Position Overview:The highly strategic and analytical Market Development Director is a strategic leader responsible for defining the long-term direction of the business unit. The role is structured around three core pillars: Competitive Intelligence and Market Landscape, Emerging Technologies and Innovation and Go to Market strategy. The Director leads global market sizing, growth and segmentation, strategic positioning, and value proposition development for the Business Unit. This role requires a deep understanding of market dynamics, competitive intelligence, technology trends, and customer insights to develop and lead business unit growth strategy. The Director reports to the business unit leader, works cross-functionally with Product Management, Technology, Engineering and across regions to drive differentiated growth.
Responsibilities:Market Segmentation & Intelligence
- Define and analyze global market segments and competitive landscape, identifying growth drivers and competitive industry dynamics.
- Develop and maintain comprehensive segmentation models based on customer needs, behaviors, applications, and value drivers.
- Monitor shifts in industry dynamics and emerging markets to support strategic planning and innovation and emerging technologies roadmaps.
- Build and maintain a robust intelligence framework to inform proactive decision-making.
- Collaborate with regional business teams to validate segmentation and ensure portfolio relevance.
- Identify adjacent markets and technologies that present growth opportunities or threats and develop strategies for engagement or mitigation.
Strategic Positioning
- Develop differentiated strategic positioning for core and adjacent markets based on appropriate frameworks. Define and refine strategic positioning for key products and solutions across prioritized segments and geographies.
- Partner with stakeholders to identify and articulate "good strategy" vs. "bad strategy" - clarity of objective, leverage of strength, and focus of effort.
- Craft compelling and differentiated value-propositions and market messaging that aligns with the brand, customer needs, and market opportunities.
- Ensure consistency in positioning across marketing campaigns, sales enablement, and corporate communications.
Emerging Technologies and Innovation
- Identify and assess emerging technologies, innovation trends, and disruptive developments shaping the industry.
- Translate technology evolution into strategic opportunities for the business, aligning innovation with market needs and growth priorities.
- Define Long term innovation priorities and support roadmap development in partnership with product and technology teams.
- Engage with ecosystem partners, startups, and industry leaders to capture early insights and foster innovation pipelines.
- Evaluate technology-driven risks and opportunities to ensure proactive positioning and long-term competitiveness.
Strategic Value Proposition Development
- Lead the creation of customer-centric value propositions for global and regional markets, translating technical capabilities into business outcomes.
- Work cross-functionally with Product Management, Engineering, Sales, and Technology to articulate clear economic and technical value for the customer.
- Tailor value propositions by segment, industry, and customer persona.
Go-to-Market Strategy & Execution Support
- Execute global and regional go-to-market strategies by providing market insights, segmentation priorities, and messaging guidance.
- Align market strategy with business objectives and growth targets for key regions and product portfolios.
- Collaborate with regional business teams to ensure execution aligns with strategic direction.
Personal Qualities:- Exceptional oral, written, and public speaking skills.
- Excellent people and management skills-capable of inspiring and leading teams.
- A true leader who builds corporate loyalty and champions individual excellence.
- Metrics-driven with strong analytical capabilities and a process-oriented mindset.
Qualifications:- 7-10 years of experience in market research and business analytics, preferably in the B2B industry with strong technical and strategic skills.
- Bachelor's Degree required. MBA preferred.
- Specific experience in optical networking, telecommunications, or related technical acumen.
- Strong analytical skills, proficiency in Excel, PowerPoint, Tableau, and SQL is required.
- Demonstrated leadership abilities and strong project management skills.
- Excellent communication and presentation skills, with the ability to influence stakeholders in a dynamic, fast-paced environment.
- Demonstrated ability to work effectively within matrix organizations.
- Experience managing or contributing to projects in a global environment.
Working Conditions:- Environment: Office-based work environment.
- Travel: International travel as needed.
