MARKETING & BUSINESS DEVELOPMENT MANAGER
Location: Vadodara
Experience: Approximately 8–12 years
Employment: Full-time

ABOUT PHONON DIGITAL
Phonon Digital builds enterprise customer-engagement and operations solutions for leading organisations. Through 22North, our passenger-operations platform, we serve the aviation sector and are developing opportunities across airlines, airports and hospitality.
We are looking for a Marketing & Business Development Manager to lead go-to-market execution, product positioning, lead generation and the commercial development of new opportunities.

ABOUT THE ROLE
This role sits at the intersection of marketing, business development and solution sales.

The person will identify target customers, develop sector-specific messaging, generate and qualify leads, conduct initial prospect interactions and coordinate the pre-sales and proposal process with Phonon’s product, solution and delivery teams.

The role is suited to someone who combines structured marketing thinking with the commercial ownership required to develop enterprise business.

KEY RESPONSIBILITIES
Go-to-Market Strategy and Product Positioning
Develop and execute go-to-market plans for Phonon’s solutions across airlines, airports and hospitality.
Identify priority customer segments, target accounts, buyer personas and relevant use cases.
Develop clear product positioning, value propositions and sector-specific messaging.
Translate product capabilities into compelling business outcomes for different customer stakeholders.
Work with product and leadership teams to develop launch and market-entry plans for new solutions.
Monitor industry developments, customer priorities, competitors and emerging technology trends.
Bring structured market feedback into product positioning, roadmap and business-planning discussions.

Marketing and Lead Generation
Develop and execute campaigns to generate qualified enterprise leads.
Build and maintain target-account and prospect databases.
Undertake structured outbound engagement through email, LinkedIn, industry networks, events and partnerships.
Plan account-based marketing initiatives for priority organisations.
Identify relevant conferences, exhibitions, associations, publications and partnership opportunities.
Coordinate the creation of case studies, solution briefs, presentations,



campaign content and sales collateral.
Measure marketing performance, campaign effectiveness, lead quality and pipeline contribution.
Build market visibility for Phonon and 22North across the target sectors.

Business Development
Identify, qualify and develop new business opportunities.
Conduct initial conversations with prospects to understand their objectives, challenges, buying process and commercial priorities.
Develop opportunity plans and maintain structured follow-ups across enterprise sales cycles.
Build relationships with relevant business, technology, operations, customer-experience and commercial stakeholders.
Coordinate with the Gurugram-based Client Success & Growth Manager on aviation relationships, customer introductions and strategic accounts.
Engage potential partners, consultants, system integrators and technology providers where appropriate.
Maintain accurate pipeline information, next actions, opportunity stages and management forecasts.
Drive qualified opportunities towards solution development, proposal and commercial closure.

Solutions and Pre-Sales Coordination
Understand customer requirements sufficiently to position the appropriate Phonon solutions and use cases.
Coordinate discovery workshops, product demonstrations, solution presentations and proof-of-concept discussions.
Brief Phonon’s pre-sales, product and delivery teams on customer context, requirements and commercial priorities.
Ensure that the right internal specialists participate at each stage of the opportunity.
Coordinate preparation of proposals, presentations, RFP responses and techno-commercial submissions.
Consolidate internal inputs relating to scope, solution, implementation approach, pricing, timelines, assumptions and dependencies.
Ensure that proposals are complete, commercially sound, professionally presented and submitted on time.




Maintain continuity between commitments made during the sales process and handover to the onboarding and delivery teams.

Commercial and Internal Coordination
Work with leadership and finance teams on pricing, commercial models and negotiations.
Coordinate internal reviews and approvals for proposals and commercial terms.
Develop reusable sales presentations, proposal templates, discovery frameworks and product-demonstration material.
Provide regular reports on leads, pipeline, opportunity movement, conversion, competitive developments and required management intervention.
Ensure disciplined handover of closed opportunities to the onboarding and delivery teams.

WHAT WE ARE LOOKING FOR
Approximately 8–12 years of experience in B2B marketing, enterprise business development, solution sales, pre-sales or product marketing.
Demonstrated experience generating and developing leads for enterprise technology or SaaS solutions.
Ability to understand technology products and translate their capabilities into customer value propositions.
Experience developing go-to-market plans, product messaging, sales presentations and proposals.
Experience conducting customer discovery and coordinating demonstrations or solution discussions.
Strong commercial orientation and the ability to develop opportunities through long enterprise sales cycles.
Excellent written and verbal communication, presentation and stakeholder-management skills.
Solid planning, follow-up and coordination capabilities.
Comfort working with senior leadership, product managers, engineers and customer stakeholders.
High ownership and the ability to build a function in a growing organisation.

PREFERRED BACKGROUND
Experience in aviation, airports, hospitality, travel technology, enterprise SaaS, customer-engagement platforms or contact-centre technology.
Exposure to international enterprise customers or technology-led transformation projects.
Experience with account-based marketing, CRM platforms, digital campaigns, industry events and marketing analytics.
Familiarity with RFPs, enterprise procurement and techno-commercial proposal development.
An engineering or technology-oriented educational background combined with management or commercial experience would be advantageous.

This is a full-time role based at Phonon Digital’s head office in Fatehgunj, Vadodara.

📌 Marketing Business Development Manager (Vadodara)
🏢 phonon, automating outcomes
📍 Vadodara