Job Description

1. ROLE PURPOSE

The

Sales & Marketing Manager (SMD-01)

is responsible for leading Brilliant's end-to-end sales engine and delivering

?18 Crore annual revenue

across all business verticals:

1. WMS - WAREHOUSE MANAHEMENT SYSTEM

2. AMS - ASSET MANAGEMENT SYSTEM

3. RFID Solutions.

4. Factory Automation (FAS / MES)

5. Pick-to-Light (PTL) Hardware

6. iPark Smart Parking

7. Custom Software Solutions

This role drives

strategy, pipeline generation, channel expansion, enterprise sales, marketing, branding, forecasting

, and overall P&L performance for the sales organization.

2. KEY 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 Brilliant's 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

3. KEY PERFORMANCE INDICATORS (KPIs)

Target Annual Revenue

Sales Revenue Target ?18 Cr

Sales Pipeline ?54 Cr (3X)

Channel Sales Contribution ?9.9

CrDirect Sales Contribution ?6.3 Cr

Renewals/Upsell ?1.8

CrGross Margin? 30%

Win Rate? 25%

Forecast Accuracy ?85%

Partner Activation 12+

active partnersNew Partners/Year 8 4.

REQUIRED SKILLS & COMPETENCIESTechnical & 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

5. QUALIFICATION & EXPERIENCEEducation MBA (Sales/Marketing/Strategy preferred)

B.E / B.Tech (optional but preferred for technical industries)

Experience

8-15 years

in Sales & Marketing

Experience in:

? Industrial Automation

? SaaS / WMS / IoT

? Enterprise B2B

? Global partner/channel-driven sales

Job Types: Full-time, Permanent

Pay: ₹64,000.00 - ₹100,000.00 per month

Benefits:

Cell phone reimbursement Internet reimbursement Provident Fund
Ability to commute/relocate:

Pune, Maharashtra: Reliably commute or planning to relocate before starting work (Preferred)
Education:

Master's (Preferred)
Experience:

Sales: 10 years (Required)
Language:

English (Required)
Work Location: In person