Job Description MARKETING & BUSINESS DEVELOPMENT MANAGER
n Location: Vadodara
n Experience: Approximately 8–12 years
n Employment: Full time
n ABOUT PHONON DIGITAL
n 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.
n 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.
n ABOUT THE ROLE
n This role sits at the intersection of marketing, business development and solution sales.
n 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.
n The role is suited to someone who combines structured marketing thinking with the commercial ownership required to develop enterprise business.
n KEY RESPONSIBILITIES
n Go-to-Market Strategy and Product Positioning
n n Develop and execute go-to-market plans for Phonon's solutions across airlines, airports and hospitality.
n Identify priority customer segments, target accounts, buyer personas and relevant use cases.
n Develop clear product positioning, value propositions and sector-specific messaging.
n Translate product capabilities into compelling business outcomes for different customer stakeholders.
n Work with product and leadership teams to develop launch and market-entry plans for new solutions.
n Monitor industry developments, customer priorities, competitors and emerging technology trends.
n Bring structured market feedback into product positioning, roadmap and business-planning discussions.
n n Marketing and Lead Generation
n n Develop and execute campaigns to generate qualified enterprise leads.
n Build and maintain target-account and prospect databases.
n Undertake structured outbound engagement through email, LinkedIn, industry networks, events and partnerships.
n Plan account-based marketing initiatives for priority organisations.
n Identify relevant conferences, exhibitions, associations, publications and partnership opportunities.
n Coordinate the creation of case studies, solution briefs, presentations,



campaign content and sales collateral.
n Measure marketing performance, campaign effectiveness, lead quality and pipeline contribution.
n Build market visibility for Phonon and 22North across the target sectors.
n n Business Development
n n Identify, qualify and develop new business opportunities.
n Conduct initial conversations with prospects to understand their objectives, challenges, buying process and commercial priorities.
n Develop opportunity plans and maintain structured follow-ups across enterprise sales cycles.
n Build relationships with relevant business, technology, operations, customer-experience and commercial stakeholders.
n Coordinate with the Gurugram-based Client Success & Growth Manager on aviation relationships, customer introductions and strategic accounts.
n Engage potential partners, consultants, system integrators and technology providers where appropriate.
n Maintain accurate pipeline information, next actions, opportunity stages and management forecasts.
n Drive qualified opportunities towards solution development, proposal and commercial closure.
n n Solutions and Pre-Sales Coordination
n n Understand customer requirements sufficiently to position the appropriate Phonon solutions and use cases.
n Coordinate discovery workshops, product demonstrations, solution presentations and proof-of-concept discussions.
n Brief Phonon's pre-sales, product and delivery teams on customer context, requirements and commercial priorities.
n Ensure that the right internal specialists participate at each stage of the prospect.
n Coordinate preparation of proposals, presentations, RFP responses and techno-commercial submissions.
n Consolidate internal inputs relating to scope, solution, implementation approach, pricing, timelines, assumptions and dependencies.
n Ensure that proposals are complete, commercially sound, professionally presented and submitted on time.




n Maintain continuity between commitments made during the sales process and handover to the onboarding and delivery teams.
n n Commercial and Internal Coordination
n n Work with leadership and finance teams on pricing, commercial models and negotiations.
n Coordinate internal reviews and approvals for proposals and commercial terms.
n Develop reusable sales presentations, proposal templates, discovery frameworks and product-demonstration material.
n Provide regular reports on leads, pipeline, opportunity movement, conversion, competitive developments and required management intervention.
n Ensure disciplined handover of closed opportunities to the onboarding and delivery teams.
n n WHAT WE ARE LOOKING FOR
n n Approximately 8–12 years of experience in B2B marketing, enterprise business development, solution sales, pre-sales or product marketing.
n Demonstrated experience generating and developing leads for enterprise technology or SaaS solutions.
n Ability to understand technology products and translate their capabilities into customer value propositions.
n Experience developing go-to-market plans, product messaging, sales presentations and proposals.
n Experience conducting customer discovery and coordinating demonstrations or solution discussions.
n Strong commercial orientation and the ability to develop opportunities through long enterprise sales cycles.
n Excellent written and verbal communication, presentation and stakeholder-management skills.
n Strong planning, follow-up and coordination capabilities.
n Comfort working with senior leadership, product managers, engineers and customer stakeholders.
n High ownership and the ability to build a function in a growing organisation.
n n PREFERRED BACKGROUND
n n Experience in aviation, airports, hospitality, travel technology, enterprise SaaS, customer-engagement platforms or contact-centre technology.
n Exposure to international enterprise customers or technology-led transformation projects.
n Experience with account-based marketing, CRM platforms, digital campaigns, industry events and marketing analytics.
n Familiarity with RFPs, enterprise procurement and techno-commercial proposal development.
n An engineering or technology-oriented educational background combined with management or commercial experience would be advantageous.
n n This is a full-time role based at Phonon Digital's head office in Fatehgunj, Vadodara.

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