Role Purpose
The Market Intelligence Expert empowers the company with accurate, timely, and actionable insights on markets, clients, competitors, and emerging trendsenabling proactive opportunity creation and supporting commercial decision-making. The role's primary impact is to convert intelligence into sales-qualified leads (SQLs) and measurable revenue outcomes through disciplined analysis, stakeholder alignment, and clear recommendations.
Key Responsibilities
- Gather: Collect and consolidate structured and unstructured market, competitor and customer data from internal (CRM, win/loss, field intelligence) and external (news, filings, social, syndicated research) sources to build a centralized intelligence repository.
- Trend analysis: Monitor and synthesize market evolution, technology shifts and industry trends that affect product strategy and buying behavior; produce concise market-evolution summaries for stakeholders.
- Benchmarking: Produce benchmarking reports comparing competitors offerings, pricing, commercial practices and operational metrics to support negotiation and product positioning.
- Signal detection: Convert recurring signals (competitor mentions, sentiment shifts, commitments, risk indicators) into event-driven alerts and track confidence, timestamps and provenance for each signal.
- Forecasting and scenario analysis: Incorporate market signals and interactional traces into forecasting inputs and run scenario analyses to inform resource planning and go-to-market timing.
- Gap and whitespace analysis: Identify capability gaps and whitespace opportunities in product, commercial and partner ecosystems and translate findings into prioritized recommendations.
- Competitor positioning maps: Maintain competitor positioning (capability/fit, vendor position, strengths/weaknesses) and create battle cards and visualization assets for sales, product and strategy teams.
- Opportunity scoring: Define and compute opportunity scores (confidence bands, intent, engagement, deal health) and pair scores with recommended.
- Risk assessment and cost mitigation: Evaluate commercial, legal and operational risks in vendor engagements and produce recommendations to inform negotiation and renewal strategies.
- Dissemination & exploitation: Deliver templated, consumable outputs (executive summaries, dashboards, newsletters, playbooks, battle cards, appendices) and ensure insights are delivered where stakeholders work (CRM, enablement, collaboration platforms).
- Governance & provenance: Log evidence, confidence, lineage and consent for each automated insight/action and work with IT/security to enforce runtime governance for sensitive content
- Opportunity Discovery & White Space: Conduct gap and white space analysis to identify unmet needs and under-served segments. Create and maintain competitor positioning maps (e.g., capability vs. price, depth vs. breadth, speed vs. scale). Develop opportunity scoring models (attractiveness, feasibility, strategic fit, time-to-win, profitability)
- Competitive & Client Insights:
- Produce structured client intelligence profiles: priorities, initiatives, procurement signals, decision stakeholders, and likely demand
- Maintain competitor profiles: strategy, offerings, partnerships, differentiators, vulnerabilities, and likely next moves
- Support bid/no-bid decisions, value propositions, and differentiation strategies
- Risk Assessment & Insight Quality: Identify and assess market, competitive, regulatory, and client risks; recommend mitigations. Ensure high-quality intelligence through triangulation, source validation, and clear confidence levels
- Stakeholder Engagement & Enablement: Cross-check and validate insights with internal stakeholders (Sales team, Operations team, other subsidiaries). Convert insights into commercial actions: playbooks, talk tracks, battlecards, and account-level recommendations. Present findings clearly to leadership and commercial forums; drive alignment and next steps
Key Deliverables / Outcomes
- Opportunity Identification: A validated pipeline of prioritized opportunities mapped to offerings and accounts
- Sales-Qualified Leads (SQLs): Consistent generation of high-quality, actionable SQLs with evidence-based rationale
- Client Demand Forecasting: Regular client/segment forecasts with scenarios and clear triggers
- Competitive Positioning: Updated positioning maps, battlecards, and differentiation recommendations
- Revenue Impact: Quantified potential revenue, expected conversion likelihood, and tracking of realized outcomes
- Risk Visibility: Early warning dashboards and risk/mitigation briefs tied to commercial implications
Key Performance Indicators (KPIs)
- Number of SQLs generated per period and their acceptance rate by Commercial
- SQL-to-pipeline conversion rate and pipeline value influenced
- Forecast accuracy (by client/segment) and timeliness of updates
- Coverage and freshness of competitor/client intelligence profiles
- Stakeholder satisfaction and adoption of intelligence outputs (usage, feedback, repeat requests)
- Number of actionable early-warning alerts and resulting actions taken
Required Qualifications
- Bachelor's degree in Business, Economics, Engineering, Data/Analytics, or related field (Master's preferred)
- 7+ years in market intelligence, strategy, consulting, business development analytics, or competitive intelligence
- Demonstrated experience converting insights into commercial actions and lead generation
Required Skills & Competencies
- Strong analytical capability: market sizing, benchmarking, segmentation, and hypothesis-driven analysis
- Forecasting and scenario planning; ability to model uncertainty and define triggers
- Competitive intelligence methods, positioning frameworks, and opportunity scoring
- Excellent communication: concise executive storytelling, structured insights, and persuasive recommendations
- Stakeholder management and cross-functional collaboration
High attention to detail, source validation, and integrity in intelligence practices
