Job Description

MARKETING & BUSINESS DEVELOPMENT MANAGER

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Location: Vadodara

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Experience: Approximately 8–12 years

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Employment: Full-time

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ABOUT PHONON DIGITAL

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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.

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We are looking for a Marketing & Business Development Manager to lead go-to-market execution, product positioning, lead generation and the commercial development of recent opportunities.

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ABOUT THE ROLE

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

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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.

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

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KEY RESPONSIBILITIES

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Go-to-Market Strategy and Product Positioning

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

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



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

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

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

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

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

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- Experience in aviation, airports, hospitality, travel technology, enterprise SaaS, customer-engagement platforms or contact-centre technology.
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- Exposure to international enterprise customers or technology-led transformation projects.
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- Experience with account-based marketing, CRM platforms, digital campaigns, industry events and marketing analytics.
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- Familiarity with RFPs, enterprise procurement and techno-commercial proposal development.
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- An engineering or technology-oriented educational background combined with management or commercial experience would be advantageous.
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This is a full-time role based at Phonon Digital's head office in Fatehgunj, Vadodara.

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