Job Description:

The Senior Account Manager - Government & PSU will be responsible for driving business growth and revenue generation across Government accounts, including Central Government, State Government, Public Sector Undertakings (PSUs), and Municipal Corporations.

The role involves identifying and developing strategic customer relationships, creating account growth plans, generating new business opportunities, and expanding the adoption of the organization's cybersecurity solutions. The incumbent will own the complete sales cycle, engage with key stakeholders, collaborate with channel partners, and deliver against assigned revenue and pipeline objectives.

Key Responsibilities:

- Develop a deep understanding of customer business priorities, challenges, and technology requirements.

- Drive revenue growth by increasing solution adoption and expanding wallet share within assigned accounts.

- Build and manage relationships across Government departments, State Government bodies, PSUs, and Municipal Corporations.

- Leverage experience in solution-based selling to position cybersecurity offerings effectively within the public sector.

- Utilize knowledge of the Government e-Marketplace (GeM) platform and government procurement processes.

- Manage RFPs, tenders, bid submissions, and associated commercial discussions.

- Own account planning, opportunity management, sales forecasting, and pipeline development activities.

- Engage regularly with senior decision-makers and key influencers to create and advance business opportunities.

- Lead complex sales engagements and drive opportunities through closure.

- Consistently achieve monthly, quarterly, and annual sales targets.

- Identify and acquire new customers while strengthening existing account relationships.

- Conduct account mapping exercises and establish multi-level stakeholder engagement.

- Maintain a healthy and qualified sales pipeline aligned with business objectives.

- Collaborate closely with channel partners and ecosystem stakeholders to maximize market coverage and business outcomes.

- Ensure timely maintenance of sales reports, opportunity updates, and activity tracking.

Desired Candidate Profile:

- 7-15 years of experience in enterprise technology sales, with significant exposure to Government and PSU accounts.

- Demonstrated success in managing large public sector opportunities and achieving revenue targets.

- Strong understanding of government buying cycles, tendering processes, bid management, and GeM.

- Experience in selling cybersecurity, enterprise software, IT infrastructure, networking, cloud, or related technology solutions.

- Excellent relationship-building, negotiation, and stakeholder management skills.

- Strong business acumen with the ability to navigate complex organizational structures.

- Experience working with channel partners, system integrators, and cross-functional teams.

- Self-driven professional with a strong focus on business development and account growth.

Screening Questions:

1. What is your current CTC?
2. What is your expected CTC?