Thursday, October 13, 2011

Pegasystems vacancy for Strategy Director - Financial Services



Strategy Director - Financial Services

Job Purpose
The Segment is all financial services (Financial services includes Retail, Wholesale and Investment Banking, Commercial and Personal Insurance in the Life, Non-Life and Healthcare sectors) in their assigned region (DACH or France)

To mastermind the strategy for sales and marketing in the Segment
Provide senior thought leadership for Pegasystems in the Segment

Reporting to the Business Unit Leaders, Strategy Directors work collaboratively with sales, pre-sales, alliances, marketing, frameworks and product teams to establish and actively drive Pega’s Sales growth strategy for the Segment

To analyse, set, socialise and pursue their chosen market and solution strategy
To coach and develop the skills of the sales teams to deliver financial results
To coach sales teams during the sales cycle to ensure that financial objectives are met
To coach and support sales consulting to support account executives
To coach and support professional services to understand new market initiatives in the Segment

To drive opportunity development in the support of hitting European Segment pipeline and sales targets

To deliver an effective feedback loop to global product marketing for new product features and initiatives to support the Segment

Key Result Areas:
Own and drive Pega’s success in the Segment.
Serve as the primary resource to the sales team to articulate Pega’s vision for the Segment with senior executives at clients and prospects.
To become the trusted advisor for the Segment with key Pega staff across the globe
Provide industry credibility and assist account directors in achieving “Trusted Advisor” status with senior executives at customers and prospects regarding Pega’s solutions and capabilities, during the full lifecycle of our customer relationship.
Be a company spokesperson & Segment domain expert with the analyst firms (e.g. Gartner, Celent & Forrester) and industry trade press and through Pega sponsored initiatives, including Trade Shows, Podcasts, Webinars, Partner events, blogs, White Papers, etc.
Own the business plan for the Segment for product and marketing investments, and provide domain expertise in the development of these products in full collaboration with Framework Product Managers.
To own and pursue the regional strategy for the Segment
To drive new Segment sales initiatives from concept to closed deals
Collaborate cross-functionally with sales, alliances, corporate and field marketing, product development, and service delivery teams to deliver vertical plans, sales campaigns and sales coaching for the Segment.
To effectively collaborate with the Partner Team to drive Pega’s Segment partner growth strategy. This to be an integral part of fulfilling the Segment strategy
To consult with sales consulting and professional services during key parts of the customer facing sales process
To consult with sales to establish compelling customer value to win strategic deals.
Other responsibilities and key result areas may be assigned as required.
Own specific artifacts and decisions:
To write and maintain the industry strategy and business plans for their Segment
To own the marketing plan for their assigned Segment
Coach sales teams on themes that will drive account opportunities and support sales Establish value and ROI for investment
Specify what solutions are created and how they fit into overall strategy
Provide intelligence to product management to improve solution development
Drives partner created engagements
Presents investment plans
Identify “must win” target customers for each Theme (5 +/-)
Support account analysis and planning with AEs
Write and pursue the Target Account Marketing activity to drive success in the target accounts
Develop AE specific coaching plans to rapidly enable AE in their accounts
Expected Outcomes:
Achieve Bookings goal for the Segment
Achieve Pipeline goal for the Segment

Close # of must win accounts with specific theme(s)
Create market awareness through measurable goals as determined. For example:
# number of qualified appointments generated in the Segment
# of direct meetings with clients in the Segment attended in support of sales teams
# of speaking engagements
# of mentions in any outside publications
# of partner engagements
Effective communication of Segment requirements to Product Management in Cambridge resulting in “high fit” Segment solutions
Compensation Strategy:
Salary based on experience
TBA – needs to be sales, enablement and pipe focused.

Functional Expertise:
Deep domain expertise in each Segment, gained through strategic consulting experience and/or via prior sales/industry marketing experience at technology companies (especially software companies), or through industry experience with large Financial, Systems Integration, Strategic Consulting or Outsourcing firms.
Strong leadership, collaboration and cross-functional team building skills.
Significant personal relationships with decision-makers in the industry a strong plus.

Strong consulting, coaching, analytical skills and business judgment,
A track record of success based ability to discern “must have” market requirements from “nice to have” requirements leading to sales growth
Oral communication skills, especially the ability to relate Pega’s capabilities and benefits to customers in the industry, and differentiate Pega from competitors.
Excellence in written communication skills to convey Pega’s strengths and benefits in the Segment in all media.

Possesses an appropriate level of technical/functional expertise and knowledge.
Behavioral and Interpersonal:
Hands-on, “get it done” operating style.
Collaborative team player with account directors, field sales, product marketing, product management among others.
Ability to influence experienced account directors
Demonstrable experience in coaching and leadership which has delivered financial results
Results oriented, self starter who can work with minimal direction and is able to adapt.

Motivated by exceeding financial targets
A passion for the Segment
A passion for continuous learning and development.
A passion for innovation which drives revenue
Sphere of Influence:
Segment Sales, Marketing, Delivery and Sales Consulting
Will influence the work of others.

Minimum Level of Education:
BS/BA - MBA preferred
Minimum 15 years Segment experience at technology companies (especially software companies), or through industry experience with large Systems Integration or Outsourcing firms, or gained working “in-house” at Segment companies in a change capacity.
Minimum 5 years in a Strategy or Business Development role for the Segment gained with technology companies.

Travel Requirements:
25% - 50% travel


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For Further Details visit Pega Careers
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Apply this job at http://careers.pega.com/JobDescriptions/JobDescriptionA.asp?ID=1526