Market Development Manager
- Compensation
- Not disclosed
- Location
- Pune, India
- Work setup
- Not specified
- Seniority
- C level
- Employment
- Not specified
- Experience
- 3+ years
- Category
- Not specified
- Posted
Skills
Must have
- · 5–8 years of B2B enterprise sales or market development experience, with at least 3 years focused on data, analytics, cloud infrastructure, or AI/ML platform products.
- · Proven track record of opening new markets or verticals — from ICP definition and channel selection through to pipeline creation and first-deal closure.
- · Strong command of account-based go-to-market strategy, including partner co-sell motions, executive engagement programmes, and demand generation collaboration.
- · Experience managing channel or alliance relationships with SIs, cloud hyperscalers, or technology partners in an enterprise SaaS context.
- · Exceptional communication and executive presence — comfortable presenting to CXO-level audiences and representing Rubiscape at industry forums and analyst briefings.
- · Bachelor’s degree required; MBA or equivalent business education strongly preferred.
Nice to have
- · Deep domain knowledge in BFSI, manufacturing, or public sector digital transformation in the Indian enterprise market.
- · Existing network of CDO, CIO, or analytics-leader relationships in target verticals.
- · Experience working with or alongside a hyperscaler (AWS, Azure, GCP) co-sell programme.
- · Familiarity with Zoho CRM, intent-data platforms (Bombora, 6sense), and ABM campaign execution.
Full description
The Market Development Manager at Rubiscape
is a senior individual contributor who builds and activates new market
segments, geographies, and partner-sourced pipeline channels before handing
them to the direct sales team as structured, repeatable motion. You will
architect go-to-market entry strategies for verticals or regions where
Rubiscape has identified whitespace — working across outbound programmes,
ecosystem partnerships, industry events, and co-sell motions with cloud and SI
partners — to create qualified pipeline at scale. This is a high-autonomy,
high-visibility role that reports directly to the VP of Sales and influences
product positioning, pricing, and partnership strategy.
Key Responsibilities
· Define and execute market
development strategies for 2–3 priority verticals or geographies, including
detailed ICP profiles, channel mix, competitive landscape analysis, and 90-day
pipeline targets.
· Build and manage a network of
channel and referral partners (system integrators, cloud partners, VAR/ISV
ecosystem) to generate partner-sourced pipeline, working closely with
Rubiscape’s Alliance team.
· Design high-impact outbound
programmes — including executive roundtables, CXO briefings, and hosted events
— in partnership with Marketing to generate qualified enterprise meetings for
the sales team.
· Develop territory-specific
messaging and battle cards that translate Rubiscape’s platform capabilities
(RubiFlow, RubiSight, RubiAI, RubiStudio) into vertical-specific business
outcomes.
· Own and report on market
development KPIs: accounts entered, partner-sourced opportunities, pipeline
contribution (₹ value), and new logo conversion rate.
· Act as the primary field
intelligence source for the vertical — tracking competitor moves, regulatory
developments, and buyer sentiment and feeding these into Product and Marketing.
· Collaborate with the BDR team
to transfer successful market development playbooks into scalable outbound
sequences, ensuring new market entry becomes a repeatable motion.
Requirements
· 5–8 years of B2B enterprise
sales or market development experience, with at least 3 years focused on data,analytics, cloud infrastructure, or AI/ML platform products.