Market Development Manager

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.

· 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.