Regional Business Development Manager (NEA / USA)_BABG樓宇自動化事業群(台北)

【Key Responsibilities】
1. Strategic Key Account Selection & Account Strategy - Japan / NEA Focus

• Develop and maintain a strategic key account portfolio with primary focus on Japan / NEA, while supporting Taiwan HQ-led and selected USA strategic initiatives.
• Evaluate and prioritize accounts based on strategic fit with BABG growth priorities, portfolio scale across multiple sites or countries, cross-BU opportunity, executive access, regional sponsor readiness, and replication potential.
• Define an account thesis for each priority KA, including growth rationale, customer pain points, target vertical opportunities, entry strategy, competitive position, and expected business value.
• Build stakeholder maps and sponsor plans covering decision makers, influencers, project owners, consultants, internal stakeholders, existing relationships, and potential entry points.
• Establish account governance through workshops, executive alignment, QBR cadence, pipeline reviews, and clear action ownership.

2. Strategic KA Growth Lifecycle - Engage, Land, Expand & Handover

• Engage: complete the account thesis, stakeholder map, sponsor strategy, opportunity landscape, and executive engagement plan.
• Land: launch customer workshops and executive alignment, shape a lighthouse proposal, coordinate solution and ecosystem resources, and secure the first win or validated reference opportunity.
• Expand: convert pilots and initial wins into portfolio-level pipeline, align cross-BU solution scope, build multi-site references, and develop repeatable go-to-market packages.
• Handover: establish a regional owner and handover mechanism, transfer account intelligence and execution playbooks, and retain HQ governance for strategic alignment and escalation.
• Track stage-gate deliverables and progression, including account thesis and stakeholder map, lighthouse proposal and first win, portfolio pipeline, reference cases, and handover package.

3. Ecosystem-Based Opportunity Creation

• Identify strategic ecosystem stakeholders that can influence or accelerate key account development, including consultants, M&E design firms, general contractors, technology partners, industry associations, government-related organizations, and institutional partners.
• Develop an ecosystem map for Japan / NEA covering account influence, project decision chains, specification influence, capability gaps, partnership potential, and lighthouse opportunity relevance.
• Evaluate ecosystem partners based on account access, vertical relevance, integration readiness, business value, credibility, and willingness to collaborate with Delta.
• Support partner-enabled account engagement, including joint workshops, solution discussions, PoC planning, lighthouse project development, and executive-level alignment.

4. HQ-Region Coordination & Account Enablement

• Act as a bridge between HQ, Japan / NEA regional teams, selected USA teams, product teams, solution teams, ecosystem partners, and key account stakeholders.
• Support regional teams with account intelligence, stakeholder mapping, customer value propositions, workshop materials, executive briefings, meeting summaries, and action trackers.
• Coordinate with Vertical Solution Managers, Product, SDT, Marketing, and Regional Teams to shape customer-facing narratives for Commercial, Hospitality, Education, Healthcare, Manufacturing, and Data Center.
• Facilitate internal alignment on account strategy, solution scope, stakeholder responsibilities, partner roles, commercial assumptions, and stage-gate deliverables.
• Track strategic account progress, pipeline influence, lighthouse milestones, first wins, portfolio expansion, executive follow-up items, and handover readiness.