About Comprinno

About the Role

Role Charter

• Revenue strategy and growth planning
• New customer acquisition
• Enterprise and strategic account development
• Customer retention and renewals
• Cross-selling and account expansion
• Partner-led revenue generation
• Cloud billing and recurring revenue growth
• SaaS and platform commercialisation
• GTM productivity and sales effectiveness
• Revenue forecasting and predictability
• Commercial performance and revenue quality
• Building a scalable, high-performance revenue organization

Key Responsibilities

1. Revenue Strategy & Business Growth

• Develop and execute Comprinno's global revenue strategy aligned with corporate growth objectives.
• Translate business priorities into annual and quarterly revenue plans, budgets, sales targets, and execution roadmaps.
• Establish revenue growth strategies across Cloud Transformation, Modernisation, Managed Services, Security, Data & AI.
• Define market segmentation, ideal customer profiles, territory strategies, account coverage, and sales motions.
• Identify new growth opportunities across customer segments, industry verticals, geographies, and technology ecosystems.
• Balance new-logo acquisition, recurring revenue, customer expansion, and long-term account value.
• Build a diversified and sustainable revenue portfolio across services, recurring contracts, and SaaS.

2. Business Development & Enterprise Sales Leadership

• Lead the Business Development and Sales organisation across customer segments and strategic technology practices.
• Build a high-performing team of Account Executives, Business Development Managers, and specialist sales professionals.
• Establish a disciplined enterprise sales methodology covering prospecting, discovery, qualification, opportunity shaping, proposal development, negotiation, and closure.
• Personally sponsor and participate in strategic customer pursuits and complex enterprise negotiations.
• Develop strong relationships with CIOs, CTOs, CISOs, business executives, and other senior decision-makers.
• Drive new-logo acquisition and profitable bookings.
• Improve sales conversion, win rates, sales-cycle efficiency, and deal quality.
• Establish accountability for quota achievement, pipeline coverage, and commercial execution.

3. Demand Generation & Marketing Leadership

• Lead and align Demand Generation, Marketing, Digital, Content, and Sales Development functions with revenue priorities.
• Build a predictable demand-generation engine across inbound, outbound, account-based marketing, events, digital channels, and ecosystem-led campaigns.
• Establish clear definitions and conversion criteria for MQLs, DQLs, SQLs, and sales-accepted opportunities.
• Align marketing investments with pipeline creation, customer acquisition, and revenue contribution.
• Improve funnel conversion, lead quality, campaign effectiveness, and customer acquisition efficiency.
• Ensure Marketing and Sales operate against common revenue objectives rather than disconnected activity metrics.

4. Customer Success, Retention & Account Expansion

• Establish and scale Comprinno's Customer Success & Growth organisation.
• Build a structured post-sales commercial ownership model covering customer onboarding, relationship management, renewals, retention, and expansion.
• Establish account segmentation, customer health frameworks, strategic account plans, and executive business reviews.
• Develop systematic cross-selling and upselling motions across Comprinno's technology portfolio.
• Drive Gross Revenue Retention (GRR), Net Revenue Retention (NRR), renewal performance, and customer lifetime value.
• Strengthen executive engagement and strategic relationships with existing customers.
• Establish customer advocacy, reference, and referral programs.
• Ensure smooth commercial handovers between new-logo Sales, Delivery, and Customer Success teams.

5. Partner-Led Revenue Growth

• Build a repeatable partner-led sales engine in collaboration with the Head – Strategic Partnerships & Ecosystem.
• Convert relationships with hyperscalers, technology providers, ISVs, distributors, and ecosystem partners into qualified opportunities and revenue.
• Drive joint account mapping, co-selling, partner referrals, joint pursuits, and partner-influenced pipeline.
• Establish commercial execution strategies across AWS, Microsoft Azure, and emerging AI technology ecosystems.
• Develop partner-specific sales playbooks, account plans, and pipeline governance.
• Measure partner-sourced and partner-influenced pipeline, bookings, conversion, and revenue contribution.
• Coordinate with Strategic Partnerships leadership on partner programs, executive engagement, joint business plans, and market development initiatives.

