Government Sales Leader

Esconet Technologies Limited; Delhi; In loco; INR 1.800.000 - 3.200.000; Tempo pieno

Descrizione del lavoro

Esconet Technologies Limited seeks an experienced Government Sales Leader to drive net-new business within Central Government Ministries and PSUs. You will own the full sales lifecycle across system integration, coordinating with multiple OEMs and partners to deliver comprehensive IT infrastructure solutions.

The role requires deep procurement knowledge (GeM, CPPP) and proven hunter capabilities to build and manage a robust government sales pipeline and close large-scale opportunities.

Competenze

• 10+ years of B2B/Enterprise technology sales experience with a focus on Central Government and PSUs.
• Strong relationships across NIC, NICSI, Central Government ministries and PSUs.
• Proven track record in selling large-scale IT/system integration solutions.

Mansioni

• Drive new government business acquisition across Central Government, NIC, NICSI and PSUs.
• Own end-to-end government sales lifecycle from account mapping to contract closure.
• Develop relationships with senior government officials, IT leadership and procurement teams.

Conoscenze

B2B sales

Government sales

System integration

Procurement

GeM/CPPP

Negotiation

Relationship management

Stakeholder management

Formazione

Bachelor's degree in Engineering/Computer Science or related field

Descrizione del lavoro

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.
• 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