Regional Marketing Manager, India, Application & Data Security

Location: Noida, India

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Present in India since 1953, Thales is headquartered in Noida, Uttar Pradesh, and has operational offices and sites spread across Bengaluru, Delhi, Gurugram, Hyderabad, Mumbai, Pune among others. Over 1800 employees are working with Thales and its joint ventures in India. Since the beginning, Thales has been playing an essential role in India’s growth story by sharing its technologies and expertise in Defence, Transport, Aerospace and Digital Identity and Security markets.

MISSIONS & RESPONSIBILITIES

CUSTOMER INTELLIGENCE

• Understand local market size, ecosystem and key players
• Understand local regulatory environment and other local go to market barriers and enablers
• Work with key partners / players of the ecosystem to remove/ evolve barriers
• Articulate specific local market insights and local players needs to feed segment strategy
• Understand positioning, messaging, buyer and partner personas and other information regarding products and services to target and generate high quality leads, pipeline and revenue

SALES ENABLEMENT

• Build locally adapted marketing materials and value proposition for targeted customer segment
• Map key players and potential strategic partners. Identify targets on segment and facilitate first discussions
• Work with Account team, Solution Sales, PLMs on the deployment of segment offers on existing customer base
• Work closely with the sales teams to establish clear customer insights (strategic priorities, organizational leverage & obstacles, purchasing criteria)
• Contribute to answer local RFPs and RFQs to deliver revenue, including the gathering of all local intelligence supporting the recommendation of pricing
• Create and maintain relationships with the target audience by being sales-focused to achieve target lead and pipeline generation goals

CAMPAIGNS / LOCAL NETWORKS

• Proactively create demand generation campaigns with partners based on segment go to market
• Develop and drive communications and programs leveraging classic approach (events , seminars, ... ) as well as digital engagement (using all marketing automation tools )
• Create Events plan and strategies (e.g. webcasts, Tradeshows etc.) to communicate the latest and greatest programs/promotions
• Work tightly with regional Account and Sales in each territory to optimize campaigns planning and execution

REPORTING

• Build and maintain a solid local marketing plan and associated events calendar and budget
• Produce dashboards and analysis focused on achieving Revenue/Pipeline, Awareness and Operational Efficiency
• Manage the lead follow up process with the Sales development reps/Team
• Understand and document Return on local Marketing Investment (ROMI)

DECISIONS OWNED / KEY DELIVERABLES

• Country’s Field Marketing Strategy (incl. events, campaigns, promotions)
• Business intelligence and insights on local market
• Value proposition
• Local Business Development Plan
• Participate to the local pricing

KEY INTERACTIONS

• Sales teams
• Account Marketing
• Segment Marketing
• Digital & Content Marketing team
• Communication
• Market & Competitive Intelligence
• PLMs

SKILLS & EXPERIENCE REQUIRED

• Clear understanding of the ecosystem and marketing trends
• Understanding of the Segment and products promoted
• Ability to run complex projects including stakeholders from various backgrounds and companies
• Strong project management skills and relationship building skills across various teams
• Good understanding of Sales Funnel management
• Strong knowledge Digital Marketing tools and techniques : Persona definition, Customer Journey mapping, Marketing Data Analytics, SEO, SEM and Customer Personal Data management (GDPR)
• At ease with Marketing Automation platforms to manage campaign programming and track leads generation
• Experience with setting up and managing optimization experiments to improve conversion rate
• Familiarity with reporting/BI tools
• Ability to manage multiple campaigns running at the same time
• Excellent communication skills, partner relationship skills, and team leadership skills

KPIs

• Market or Value share on targeted segments
• Individual campaign success (based on campaign KPIs)
• Revenue/Pipeline
• Operational Efficiency (SFDC, DOMO…)
• Number of customers progressing through funnel
• Number of on-going new sales discussions

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!