6. Cloud Billing & Resell Revenue Growth

• Develop and scale Comprinno's cloud billing, reselling, and recurring cloud commerce business.
• Establish customer acquisition and growth strategies for eligible cloud billing and marketplace opportunities.
• Drive profitable recurring billing contribution, customer retention, and account expansion.
• Work closely with Finance, Partnerships, and Customer Success to improve commercial governance and customer experience.
• Establish visibility into revenue contribution, margins, retention, collections, and associated commercial risks.
• Develop cross-sell opportunities from cloud billing relationships into Managed Services, Modernization, Security, FinOps, Data & AI, and other offerings.

7. Products Commercialisation

• Own the commercial go-to-market strategy and revenue execution for the several products  in collaboration with the Chief Product Officer.
• Develop customer acquisition strategies across direct sales, product-led growth, partner channels, and existing Comprinno customers.
• Establish repeatable sales motions for SaaS subscriptions, platform-led managed services, and product expansion.
• Partner with Product leadership on pricing, packaging, positioning, customer feedback, and product-market fit.
• Drive product revenue, subscription growth, customer acquisition, expansion, and retention.
• Develop appropriate GTM capabilities as platforms & products scales across markets.

8. Revenue Operations, Forecasting & Governance

• Build and strengthen a centralised Revenue Operations capability.
• Establish CRM as the single source of truth for customer, pipeline, opportunity, and commercial information.
• Implement consistent sales stages, qualification frameworks, account ownership rules, and revenue processes.
• Establish accurate revenue forecasting and pipeline reporting across business units and geographies.
• Define revenue dashboards, sales productivity metrics, conversion analytics, and executive reporting.
• Improve forecast accuracy, pipeline quality, and sales-cycle predictability.
• Partner with Finance on revenue planning, commercial performance, collections, and profitability analysis.
• Develop scalable sales compensation and incentive structures aligned with profitable growth.

9. Commercial Excellence & Revenue Quality

• Establish disciplined pricing, discounting, deal qualification, and commercial approval processes.
• Improve revenue quality by balancing growth with gross margins, contract structure, collection risk, and long-term customer value.
• Work with Finance and Delivery leadership to evaluate commercial feasibility and profitability of strategic opportunities.
• Ensure customer commitments are commercially sound and operationally achievable.
• Develop appropriate governance for large deals, strategic accounts, and non-standard commercial arrangements.
• Drive predictable revenue growth without compromising delivery quality or customer trust.

10. Strategic Customer & Executive Relationships

• Build and maintain executive-level relationships with key customers, prospects, and strategic partners.
• Act as executive sponsor for major customer relationships and high-value opportunities.
• Lead strategic commercial discussions and negotiations.
• Represent Comprinno at industry forums, executive events, partner engagements, and customer leadership meetings.
• Strengthen Comprinno's positioning as a trusted Cloud & AI transformation partner.
• Develop long-term customer relationships that support repeat business, strategic partnerships, and enterprise expansion.

11. Revenue Organisation Building & Leadership

• Design and continuously evolve Comprinno's revenue organization to support business scale.
• Recruit, mentor, and develop high-performing sales, marketing, customer success, and revenue operations leaders.
• Establish clear accountability, reporting structures, performance expectations, and operating rhythms.
• Build a culture of ownership, customer orientation, execution discipline, collaboration, and measurable outcomes.
• Establish structured performance reviews, talent development, succession planning, and leadership coaching.
• Introduce scalable GTM playbooks, sales enablement, and repeatable execution processes.
• Foster strong collaboration across Sales, Marketing, Customer Success, Partnerships, Product, Engineering, Delivery, and Finance.

