarterly business reviews, annual operating plans, and long-term strategy.
- Key account strategy (as applicable) for working with sub regions within APJ to drive incremental growth through value proposition and workflow selling solutions
- Develop deep connections with Key Opinion Leaders (KOL) and key customers and partners in the region.
- Explore opportunities for new business, customer experience improvement and large deals through these connections.
- Monitor market intelligence including competition, macroeconomics and the regulatory environment; Collection of Voice of Customer and Voice of Commercial metrics for decision making
- Enable access to technical resourcing, training, education and competency development to the region from global teams and technical centers of expertise
- Secure support, content and training for NPIs
- Drive commercial excellence initiatives and adoption of the full customer value proposition
- Act as a curator and developer of internal and external talent to fuel our STRAP goals for the region
How Will You Get Here
Education and Experience:
- Technical or Science background (B.S., M.S.) with an MBA or equivalent business experience.
- 15+ years Sales/Commercial Experience with 7+ years leadership experience from related industries in a MNC environment. International experience is preferred.
- Proven experience working optimally across businesses and regions in a multi divisional matrix organization to achieve commercial objectives
- Strong Business communication skills
- Strong knowledge of financial and business operations with proven track record to drive margin expansion and operational improvements
- Ability to develop creative growth strategies and guide successful execution
- Meaningful experience in leading business functions with minimum 5 years P&L general management experience
- Ability to travel 50-75% of time, mainly within APJ region
