Key Accounts Manager – Defence

IROV Technologies Pvt. Ltd.; India; Hybrid; INR 800,000 - 1,500,000; Full time

Job summary

IROV TECHNOLOGIES PRIVATE LIMITED is seeking a skilled professional to drive sales growth across Defence and MHA accounts in Delhi. The role involves supporting B2G sales activities, managing relationships with government organizations, and ensuring successful tender execution. Requirements include a Bachelor's degree in Engineering and 5–10 years of B2G/B2B technical sales experience. Strong communication skills and knowledge of procurement processes are essential.

Qualifications

• 5–10 years of experience in B2G/B2B technical sales, preferably in Defence or MHA.
• Exposure to government tenders, GeM portal, and RFPs is required.
• Knowledge of B2G and defence procurement processes.

Responsibilities

• Achieve annual sales targets for Defence & MHA accounts.
• Build and manage relationships with Defence organizations.
• Support the end-to-end B2G sales cycle.
• Prepare techno-commercial proposals for government tenders.
• Coordinate with operations and finance for execution.
• Develop partnerships with system integrators and PSUs.
• Maintain sales MIS, pipeline data, and reports.

Skills

Technical sales experience

Communication skills

Proposal drafting

Stakeholder engagement

Government tender knowledge

Education

Bachelor’s degree in Engineering (Civil / Mechanical / Electronics)

Job description

To support and drive sales growth across Defence, MHA, and allied government accounts by assisting in end-to-end B2G sales activities, stakeholder coordination, and execution follow-ups.

Key Responsibilities

• Support the achievement of annual sales targets across Defence & MHA accounts.
• Assist in building and managing relationships with Defence organizations - Navy, ICG, MHA, State Police, Fire & Rescue Services, SDRF/NDRF, and Disaster Management Authorities.
• Support the end-to-end B2G sales cycle, including lead generation, proposal preparation, tender participation, negotiations, contract closure, execution coordination, and collections follow-up.
• Assist in the preparation of techno-commercial proposals for government tenders, RFPs, and strategic projects.
• Coordinate closely with operations and finance teams to ensure timely execution and payment realization.
• Support development of partnerships with system integrators (SIs), PSUs, and regional partners.
• Maintain sales MIS, pipeline data, forecasts, and periodic reports for management review.

Required Qualification & Experience

• Education: Bachelor’s degree in Engineering (Civil / Mechanical / Electronics) or related discipline.
• Experience: 5–10 years of experience in B2G / B2B technical sales, preferably in Defence, MHA, Police, or Disaster Management domains.
• Exposure to government tenders, GeM portal, RFPs, and proposal coordination is required.

Technical / Functional Skills

• Working knowledge of B2G and defence procurement processes (DAP, GeM, state procurement).
• Proposal drafting and tender documentation coordination.
• Sales MIS, pipeline tracking, and reporting.

Behavioural / Soft Skills

• Strong communication and presentation skills.
• Ability to engage professionally with government officials and senior stakeholders.
• Consultative mindset with strong follow-up and coordination abilities.
• Ownership-driven, disciplined, and execution-focused approach.