Institutional Sales Government Domain

Institutional Sales Government Domain

Function: Sales & Business Development
Position: Institutional Sales Government Domain
Experience: 8+ Years
Location: Mumbai
Industry: BFSI / Banking Technology / IT Solutions

About the Role

We are looking for an experienced Institutional Sales professional to drive business development and sales of BFSI technology solutions within the Government and Public Sector banking ecosystem.

The role will focus on building relationships with PSU Banks, Regional Rural Banks (RRBs), Government financial institutions and other government-linked banking organizations, with specific emphasis on engaging with their Technology, IT, Digital Banking, Operations and Procurement teams.

The ideal candidate should have strong institutional sales experience and the ability to transition from traditional financial-services/financial-inclusion selling to technology solution sales.

Key Responsibilities

• Develop and manage institutional sales opportunities across PSU Banks, RRBs and Government banking institutions.
• Identify and build relationships with key stakeholders in IT, Technology, Digital Banking, Operations, Procurement and Business functions.
• Generate new business opportunities for BFSI technology products and solutions.
• Understand customer requirements and map them to relevant banking technology solutions.
• Drive the complete sales cycle from lead generation, requirement identification, solution discussion, RFP/RFQ/tender participation, commercial negotiation to closure.
• Track and participate in Government/PSU tenders, RFPs, GeM opportunities and institutional procurement processes, wherever applicable.
• Build a strong network of decision-makers and influencers within the Government banking ecosystem.
• Coordinate with Product, Pre-Sales, Technology and Delivery teams to prepare proposals and solution presentations.
• Conduct customer meetings, product presentations and solution demonstrations.
• Develop and maintain a healthy sales pipeline and achieve assigned revenue targets.
• Monitor competitor activities, upcoming projects and technology initiatives within target institutions.
• Maintain strong post-sales relationships to identify opportunities for cross-selling, upselling and new projects.
• Maintain accurate sales forecasts, opportunity tracking and customer information in CRM.

Target Customer Segment

• Public Sector Banks (PSBs)
• Regional Rural Banks (RRBs)
• Government-owned / Government-linked financial institutions
• Cooperative / government-supported banking institutions
• Other Government and public-sector organizations requiring BFSI technology solutions

Preferred Candidate Profile

• 8+ years of experience in institutional/B2B sales.
• Prior experience selling to PSU Banks, RRBs or Government institutions is preferred.
• Candidates with experience in BFSI technology / banking software / IT solutions sales will be preferred.
• Strong understanding of institutional procurement and government/PSU tendering processes.
• Should have established relationships with relevant stakeholders, particularly in IT/Technology/Digital Banking departments of banks.
• Experience in financial inclusion, banking services or related domains can be considered, provided the candidate demonstrates the ability to sell technology solutions and has access to relevant technology decision-makers.
• Strong communication, presentation, negotiation and relationship-management skills.
• Ability to independently develop a sales pipeline and convert institutional opportunities into business.
• Willingness to travel extensively for customer meetings and business development.

Key Success Measures

• New institutional accounts acquired
• Qualified sales pipeline generated
• Revenue/business closed from Government & PSU institutions
• Number and value of RFP/tender opportunities converted
• New relationships established with IT/Technology decision-makers
• Customer engagement and account development
• Cross-selling and expansion within existing institutional accounts