Job Description
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At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.
The SM of Industry Solutions supports global Sales and Customer Retention in the public sector and FSI industries by monitoring public sector/FSI market developments and translating those in business plans and annual industry business strategies. This role also educates Cloudera staff on what they need to know about these industries to successfully engage with accounts in the space. The role creates content on public sector and FSI industries to support internal education/enablement, pipeline development and new logo acquisition, business use cases and other industry specific though leadership/insights. This person will pull together and manage internal industry communities and represent the specific industry in internal meetings and initiatives. This role also represents Cloudera as the public sector/FSI industry expert at external industry events. In summary, this role supports Sales with industry specific business expertise, provides the wider Cloudera community with industry specific relevant insights and represents Cloudera with credibility in the external industry communities.
Responsibilities include:
1. Develop of industry market strategy including Industry Business Plan and Industry Sales Playbook including understanding market dynamics for data and analytics trends and needs of the industry.
2. Proactively work with Cloudera’s sales, product and marketing to position company as a leader in their respective industry
3. Ensures appropriate business solutioning expertise support is provided and leveraged during the sales and solution implementation cycle.
4. Develop successful thought-leadership and solution strategies working closely with Sales and Industry Solutions management to achieve maximum profitability in the assigned industries, while maximizing revenue growth of all company products and services.
5. Proactively working with customers, sales & solution management, Partners, VARs, and prospects to identify new solutions and industry specific product requirements to generate revenue.
6. Work with various Partners to develop Marketing and Sales strategies to penetrate customers.
7. Create industry specific standard and bespoke content to support pipeline development, sales and retention.
EXPECTATIONS AND TASKS
8. Research, develop and execute industry business plans including market sizing, addressable market opportunity, win/loss analysis, customer requirements, competitive positioning, and more.
9. Work with sales and marketing to position Cloudera in the relevant industries
10. Provide sales cycle support with industry specific business expertise for key accounts and territories
11. Create standard industry specific sales support assets
12. Drive market-share by effectively creating positive public perception of our solutions
13. Support channel development initiatives
14. Provide account planning and sales support as required
15. At leadership request, present at industry conferences and events, demonstrating the Cloudera benefits
16. Network with other professionals in respective industry to promote Cloudera market positioning
17. Create and manage relationships with solution specific partners
18. Maintain high level of industry expertise and keep current on important industry trends and evolution
19. Publish blogs or articles in relevant sites/press
20. Active in social media to advance Cloudera solutions
21. Lead and establish internal and/or external industry group sessions
22. Be the face of Cloudera within your relevant industries
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
23. Bachelor’s degree; MBA preferred
24. Executive Presence
25. Proven ability to establish Trusted Advisor relationships with Business and IT Executives
26. Excellent Communicator / Accomplished Public Speaker
27. Aptitude for data & analytics technology and ability to connect technical concepts to business value
28. Deep understanding of business drivers, processes, operations and ecosystems of the industries
WORK EXPERIENCE
29. A minimum of 10 years of overall experience in the public sector or FSI industry
30. A minimum of 5 years in a business or operational function in the public sector or FSI
31. Data or Analytics experience required
32. Strong knowledge of market solutions for relevant industry
33. Demonstrated ability to manage a winning go to market (GTM) strategy
34. Experience driving Demand Generation and pipeline growth campaigns in a complex sales environment focusing on large enterprises
What you can expect from us:
35. Generous PTO Policy
36. Support work life balance with
37. Flexible WFH Policy
38. Mental & Physical Wellness programs
39. Phone and Internet Reimbursement program
40. Access to Continued Career Development
41. Comprehensive Benefits and Competitive Packages
42. Employee Resource Groups