Key Responsibilities

Marketing & GTM Leadership (Process stages 1–2)

• Own the annual and quarterly marketing plan, setting it around Acentura's service offerings, go-to-market strategy and the sales targets carried by each business unit.
• Direct digital marketing, industry events, workshops and webinars, and ensure marketing activity translates into a measurable, qualified pipeline for the BDM team.
• Review marketing-sourced pipeline contribution alongside BDM-sourced outbound pipeline, and rebalance investment between them as needed.

Revenue Ownership

• Hold overall accountability for company revenue against agreed annual and quarterly targets.
• Build and maintain a healthy, accurate pipeline across all verticals and service lines – ERP, custom software, staff augmentation, digital transformation, QA, and fintech/payments.
• Forecast revenue accurately and surface risks and shortfalls early, with clear mitigation plans.

Sales Team Leadership (Process stages 3–4)

• Lead, manage, and develop the entire BDM team and presales staff, including the segment-based structure set out in the Sales & Marketing Process and Role Clarity document.
• Set individual BDM lead generation, proposal and tech demo targets in consultation with the relevant BU GM, monitor performance against KPI scorecards, and run regular pipeline reviews and one-on-ones.
• Coach the team on deal strategy, negotiation, and closing, stepping in to help unblock and close key opportunities.

Sales Process & Governance

• Own and enforce the end-to-end sales and marketing process across every stage, from strategy and GTM planning through to close and handover, as the process owner of record.
• Maintain CRM discipline and ensure consistent qualification, forecasting, and deal documentation at every stage.
• Drive adherence to pricing, discounting, and approval policies.

Presales & Customer Demonstrations (Process stage 5)

• Manage the presales function and ensure high-quality, timely responses to RFPs, proposals, and solution presentations.
• Conduct and lead customer demonstrations for key prospects where a BDM needs support, articulating Acentura's value across the solution portfolio.
• Coordinate with delivery and technical teams to ensure proposed solutions are accurate and deliverable.

Final Decision Engagement & Deal Closing (Process stages 6–7)

• Once Acentura is technically selected and price is under negotiation, engage personally – alongside the BDM and relevant MC members – to approach the client's final decision-makers.
• Act as the primary owner of deal closing, coordinating with the BU GM (who carries the revenue target for the deal) and MC members with direct client influence.
• Ensure the originating BDM stays engaged as the named client contact through handover to delivery.

Reporting & Stakeholder Management

• Provide timely, accurate sales and marketing reports, forecasts, and pipeline updates to the MC and the Director – Business Development.
• Present performance, market insights, and recommendations at management reviews.
• Maintain strong relationships with key clients, partners, and internal stakeholders.

Candidate Profile

Experience

• 10+ years in B2B technology / enterprise software sales and marketing leadership, with significant exposure to ERP, custom software, or IT services.
• Proven track record of carrying and exceeding revenue targets and closing high-value deals.
• Demonstrated experience leading and scaling business development and marketing teams together.
• Strong presales and solution-selling background, including running customer demonstrations and managing proposals and RFPs.

Skills & Attributes

• A hands-on, lead-from-the-front commercial leader who can both manage the team and personally close.
• Strong forecasting, pipeline management, and CRM discipline.
• Excellent negotiation, presentation, and stakeholder management skills.
• Comfortable engaging with and reporting to senior management and the MC.
• Knowledge of BFSI, Telco, and enterprise technology markets is a strong advantage.

Qualifications

• Bachelor's degree required; MBA or relevant postgraduate qualification preferred.