Job Summary:

The Chief Revenue Officer (CRO) will own Dev IT's end-to-end revenue strategy and execution across India, spanning sales, key accounts, partnerships, pricing, and go-to-market effectiveness. This role goes beyond traditional sales leadership and is accountable for sustainable revenue growth, margin expansion, market positioning, and customer lifetime value across ALM, OEM hardware, and IT FMS businesses. The CRO will operate as a core member of the executive leadership team, partnering closely with the CEO, Operations, Finance, and Delivery leaders to scale a - 1000+ crore revenue portfolio while building predictable, repeatable revenue engines.

Key Responsibilities:

1. Revenue Strategy and Growth Ownership:

- Define and execute the enterprise-wide revenue strategy across ALM, OEM hardware, and IT FMS.

- Drive top-line growth, margin improvement, and portfolio diversification across industry verticals and geographies.

- Translate business strategy into clear revenue plans, targets, and execution roadmaps.

- Establish scalable, data-driven revenue models with strong forecasting accuracy.

2. Go-To-Market and Market Expansion:

- Own the end-to-end go-to-market strategy including sales motions, pricing, packaging, and channel strategy.

- Identify new growth opportunities, emerging markets, and adjacent service lines within the ALM ecosystem.

- Lead market penetration and account expansion strategies for large enterprise and strategic accounts.

- Strengthen Dev IT's competitive positioning and value proposition in the market.

3. Sales, Account, and Partner Leadership:

- Build, lead, and scale high-performing sales and account management teams across regions.

- Establish clear performance metrics, governance, and accountability frameworks.

- Drive strategic partnerships with OEMs, hyperscalers, enterprises, and channel partners to unlock new revenue streams.

- Ensure strong collaboration between sales, presales, delivery, and operations for seamless execution.

4. Strategic Client and Stakeholder Management:

- Own relationships with marquee enterprise clients and strategic accounts.

- Act as a trusted advisor to CXOs, understanding complex ALM and IT transformation needs.

- Drive long-term account value, renewals, cross-sell, and upsell through structured key account programs.

- Lead complex, high-value commercial negotiations.

5. Financial and Performance Management:

- Own revenue planning, forecasting, pipeline governance, and performance reporting.

- Manage a revenue portfolio of - 1000 crore+, ensuring growth, predictability, and profitability.

- Partner with Finance to optimize pricing, deal structures, and commercial models.

- Drive disciplined execution through dashboards, reviews, and corrective actions.

6. Market Intelligence and Innovation:

- Stay ahead of trends in Asset Lifecycle Management, IT FMS, OEM ecosystems, and enterprise IT consumption models.

- Use market insights and customer feedback to refine offerings and revenue strategies.

- Champion innovation in revenue generation, sales enablement, and customer engagement models.

7. Presales and Pricing Ecosystem Collaboration:

- Demonstrate strong working knowledge of presales, solutioning, and pricing ecosystems within IT services and ALM-led businesses.

- Partner closely with presales, delivery, and finance teams to shape solution approaches, commercials, and value propositions for enterprise deals.

- Provide strategic input into deal structuring, pricing models, and margin trade-offs, especially for large, complex, or non-standard engagements.

- Participate in key bid reviews, RFP evaluations, and large deal governance forums to ensure commercial soundness and strategic alignment.

- Ensure revenue commitments are grounded in feasible delivery models and sustainable pricing assumptions.

- Leverage deal and market insights to influence pricing frameworks, discount guardrails, and competitive positioning.

- Act as a bridge between market expectations and internal solutioning capabilities, improving win rates without eroding profitability.

Key Skills and Competencies:

1. Revenue and Business Leadership:

- Proven experience owning end-to-end revenue outcomes in IT services, ALM, or infrastructure-led businesses.

- Demonstrated success in scaling large revenue portfolios =>1000 crore).

- Strong understanding of P&L, pricing, margins, and commercial governance.

2. Strategic and Analytical Acumen:

- Ability to translate market and data insights into actionable growth strategies.

- Strong forecasting, pipeline discipline, and revenue operations mindset.

- Comfort operating in complex, multi-business environments.

3. Leadership and Influence:

- Ability to lead large, diverse teams across geographies with clarity and accountability.

- Strong executive presence with the ability to influence internal and external stakeholders.

- Proven ability to work closely with CEOs, Boards, and senior leadership teams.

4. Relationship and Ecosystem Building:

- Deep industry relationships with OEMs, enterprise clients, and partners.

- Strong negotiation, stakeholder management, and trust-building capabilities.

5. Communication and Negotiation:

- Exceptional communication and presentation skills.

- Expertise in structuring and closing large, complex enterprise deals.

Qualifications:

- Bachelor's degree in Business, IT, Engineering, or related field; MBA preferred.

- 20+-25 years of progressive experience in revenue, sales, or commercial leadership roles within IT services, ALM, or infrastructure domains.

- Proven track record of building and scaling revenue engines in complex B2B environments.

- Willingness to travel extensively across India and key customer locations.