Sales Manager- Government

Zoho; Gurugram District; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Zoho is seeking an experienced Sales Manager for Government to develop business opportunities across Indian Railways and Defence, leveraging GeM and IREPS for tendering. The role requires deep sector exposure, strong stakeholder networks, and proven BD capabilities in government sales.

You will manage the full tender lifecycle, coordinate with cross-functional teams, and drive bids from opportunity to closure, including complex negotiations and compliance checks. Based in Gurugram, India.

Qualifications

• 8–10 years of Government Sales / Business Development experience.
• Demonstrated exposure to Indian Railways and Defence is essential.
• Hands-on knowledge of GeM and IREPS and Government tendering processes.
• Experience in IT solutions or B2G products may be considered.

Responsibilities

• Railways & Defence BD: identify, develop and convert opportunities across Indian Railways, Defence Services, MoD organisations and PSUs.
• Pipeline Development: identify tenders, procurement plans and customer requirements to build a sustainable pipeline.
• Customer Relationships: maintain relations with decision-makers, procurement teams and end users in Railways/Defence.
• Government Tendering: manage tender lifecycle including submissions and documentation.
• GeM & IREPS: search, bid preparation and online bid submission; experience with railway procurements is important.
• Opportunity Qualification: evaluate RFIs/RFPs/tenders for technical and strategic fit.
• Proposal & Bid Management: coordinate technical/commercial proposals and tenders.
• Solution Selling: define solutions with internal teams; IT sales exp is a plus.
• Sales Closure: drive opportunities from engagement to order.
• Cross-functional Coordination: work with legal, finance, delivery and other teams.

Skills

Government sales

Railways

Defence

GeM & IREPS

Tendering

Stakeholder management

Proposal management

Tools

GeM

IREPS

Job description

Job Description: SalesManager - Government

JobOverview:

We are looking for an experienced and results-driven Manager –Government Sales to develop and drive business opportunities across Governmentsectors, with a strong focus on Indian Railways and Defence.

The ideal candidate should have established exposure andrelationships within Railways and Defence, along with hands-on understanding ofGovernment procurement and tendering processes. Candidates from non-IT salesbackgrounds may also be considered, provided they have strong sectoralexposure, relevant customer relationships and demonstrated business developmentexperience within Railways and/or Defence.

KeyResponsibilities:

• Railways & Defence Business Development: Identify, develop andconvert business opportunities across Indian Railways, Defence Services, MoDorganisations and associated Government/PSU entities.
• Pipeline Development: Proactively identify upcoming projects,tenders, procurement plans and customer requirements and build a sustainableopportunity pipeline.
• Customer Relationships: Develop and maintain relationships withkey decision-makers, technical stakeholders, procurement teams and end userswithin Railways and Defence.
• Government Tendering: Manage the complete tender lifecycle,including opportunity identification, tender evaluation, bid preparation,compliance, documentation and technical/commercial submissions.
• GeM & IREPS: Strong working knowledge and hands-on experienceof GeM and IREPS, including tender search, bid preparation and online bidsubmission. Experience with IREPS for Railway procurement is particularlyimportant.
• Opportunity Qualification: Evaluate RFIs, RFPs and tenders fortechnical, commercial and strategic fit and coordinate internally forbid/no-bid decisions.
• Proposal & Bid Management: Coordinate preparation of technicaland commercial proposals, presentations, tender responses and supportingdocumentation.
• Solution Selling: Understand customer requirements and work withinternal technical/product teams to develop and position suitable solutions.Prior IT solution sales experience is preferred but not mandatory.
• Sales Closure: Drive opportunities from initial customerengagement through tendering, negotiations and order closure.
• Cross-functional Coordination: Work closely with technical,commercial, finance, legal and delivery teams to ensure timely and compliantsubmissions and subsequent execution.

KeyRequirements:

• 8–10 years of Government Sales / Business Development experience.
• Demonstrated exposure to Indian Railways and Defence is essential.
• Existing relationships/inroads with relevant stakeholders inRailways and/or Defence will be strongly preferred.
• Hands-on knowledge of both GeM and IREPS and Government tenderingprocesses.
• Candidates with experience in IT solutions, technology products,electronics, telecom, engineering systems or other relevant B2Gproducts/services may be considered.
• Non-IT Government sales candidates can also be considered wherethey demonstrate strong Railway/Defence market access and the ability tounderstand and sell technology-led solutions.
• Experience across Central/State Government organisations, PSUs andLogistics would be an added advantage.
• Strong business development, communication, negotiation andstakeholder-management skills.
• Ability to independently develop opportunities and manage multipleGovernment bids/tenders simultaneously.