Role Purpose The Market Intelligence Expert empowers the company with accurate, timely, and actionable insights on markets, clients, competitors, and emerging trends—enabling 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 white‑space analysis: Identify capability gaps and white‑space 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