Head - Government & Enterprise Sales - Telecom

The Sales Head - Government & Enterprise Sales is responsible for driving revenue growth for Company optical networking, telecom infrastructure, and digital solutions portfolio across central, state, and PSU customers. This role involves strategic planning, government relationship management, tender participation, cross-functional collaboration, and leading a high-performing sales team to achieve aggressive growth targets.

1. Sales Strategy & Planning:

- Develop GTM strategy for Government, PSU, Defence, Railways, Smart City & State ICT opportunities.

- Build short-term and long-term sales plans aligned with Company's product and solutions portfolio.

- Identify new opportunities in enterprise connectivity, digital infrastructure, network modernization, etc.

2. Business Development:

- Identify and pursue large government projects (OFC, FTTx, SI, Digital Infra, etc.).

- Track and manage RFPs, RFQs, tenders, empanelments, GeM & CPPP submissions.

- Lead bid management, pricing, and negotiation with customers.

3. Customer & Stakeholder Management:

- Build strong relationships with senior government officials, PSU leadership & ecosystem partners.

- Conduct solution presentations, demos, and pre-sales discussions.

- Manage key accounts such as BSNL, BBNL, RailTel, Defence, State IT Departments (as relevant).

4. Team Leadership:

- Lead and manage the sales team with clear KPIs.

- Conduct periodic reviews, forecasting, and capability building programs.

5. Cross-Functional Collaboration:

- Work with Pre-Sales, Product, Finance, SCM, and Ops teams for solution delivery.

- Ensure all tender documents meet compliance, technical, and commercial standards.

6. Market Intelligence:

- Track telecom/ICT industry trends, digital initiatives, and competitor activities.

- Provide insights for strategic decision-making.

7. Governance & Compliance:

- Ensure compliance with government procurement norms and internal policies.

- Maintain accurate CRM & MIS reports.