Government & Institutional Business Development Manager

Role & Responsibilities

1. Government & Institutional Business Development

• Develop and execute the government and institutional business-development strategy for TwinXR Labs.
• Identify opportunities across Central Government, State Governments, PSUs, urban-development authorities, municipalities, infrastructure authorities and other public-sector organizations.
• Build relationships with senior decision-makers, project directors, department heads, chief engineers, CIO/IT leadership, procurement teams and other relevant stakeholders.
• Identify major infrastructure and construction programs where TwinXR's technology can deliver measurable value.
• Develop new strategic accounts and convert them into qualified sales opportunities.
• Build and maintain a strong government/institutional sales pipeline.

2. Enterprise Technology Sales

• Understand customer challenges around construction management, project monitoring, project governance, planning, execution, documentation, cost, contracts, procurement and reporting.
• Position TwinXR's Digital Twin, AI, BIM/GIS and enterprise technology solutions against these business problems.
• Conduct consultative meetings, solution presentations, workshops and product demonstrations.
• Engage CXOs, government officials, project directors, infrastructure leaders, PMCs and technology teams.
• Develop business cases demonstrating the operational and financial value of TwinXR's solutions.
• Manage complex, multi-stakeholder enterprise sales cycles.

3. Government Tender & Procurement

• Identify relevant RFPs, RFQs, EOIs, tenders and technology procurement opportunities.
• Develop relationships and intelligence around opportunities before formal tenders are released.
• Understand government procurement processes and qualification requirements.
• Coordinate with presales, product, engineering, implementation and leadership teams for proposals.
• Lead opportunities through:

Opportunity identification Stakeholder mapping Requirement discovery EOI/RFI RFP/Tender Technical proposal Demonstration/PoC Commercial negotiation Contract Deployment

• Build and maintain a structured tender and opportunity database.

4. Infrastructure & Construction Ecosystem

Develop strategic relationships with:

• Government authorities
• PSUs
• EPC companies
• PMCs
• Infrastructure companies
• Construction companies
• Real-estate developers
• Engineering consultants
• System integrators
• Technology partners

Identify opportunities within large projects involving:

Buildings | Roads | Highways | Urban Development | Rail & Metro | Water | Power | Industrial Infrastructure | Smart Cities | Large Real-Estate Developments

5. Strategic Account Management

• Develop account plans for high-value government and institutional customers.
• Map decision-makers, technical influencers, procurement authorities and end users.
• Establish relationships at multiple levels within strategic accounts.
• Identify opportunities for expansion across departments, projects and business units.
• Convert pilots and proof-of-concepts into larger enterprise deployments.
• Build long-term strategic relationships rather than transactional sales.

6. Market & Opportunity Intelligence

• Track government infrastructure programs and upcoming projects.
• Monitor government budgets, infrastructure investments and digital-transformation initiatives.
• Identify upcoming technology requirements before tender publication.
• Track competitors and alternative technology solutions.
• Maintain intelligence on major infrastructure projects, project owners, PMCs, EPC contractors and consultants.

7. Partnerships

• Identify potential strategic partners including:
• System Integrators
• EPC companies
• PMCs
• Engineering consultants
• BIM/GIS companies
• Technology companies
• Government implementation partners
• Develop joint business opportunities and strategic alliances.
• Create scalable channels for government and institutional business.

8. Sales Ownership

• Own revenue targets for assigned accounts/territories.
• Build and maintain sales forecasts.
• Maintain CRM and opportunity records.
• Manage deal qualification, pipeline progression and closure.
• Prepare business proposals and commercial strategies.
• Lead negotiations with customers in coordination with TwinXR leadership.
• Ensure disciplined follow-up throughout the sales lifecycle.

9. Cross-functional Collaboration

Work closely with:

Leadership | Product | Engineering | AI | BIM/GIS | Presales | Solution Architecture | Implementation | Customer Success | Finance | Legal | Marketing

to translate customer requirements into commercially and technically viable solutions.

Preferred Candidate Profile

We are looking for a high-performing enterprise business-development professional who can combine government/institutional relationships with genuine technology-sales capability.

Required Experience

• 715 years of experience in B2B enterprise sales/business development.
• Demonstrated experience selling to government, PSU, infrastructure or institutional customers.
• Experience handling complex, high-value enterprise sales.
• Strong understanding of government procurement and tender processes.
• Experience with RFP/RFQ/EOI processes.
• Experience engaging senior government and institutional stakeholders.
• Proven new-business development and revenue-generation capability.
• Strong negotiation and presentation skills.
• Willingness to travel extensively across India.

Preferred Domain Experience

Candidates with experience in one or more of the following will be strongly preferred:

• Construction Technology
• Digital Twins
• BIM
• GIS
• SaaS
• Enterprise Software
• ERP
• Project Management Software
• AI Solutions
• Digital Transformation
• GovTech
• E-Governance
• Infrastructure Technology
• Engineering Technology
• EPC
• PMC
• Infrastructure Consulting

Preferred Background

Candidates from technology companies, construction technology companies, enterprise software companies, infrastructure technology companies, system integrators, EPC organizations, PMCs or digital-transformation companies are encouraged to apply.

Educational Qualification

• Bachelor's degree in Engineering, Technology, Civil Engineering, Business, Management, Construction or related disciplines.
• MBA/PGDM in Sales, Marketing, Business Development or related fields is preferred.

Key Competencies

The successful candidate should demonstrate:

• Enterprise Solution Selling
• Consultative Selling
• Government Business Development
• Strategic Account Management
• Infrastructure Business Development
• Government Tender Management
• RFP/RFQ Management
• Stakeholder Management
• Negotiation
• Business Case Development
• Pipeline Management
• Presentation & Demonstration Skills
• Strategic Thinking
• Commercial Acumen
• Executive Communication
• High Ownership
• Relationship Building
• Ability to work with technology/product teams