Government Sales Leader

Position:-            Government Sales Leader  

Company-           Esconet - www.esc.co.in 

Location-             Okhla Phase1 , New Delhi

Experience –       12-15 + Yrs.

Package –           50-60 LPA(50-50)

Industry:              IT Infrastructure / IT Products & Solutions / Cloud

Job Description:

Position Overview

×       We are seeking a high-caliber, strategically minded Government Sales Leader with a proven track record of net-new business acquisition (hunting) within the Central Government and PSU ecosystem.

×       The role will be responsible for driving the growth of our System Integration business across Central Government Ministries & Departments, NIC, NICSI and Public Sector Undertakings (PSUs).

×       The ideal candidate will have strong relationships across the government technology ecosystem, deep understanding of public procurement and tendering processes, and the ability to drive complex, large-scale system integration opportunities involving multiple technology OEMs and solution partners.

×       The candidate will be responsible for positioning and selling a comprehensive IT portfolio covering Servers, Storage, Networking, Backup, Cloud, Cyber Security, Network Security and other digital infrastructure solutions, based on customer requirements and project specifications.

Key Responsibilities

Government Sales & New Business Acquisition

×       Drive new business acquisition and hunting across Central Government Ministries & Departments, NIC, NICSI and PSUs.

×       Identify and develop new government accounts, opportunities and strategic relationships.

×       Own the end-to-end government sales cycle, from account mapping, opportunity identification and budget discovery to specification development, tender participation and contract closure.

×       Develop and maintain relationships with key stakeholders including senior government officials, IT leadership, procurement teams, PSU executives and technical evaluation committees.

×       Identify upcoming projects, technology requirements and procurement plans to build a healthy government sales pipeline.

×       Meet or exceed annual revenue, gross margin and business acquisition targets for the government segment.

Tender & Procurement Management

×       Monitor, identify and qualify government tenders, RFPs, RFQs and large-scale system integration opportunities across relevant government procurement portals.

×       Possess strong hands-on understanding of GeM, CPPP and other government procurement/tendering processes.

×       Lead the sales and bidding teams in developing technically compliant and commercially competitive proposals.

×       Drive pre-tender engagement, requirement understanding and solution positioning in accordance with applicable procurement guidelines.

×       Coordinate with internal teams to ensure complete compliance with tender eligibility, technical, commercial and documentation requirements.

×       Manage the opportunity through the complete tender lifecycle, including pre-bid discussions, technical evaluation, commercial submission, negotiations and award.

System Integration & Multi-OEM Ecosystem

×       Drive system integration opportunities involving multiple technology domains and OEMs based on customer requirements.

×       Work with multiple OEMs, technology partners and solution providers to build the most appropriate technical and commercial solution for each opportunity.

×       Develop strategic relationships with OEMs and partners to secure competitive pricing, solution support, technical assistance, certifications and bid support.

×       Ensure that the sales approach remains OEM-agnostic and customer/project-driven, rather than being restricted to a specific set of OEMs.

×       Collaborate closely with Pre-Sales, Solution Architects and Technical teams to develop integrated solutions covering compute, storage, networking, backup, cloud and cybersecurity.

Strategic Account & Relationship Management

×       Build and maintain strong relationships within NIC, NICSI, Central Government Ministries & Departments and PSUs.

×       Develop account maps and engagement strategies for key government accounts.

×       Identify key decision-makers, influencers and technical stakeholders involved in technology procurement and project evaluation.

×       Establish long-term relationships that enable identification of upcoming requirements and strategic opportunities.

×       Represent the organization in government meetings, customer discussions, pre-bid conferences and industry forums.

Internal Collaboration

×       Work closely with Pre-Sales, Solution Architects, Bid Management, Finance, Legal, Delivery and Operations teams to ensure successful opportunity closure and execution.

×       Provide leadership and direction to the bidding team for large and strategic government opportunities.

×       Coordinate with delivery and technical teams to ensure smooth transition from order closure to project execution.

×       Ensure commercial, contractual and delivery risks are appropriately identified and managed.

Required Qualifications & Skills

×       Experience: 10+ years of B2B/Enterprise Technology Sales experience, with a minimum of 5 years of direct experience in Central Government and PSU sales.

×       Government Ecosystem: Strong experience and relationships across NIC, NICSI, Central Government Ministries/ Departments and PSUs.

×       System Integration: Proven experience selling large-scale IT/system integration solutions rather than only individual products or OEM solutions.

×       Technology Portfolio: Good understanding of Enterprise IT infrastructure including Servers, Storage, Networking, Backup, Cloud, Cyber Security and Network Security.

×       Hunter Profile: Demonstrable track record of new account acquisition, opportunity creation and winning large-scale government projects/tenders.

×       Procurement Expertise: Strong hands-on knowledge of GeM, CPPP, government tendering, RFP/RFQ processes, technical evaluations and commercial bidding.

×       Multi-OEM Experience: Ability to work across multiple OEMs and technology partners and build solutions based on customer requirements.

×       Relationship Management: Strong ability to establish and maintain relationships with senior government stakeholders, PSU executives, IT heads, procurement teams and technical committees.

×       Communication & Negotiation: Excellent presentation, negotiation, influencing and stakeholder management skills.

×       Education:Bachelor's degree in Engineering, Computer Science, Business or a related field. MBA would be an advantage.

Key Success Factors

The successful candidate should demonstrate:

×       Strong Central Government and PSU network

×       Existing relationships across NIC/NICSI and relevant Central Government departments

×       Proven hunter mentality and new-account acquisition capability

×       Experience in system integration / large IT infrastructure projects

×       Strong understanding of government procurement and tendering

×       Ability to manage multi-OEM and multi-technology opportunities

×       Track record of winning large-value government contracts

×       Ability to independently build and manage a government sales pipeline

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Regards,

Rajesh Kumar

AAYAM CONSULTANTS

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