Purpose of this Position
本職位核心目標主要在於深耕海事垂直市場,透過精準的戰略規劃與資源整合,將Moxa的產品轉化為具競爭力的「產業解決方案」。IM (Industrial Manager)角色將擔任產品、業務與市場之間的關鍵橋樑,確保Moxa產品能精準解決海事產業痛點 (無論是船舶、港口),並在關鍵市場中取得領導地位。
The core objective of this position is to cultivate and deepen our presence within the Maritime vertical markets. Through precise strategic planning and resource integration, you will transform Moxa's products into highly competitive
Maritime Industry Solutions.As an Industrial Manager (IM), you will serve as the vital bridge between product teams, sales(RBU), and the market, ensuring that Moxa's offerings accurately address the pain points of the Maritime sectors while securing a leadership position in key markets.
Major Areas of Responsibility
- 支持海事市場策略規劃 (Strategy & Roadmap)
- 產業發展: 以中長期的視角建立產業理解深度,需不時進行洞察趨勢、法規與關鍵應用的理解
- 與各產品線 PM 協作,整合並提出特定的「海事市場的專用機甚至解決方案」。
- 參與產品藍圖 (Roadmap) 討論,確保產品發展能夠符合該產業的長期需求。
- From a mid to long-term perspective, observe the Maritime market and analyze the Maritime industry's ecosystem, technical trends, and competitive landscape.
- Collaborate with stakeholders across the product business division to integrate individual products into a comprehensive Maritime Market Solutions.
- Participate in Product Roadmap discussions to ensure that future product developments align with the long-term requirements of the industry.
- 發展業務賦能與銷售工具 (Sales Enablement)
- 製作具備海事市場產業深度的「Campaign kit」,包含Sales kit、成功案例、觀點文章、產業白皮書,甚至年度產業報告書。
- 建立Go-To-Market(GTM)策略,並支援各區域的推廣活動
- 對區域業務團隊(RBU)進行產業培訓,教他們如何跟該領域的客戶「說同樣的語言」
- Develop Campaign kit with industry-specific depth for the maritime market, including Sales kit, case Studies, feature article, white paper, and even yearly industry report
- Establish Go-To-Market (GTM) strategies and support regional promotion activity
- Provide industry-focused training for Regional Business Units (RBUs) to empower them to speak the same language as customers in the field.
- 發展並管理關鍵客戶與生態系 (Engage Ecosystem)
- 與RBU KAM一同鞏固關鍵客戶 (Key Accounts) 的成功與永續性
- 建立並維護該產業的生態系關係(如:系統整合商 SI、產業協會、認證機構)。
- Work together with RBU KAMs to strengthen the success and sustainability of key accounts.
- Establish and maintain strategic relationships within the industry ecosystem (such as System Integrators (SIs), industry associations, and certification bodies).
- 收集並分析市場反饋 (Feedback Loop)ㄇ
- 收集市場對產品的真實回饋,並將其轉化為具體的產品優化建議。
- Collect authentic market feedback on products and translate these insights into concrete recommendations for product optimization.
Minimum Job Requirements
–Education: 大學以上
–Professional Certificates/Licenses: N/A
–Experience: 8 years + (5 years + 產品管理經驗 or 市場開發經驗)
–Language: 英文—聽 /精通、說 /精通、讀 /精通、寫 /精通
Required Competencies
一、專業背景與產業知識(Industry & Domain Expertise)
- 8+ years of experience in B2B technical BD, PM, or Solution Sales.
- Priority will be given to candidates with experience in maritime markets.
- Proven ability to engage directly with Industry System Integrators, shipowners
- Excellent communication and presentation skills; proficiency in English is a must.
- Work experience in networking and cybersecurity is a strong plus
二、商務策略與市場開發能力(Business Strategy & Market Development)
- Sharp business opportunity assessment and solution-building capabilities.
- Proactive in discovering new applications and emerging regulations.
- Ability to drive sales teams and cross-functional initiatives.
三、跨區域協作與溝通能力(Collaboration & Communication)
- Proven cross-regional collaboration skills and business experience are preferred.
- Ability to conduct product and application training for sales teams.
- Willingness to travel and the capacity to manage business opportunities and strategies across multiple regions simultaneously.
