SALES & Marketing Director

Role & responsibilities

• A. Revenue & Business Growth • Own annual revenue target of 18 Crore. • Create yearly, quarterly, and monthly sales plans and GTM strategies. • Maintain a minimum 3X pipeline (54 Cr) across direct, channel, OEM, and inbound sources. • Drive margin-positive sales ensuring 30% gross margin.
• B. Leadership & Team Management • Lead a cross-functional team: Channel Sales, Direct Sales, Pre-Sales, Marketing, and Sales Executives. • Conduct weekly/monthly performance and funnel reviews. • Drive a culture of accountability, discipline, and CRM hygiene. • Recruit, train, mentor, and develop sales resources.
• C. Channel & Partner Ecosystem • Build and scale partner networks across India, GCC, UK & APAC. • Ensure minimum 12+ active partners and 8 new partners annually. Manage OEM alliances (Delta, Zebra, Anywire, Banner, AIOI, Siemens ecosystem partners). • Review partner pipeline, deal support, and incentive programs.
• D. Direct Enterprise Sales • Support DSM team in large enterprise deals. • Participate and lead high-value negotiations. • Manage enterprise accounts in Manufacturing, FMCG, Retail, Auto, and Logistics sectors. • Ensure efficient RFP handling, BOQ approvals, and technical-commercial validations.
• E. Marketing & Branding • Oversee digital marketing, product marketing, events, webinars, and content creation. • Ensure a steady inbound lead flow with monthly campaigns, posts, videos, and case studies. • Strengthen Brilliants brand positioning across India & GCC. • Collaborate with marketing to build category-specific GTM content.
• F. Process Excellence & Reporting • Ensure complete CRM accuracy (Zoho CRM). • Weekly funnel review + monthly forecast review. • Prepare sales dashboards & board-level reporting. • Define sales processes, templates, SOPs, pricing frameworks.
• G. Cross-Functional Coordination • Work closely with Operations, Delivery, and Product Teams for: o Deployment readiness o Technical evaluations o Customer onboarding o Solution feasibility o After-sales relationships

REQUIRED SKILLS & COMPETENCIES

• Technical & Functional Skills:

  Strong understanding of WMS, RFID, MES, IoT, Automation, PLC/HMI, or enterprise SaaS ,Experience in Channel Sales & Enterprise Sales. Strong pricing, solution mapping, BOQ assessment, and proposal review. Hands-on familiarity with Zoho CRM / HubSpot / Salesforce.

• Leadership Skills

  : Ability to build and scale high-performance teams. Strong decision-making and ownership mindset. • Excellent presentation & communication skills.

• Business Skills:

  Strong analytical & forecasting capability ,Negotiation & closure mastery. Business planning & strategy development, Partner relationship management.

• Behavioural Competencies:

  High accountability • Strategic thinker • Execution-driven • Strong ethical standards • Fast learner, adaptable, and proactive