12. International Market Expansion

• Support Comprinno's growth across India, North America, the Middle East, and other priority markets.
• Develop market-entry and geographic expansion strategies based on customer demand and commercial viability.
• Establish regional account coverage, partner-led routes to market, and enterprise sales capabilities.
• Build repeatable cross-border GTM processes and reporting.
• Develop appropriate regional leadership and sales coverage as business scale justifies investment.

Required Qualifications & Experience

• Bachelor's degree in Engineering, Technology, Business, Management, or a related discipline. MBA or equivalent advanced qualification preferred.
• 18+ years of progressive experience in enterprise technology sales, revenue leadership, business development, or go-to-market leadership.
• Significant leadership experience in Cloud Consulting, IT Services, Digital Transformation, Managed Services, SaaS, or enterprise technology businesses.
• Demonstrated track record of building and scaling revenue organisations and delivering sustained revenue growth.
• Experience leading multiple commercial functions, including Sales, Business Development, Marketing, Account Management, or Customer Success.
• Strong understanding of enterprise technology buying cycles and consultative solution selling.
• Experience building relationships with CIOs, CTOs, and other senior enterprise stakeholders.
• Demonstrated ability to manage complex commercial negotiations, strategic accounts, and large technology engagements.
• Experience developing revenue strategies, managing quotas, building pipeline, and improving forecast predictability.
• Strong commercial and financial acumen, including pricing, margins, recurring revenue, and customer lifetime value.
• Experience recruiting and leading high-performing, geographically distributed teams.
• Excellent communication, executive presence, negotiation, and stakeholder management capabilities.

Preferred Qualifications & Experience

• Experience scaling an AWS, Microsoft Azure, or multi-cloud consulting and managed services business.
• Strong relationships within hyperscaler and enterprise technology ecosystems.
• Experience with Cloud Migration, Modernization, DevOps, Platform Engineering, Security, Data & AI, or Generative AI offerings.
• Experience commercialising SaaS products alongside professional and managed services.
• Familiarity with partner co-selling, cloud marketplaces, cloud reselling, and ecosystem-led GTM.
• Experience developing business across India and international markets, particularly North America.
• Experience building revenue organizations through periods of rapid growth or business transformation.
• Strong understanding of revenue operations, CRM systems, forecasting, and sales compensation design.
• Experience working in entrepreneurial, founder-led, or high-growth technology organizations.

What We're Looking For

• Builds revenue engines, not just sales teams.
• Combines strategic thinking with hands-on commercial execution.
• Has demonstrated the ability to scale technology-services businesses.
• Understands the economics of project revenue, recurring managed services, cloud reselling, and SaaS.
• Can build relationships with enterprise decision-makers and strategic ecosystem partners.
• Understands technology deeply enough to engage credibly in Cloud, Data, AI, and modernisation conversations.
• Can build and mentor strong functional leaders while remaining accountable for outcomes.
• Creates a culture of high performance, ownership, accountability, and customer focus.
• Uses data, process, and commercial discipline to create predictable growth.
• Is comfortable operating in a fast-growing, entrepreneurial environment.
• Balances aggressive growth ambitions with profitability, customer value, and long-term sustainability.
• Has the ambition and capability to help build Comprinno into a globally competitive Cloud & AI technology company.

Why Join Comprinno

• Lead the complete revenue organisation of a growing Cloud & AI technology company.
• Play a central role in shaping Comprinno's next phase of growth and international expansion.
• Build a diversified business across Cloud Transformation, Managed Services, Data & AI, cloud commerce, and SaaS.
• Work closely with the CEO and executive leadership on company strategy and growth.
• Build and lead a high-performance commercial organisation with meaningful strategic autonomy.
• Leverage Comprinno's established AWS capabilities while expanding into Azure, enterprise AI, and emerging technology ecosystems.
• Help commercialise existing and future technology platforms.
• Create long-term enterprise value through predictable, profitable, and sustainable revenue growth.