China Job Listing

Job Title: BD Manager
Report To: GM
Location: Shanghai
It is one of the world’s leading software and IT services companies. They provide software and consulting solutions that are designed to meet the specialized needs.
Company Financial Systems provides mission-critical software and IT services to institutions in virtually every segment of the financial services industry. Company offers solutions for institutions specializing in: Wealth Management, Insurance, Institutional Asset Management, Alternative Investments, Trading and more.

Job Description:
1. The candidate will have responsibility for developing and executing Company Financial Systems’ GTM strategy for China.
2. The GTM strategy encompasses: Compiling market research and opportunity identification.
3. Working with business segments to prioritize opportunities, identify appropriate segment solutions, and build GTM plans for execution.
4. Identifying end-to-end solutions to meet with Chinese market requirements/demands – drive solution architecture discussions around International and Domestic products, and actively building a pipeline of acquisition and partner targets to supplement Company’s product and distribution capability

(1) Market Analysis, Opportunity Identification, and Prioritization

• Understand state of financial services markets: who are the participants and new entrants, what are the trends and drivers for IT solutions growth, what is the total market opportunity for IT solutions across financial segments
• Conduct market research to gain data and customer insights to uncover market opportunities
• Prioritize what Company business segments to engage for each market
• Work alongside business segments to qualify opportunities in a thorough market investigation: culminating in a go-to-market plan supporting market entry.
• Identify Company solution and what product gaps exist in the local market/customer requirements
• Determine service-level and delivery requirements that would be required to be successful in the market (i.e. does Company need to partner or can we build a capability on our own)
• Determine market entry strategy: direct sales, partner, acquisition, or a combination

(2) Go-To-Market Plans (International Products & Market Solutions)

• Co-develop and own go-to-market plans with business segments and domestic Company China product lines
• Plans will include all necessary business case data, including: market opportunity and sizing, product and resource commitments from both the business and international distribution segments, detailed cost and revenue assumptions, and a roll-out plan for execution
• Agree key roles and responsibilities of plan execution: training, marketing collateral and communication, sales, pre-sales, implementation, support, commercials, contracting
• Define success parameters
• Sign-off on plans with segments
• Ensure appropriate hand-off of go-to-market plans for execution

(3) Acquisition and Partner Strategy
• Understand the landscape of local solution providers and assess competitive strengths and weaknesses relative to Company segments
• Meet with vendors to assess opportunity for distribution of Company solutions and acquisition opportunities
• Build a pipeline of acquisition opportunities
• Work with business segments to understand acquisition strategy – product enhancement, distribution, or geographic expansion
Work with business segments to develop business cases to support acquisition rationale and go-to-market plans
Qualifications Requirements ?
1. Experience working in financial and/or software industry with exposure to the complexities of financial software product sales/implementation in regional territories
2. Ability to engage with senior level executives in strategic conversations relating to the development of growing & professionalizing their organizations
3. Ability to drive and own segment engagements – regular communication and reporting around progress and escalation where required
4. Strong communication skills, both verbal and written, will be critical to the success of the role
5. Cultural and language sensitivity – ability to ‘translate’ regional requirements to segment owners in the US/EMEA
6. Ability to work in a complex matrix organization across regional/functional/segment reporting lines
7. Fluent English speaker
8. Strong presentation skills
9. High energy level and positive disposition
10. Experience working with direct and indirect sales channels
11. Strong skills in use of MS word processing, presentation and spreadsheet software

* Please send us your complete resume (in Chinese and in English) to: 'topjob_mkt404@dacare.com'(Please replace "#" with "@")
* In the email subject please include the position name and job #