Market Development Manager

Rubiscape; Pune District; Sur place; INR 2 000 000 - 4 200 000; Plein temps

Résumé du poste

Rubiscape seeks a senior Market Development leader in Pune to architect go-to-market entry strategies for verticals and regions. You will build partner-sourced pipelines, coordinate outbound initiatives with Marketing, and influence product positioning and pricing.

This high-autonomy role reports to the VP of Sales and shapes the company’s growth trajectory. You will develop ICPs, manage alliances with cloud and SI partners, and drive demand generation, working across events and co-sell motions

Qualifications

• Experience in B2B enterprise sales and market development.
• Proven track record in opening new markets or verticals and creating pipeline.
• Strong account-based GTM strategy and partner co-sell experience.

Responsabilités

• Define and execute market development strategies for priority verticals/geographies.
• Build and manage a network of channel and referral partners.
• Design outbound programmes with Marketing to generate enterprise meetings.
• Develop territory-specific messaging and battle cards.
• Own market development KPIs and report on pipeline and new logo conversion.
• Act as field intelligence source for competitors and buyer sentiment.
• Collaborate with the BDR team to scale playbooks into repeatable motion.

Connaissances

B2B Sales

Market Development

ABM Strategy

Partner Management

Executive Engagement

Data Analytics

AI/ML Platforms

Formation

Bachelor's degree

MBA preferred

Outils

Zoho CRM

Bombora

6sense

ABM platforms

Description du poste

The Market Development Manager at Rubiscapeis a senior individual contributor who builds and activates new marketsegments, geographies, and partner-sourced pipeline channels before handingthem to the direct sales team as structured, repeatable motion. You willarchitect go-to-market entry strategies for verticals or regions whereRubiscape has identified whitespace — working across outbound programmes,ecosystem partnerships, industry events, and co-sell motions with cloud and SIpartners — to create qualified pipeline at scale. This is a high-autonomy,high-visibility role that reports directly to the VP of Sales and influencesproduct positioning, pricing, and partnership strategy.

Key Responsibilities

• Define and execute marketdevelopment strategies for 2–3 priority verticals or geographies, includingdetailed ICP profiles, channel mix, competitive landscape analysis, and 90-daypipeline targets.
• Build and manage a network ofchannel and referral partners (system integrators, cloud partners, VAR/ISVecosystem) to generate partner-sourced pipeline, working closely withRubiscape’s Alliance team.
• Design high-impact outboundprogrammes — including executive roundtables, CXO briefings, and hosted events— in partnership with Marketing to generate qualified enterprise meetings forthe sales team.
• Develop territory-specificmessaging and battle cards that translate Rubiscape’s platform capabilities(RubiFlow, RubiSight, RubiAI, RubiStudio) into vertical-specific businessoutcomes.
• Own and report on marketdevelopment KPIs: accounts entered, partner-sourced opportunities, pipelinecontribution (₹ value), and new logo conversion rate.
• Act as the primary fieldintelligence source for the vertical — tracking competitor moves, regulatorydevelopments, and buyer sentiment and feeding these into Product and Marketing.
• Collaborate with the BDR teamto transfer successful market development playbooks into scalable outboundsequences, ensuring new market entry becomes a repeatable motion.

Requirements

• 5–8 years of B2B enterprisesales or market development experience, with at least 3 years focused on data,analytics, cloud infrastructure, or AI/ML platform products.
• Proven track record of openingnew markets or verticals — from ICP definition and channel selection through topipeline creation and first-deal closure.
• Strong command of account-basedgo-to-market strategy, including partner co-sell motions, executive engagementprogrammes, and demand generation collaboration.
• Experience managing channel oralliance relationships with SIs, cloud hyperscalers, or technology partners inan enterprise SaaS context.
• Exceptional communication andexecutive presence — comfortable presenting to CXO-level audiences andrepresenting Rubiscape at industry forums and analyst briefings.
• Bachelor’s degree required; MBAor equivalent business education strongly preferred.

Nice to Have

• Deep domain knowledge in BFSI,manufacturing, or public sector digital transformation in the Indian enterprisemarket.
• Existing network of CDO, CIO,or analytics-leader relationships in target verticals.
• Experience working with oralongside a hyperscaler (AWS, Azure, GCP) co-sell programme.
• Familiarity with Zoho CRM,intent-data platforms (Bombora, 6sense), and ABM campaign execution.