Description:

About the Role

We are seeking an experienced and highly networked Director - Government Sales to drive business growth through strategic engagement with Government bodies, PSUs, Defence establishments, and Ministries. The ideal candidate will have a proven track record in securing government-led projects, navigating complex procurement processes, and building long-term relationships within the public sector ecosystem.

Key Responsibilities

1. Sales Strategy & Business Growth

- Develop and execute a comprehensive government sales strategy to secure large-scale public sector opportunities.

- Identify, pursue, and win RFPs, tenders, empanelments, and long-term agreements with Government departments and agencies.

- Drive revenue generation by converting government requirements into sustainable business deals.

2. Client Relationship Management

- Build and nurture strong relationships with key stakeholders, including Ministry officials, PSU leadership, Defence procurement teams, and Government IT/Cybersecurity bodies.

- Represent the organization in government interactions, reviews, and vendor meetings.

3. Bid Management & Tender Execution

- Lead end-to-end bid management including tender evaluation, proposal development, documentation, compliance, and pricing.

- Collaborate with technical, finance, and delivery teams to ensure successful submission of RFPs and proposals.

- Ensure adherence to government procurement norms (GeM, CPPP, GFR, CVC guidelines).

4. Cross-Functional Collaboration

- Partner with technical and delivery teams to design tailored solutions aligned with government mandates.

- Work closely with legal teams to negotiate contract terms, SLAs, and compliance requirements.

5. Market Intelligence & Strategy

- Stay updated on new government initiatives, upcoming tenders, policy changes, and budget allocations.

- Map opportunities within Central/State Government, PSUs, Defence, Smart Cities, and NIC.

- Provide strategic inputs on product positioning and capability enhancement for the public sector domain.

6. Leadership & Reporting

- Manage and mentor the government sales team as it expands.

- Maintain clear dashboards, revenue forecasts, and pipeline visibility for leadership reviews.

- Represent the company at government events, industry forums, and public sector conferences.

Qualifications & Experience

- Graduate/Postgraduate in Business, Public Administration, Engineering, or a related field (MBA preferred).

- 10 - 15 years of experience in Government/PSU/Defence sales.

- Strong understanding of government procurement, tendering, bid cycles, and compliance requirements.

- Proven track record of winning government projects and achieving revenue targets.

- Established network within Central/State ministries, PSUs, Defence, NIC, CERT-IN, MeitY, etc.

- Excellent communication, negotiation, and stakeholder management skills.

- Ability to navigate complex bureaucratic processes and long sales cycles.

Preferred Skills

- Experience working with Smart City, Digital India, Defence, Homeland Security, or IT modernization projects.

- Familiarity with government procurement platforms (e.g., GeM, CPP Portal, eProcurement portals).

- Strong proposal writing, bid management, and documentation skills.

- Exposure to cybersecurity, IT solutions, digital transformation, or GovTech domains (preferred but not mandatory).

- Ability to lead presentations, demos, and solution pitches for senior government audiences.