Regional Sales Manager (Govt. & PSU)

Accops Systems; New Delhi; On-site; INR 1,800,000 - 4,000,000; Full time

Job summary

Accops Systems in India is seeking a seasoned sales professional to lead Govt./PSU accounts from seeding to closure. You will manage major government and public sector relationships in Delhi/NCR or Hyderabad, and travel for field meetings as needed.

The role requires deep knowledge of Accops solutions, ability to map IT services to business value, and experience driving pre-sales, SOWs, and proposals. You will nurture strategic accounts and push for standardized adoption across teams.

Qualifications

• 7–8 years of relevant Govt./PSU account management experience.
• Cyber security know-how.
• CASB, ZTNA, SSL VPN, VDI, WVD, DaaS, Cloud know-how.
• Preferably with SI background.
• Ability to map IT services to business value and articulate ROI.
• Experience selling to Public Sector is helpful.
• Knowledge of Accops products is a plus.
• Travel within territory as needed.

Responsibilities

• Make accounts standardized on Accops solutions.
• Manage Govt./PSU Accounts in North/South; Delhi/NCR or Hyderabad; conduct field meetings when required.
• Manage Sales Cycle from Seeding to closure, Commercials, Negotiations, Licensing.
• Account Management.
• In-depth sales knowledge of Accops solutions and products.
• Establish relationships with global, national and local management consulting firms.
• Demonstrate sales presentation skills.
• Lead pre-sales to define technical solutions, assist with SOWs and deliver proposals.
• Open to travelling for business.

Skills

Strong communication

Ownership

Collaborator/ team player

Thought leadership

Proactive

Self-motivated

Analytical

Adaptable

Job description

Role and Responsibilities

• Work towards the long-term goal of making accounts standardize on Accops solutions.
• Managing Govt./PSU Accounts in the North/South and should be native of Delhi/NCR or Hyderabad who will do the Field Meetings when required.
• Managing Sales Cycle from Seeding to closure, Commercials, Negotiations, Licensing.
• Account Management.
• In depth sales knowledge of Accops solutions and products.
• Establish relationships with global, national and local management consulting firms.
• Demonstrate sales presentation skills.
• Leading and collaborating pre-sales efforts to define technical solutions, assist with Statements of Work and deliver proposals.
• Open to travelling for business.

Soft Skills Required

• Strong communication skills (both written and verbal) is a must
• Take ownership
• Collaborator/ team player
• Thought leadership
• Sincere
• Proactive
• Self-motivated
• Analytical
• Adaptable

Mandatory

• Relevant Experience in managing Govt./PSUs for 7 to 8 years.
• Cyber Security Know how.
• CASB, ZTNA, SSL VPN, VDI, WVD, DaaS, Cloud know how.
• Preferably with SI background.
• Prospect for new business and customer engagement, working with Accops Solutions Advisor (ASA) partners to increase Accops product knowledge and efficiencies, and whenever possible, using ISV, products, projects of national importance and alliance relationships to drive sales into end user accounts.
• Knowledge of IT Services (especially Virtualization Domain) and the ability to articulate the business value of those services.
• An all-encompassing position that requires the individual to move the transaction through the entire sales cycle.
• Solidify existing customer accounts and elevate Accops to a more strategic position within most accounts.
• Must be able to sell Accops solution as a platform within the assigned accounts and change the role that IT plays within that account from being considered a cost burden to a strategic deployment.
• Manage complex sales campaigns while managing a diverse set of partners within the same accounts.
• Match the Accops solution to the customers business needs, challenges, and technical requirements.
• Drive Accops transaction sales business in conjunction with Accops, solutions engineer system integrators, OEMs and channel partners.
• Develop opportunities into working (real) funnel valued at more times expected revenue goals on an ongoing basis.
• Map and maintain relationships at all levels within the complete government accounts echo system - IT Heads, policymakers, consultants, advisors, partners and other key decision-makers and influencers.
• Work towards the long-term goal of making accounts standardized on Accops solutions.

Good to have

• Ability to travel within assigned territory and other locations including corporate headquarters.
• Experience working for a software company a plus.
• Knowledge of sales techniques and processes, understanding customer needs, overcoming objections, return on investment analysis and closing the sale.
• Experience in selling to Public Sector customers is helpful.
• Knowledge of Accops products is a plus.
• Knowledge of complementary hardware and software solutions.