Head - B2B Marketing - IT

Key Role Responsibilities:

A. B2B Business & Growth Strategy:

B. Portfolio, Proposition & Market Leadership:

C. Strategic Account & Customer Growth:

D. Demand Generation & Marketing Effectiveness:

E. Brand Building & Thought Leadership:

F. OEM & Strategic Partner Marketing:

G. Budget & Commercial Management:

H. Stakeholder & Executive Management:

I. Marketing Organisation & Leadership:

J. Data, CRM & Marketing Technology:

Key Result Areas:

Business & Revenue Growth:

- B2B revenue growth attributable to marketing

- Marketing-sourced and marketing-influenced pipeline

- New customer acquisition

- Expansion and cross-sell revenue

Market Expansion:

- Entry into new industries / segments

- Market share and account penetration

- Growth in strategic customer segments

Strategic Account Growth:

- Penetration across priority accounts

- Share of wallet

- Cross-business / cross-brand opportunities

- CXO and decision-maker engagement

Brand & Market Leadership:

- B2B brand awareness and consideration

- Share of voice

- Thought leadership and PR impact

- Strategic customer and industry engagement

Marketing ROI:

- Marketing ROI

- Pipeline / revenue generated per marketing rupee

- Budget utilisation and effectiveness

- Campaign and channel performance

Demand Generation:

- Qualified pipeline generated

- Lead-to-opportunity conversion

- Cost per qualified opportunity

- Digital and content contribution to pipeline

OEM & Partner Growth:

- Joint GTM programs

- Partner-funded marketing

- Revenue contribution from strategic partnerships

Organisation Effectiveness:

- Team capability and productivity

- Talent development and retention

- Agency effectiveness

- Delivery against strategic priorities

Education:

MBA / Postgraduate qualification in Marketing, Business Management or a related discipline preferred.

Experience:

- 15+ years of experience, with significant experience in B2B marketing, technology, enterprise business, strategic marketing or related commercial functions.

- Proven experience in leading marketing strategy for a complex B2B portfolio and working closely with Sales and Business leadership.

- Demonstrated track record of driving business growth, revenue and market expansion through marketing.

- Experience managing significant marketing budgets and demonstrating measurable ROI.

- Experience working with enterprise customers, technology partners and OEM ecosystems.

- Experience building and leading high-performing marketing teams.

- Experience operating with senior leadership and managing complex cross-functional stakeholder environments.

Knowledge, Skills & Behavioural Competencies:

Strategic & Commercial Leadership:

- Strong commercial orientation with the ability to connect marketing strategy directly to business and revenue outcomes.

- Ability to understand complex businesses, identify growth opportunities and translate them into actionable marketing strategies.

- Strong strategic planning, analytical and problem-solving capabilities.

- Comfortable balancing long-term brand building with short-term commercial objectives.

B2B Marketing Expertise:

- Deep understanding of B2B marketing, enterprise buying journeys, ABM, demand generation, customer lifecycle marketing and sales enablement.

- Strong understanding of technology and enterprise marketing ecosystems.

- Ability to develop differentiated propositions for complex products and solutions.

Leadership:

- Proven ability to lead and inspire senior marketing professionals and build high-performing teams.

- Strong people leadership, coaching and succession-planning capabilities.

- Ability to operate with ambiguity and lead through change.

Stakeholder Management:

- Exceptional executive presence and communication skills.

- Ability to influence senior stakeholders without direct authority.

- Strong relationship-building skills across internal teams, customers, OEMs, agencies and external partners.

Data & Technology:

- Strong understanding of CRM, marketing automation, digital marketing, analytics and customer data platforms.

- Ability to use data and insights to drive business decisions and optimise marketing investment.

Financial & Operational Acumen:

- Strong budget management and financial planning capabilities.

- Ability to assess investment opportunities, manage agencies and negotiate commercial partnerships.

- Strong operational discipline and execution orientation.

Leadership Mandate:

The successful candidate will be expected to operate as a business leader first and a marketing leader second.

The role is accountable for ensuring that B2B Marketing builds the brand, creates demand, enables Sales, grows accounts, opens new markets, strengthens customer relationships, and ultimately delivers measurable business growth.