Government Sales Leader

Position: -             Government Sales Leader  

Company:           Esconet - www.esc.co.in 

Location: -             Okhla Phase 1, New Delhi

Experience: –       12-15+ Yrs.

Package: –           50-60 LPA(50-50)

Industry:              IT Infrastructure / IT Products & Solutions / Cloud

Job Description:

Position Overview

×       We are in search of a dynamic and strategically focused Government Sales Leader with a successful history of net-new business acquisition ('hunting') within the Central Government and PSU ecosystem.

×       This role will be pivotal in expanding our System Integration business across Central Government Ministries & Departments, NIC, NICSI, and Public Sector Undertakings (PSUs).

×       The successful candidate will possess robust relationships within the government technology landscape, a comprehensive understanding of public procurement and tendering protocols, and the capability to spearhead complex, large-scale system integration projects that involve multiple technology OEMs and solution partners.

×       The incumbent will be tasked with positioning and marketing a broad IT portfolio that includes Servers, Storage, Networking, Backup, Cloud, Cyber Security, Network Security, and other digital infrastructure solutions, tailored to meet customer needs and project requirements.

Key Responsibilities

Government Sales & New Business Acquisition

×       Drive new business acquisition and hunting initiatives across Central Government Ministries & Departments, NIC, NICSI, and PSUs.

×       Identify and cultivate new government accounts, opportunities, and strategic alliances.

×       Oversee the end-to-end government sales cycle, from account mapping and opportunity identification to budget evaluation, specification development, tender participation, and contract finalization.

×       Forge and sustain relationships with key stakeholders, including senior government officials, IT leadership, procurement teams, PSU executives, and technical evaluation committees.

×       Identify forthcoming projects, technology needs, and procurement strategies to establish a robust government sales pipeline.

×       Achieve or surpass annual revenue, gross margin, and business acquisition objectives for the government segment.

Tender & Procurement Management

×       Track, assess, and qualify government tenders, RFPs, RFQs, and significant system integration opportunities through relevant government procurement platforms.

×       Possess a solid, hands-on understanding of GeM, CPPP, and other government procurement/tendering procedures.

×       Lead the sales and bidding teams in crafting technically compliant and commercially viable proposals.

×       Facilitate pre-tender engagements, requirement clarifications, and solution positioning in alignment with procurement guidelines.

×       Collaborate with internal teams to ensure full compliance with tender eligibility, technical, commercial, and documentation standards.

×       Manage the opportunity throughout the complete tender lifecycle, including pre-bid discussions, technical assessments, commercial submissions, negotiations, and award processes.

System Integration & Multi-OEM Ecosystem

×       Drive system integration projects that involve various technology domains and OEMs based on customer requirements.

×       Collaborate with multiple OEMs, technology partners, and solution providers to design the most suitable technical and commercial solutions for each opportunity.

×       Establish strategic partnerships with OEMs and partners to secure competitive pricing, solution support, technical assistance, certifications, and bid support.

×       Ensure that the sales strategy remains OEM-agnostic and customer/project-centric, rather than limited to specific OEMs.

×       Work closely with Pre-Sales, Solution Architects, and Technical teams to develop integrated solutions encompassing compute, storage, networking, backup, cloud, and cybersecurity.

Strategic Account & Relationship Management

×       Establish and nurture strong relationships within NIC, NICSI, Central Government Ministries & Departments, and PSUs.

×       Create account maps and engagement plans for key government accounts.

×       Identify key decision-makers, influencers, and technical stakeholders involved in technology procurement and project assessments.

×       Build long-term relationships that facilitate the identification of upcoming requirements and strategic opportunities.

×       Act as the organization's representative in governmental meetings, customer discussions, pre-bid conferences, and industry forums.

Internal Collaboration

×       Work in conjunction with Pre-Sales, Solution Architects, Bid Management, Finance, Legal, Delivery, and Operations teams to ensure successful opportunity closure and execution.

×       Provide leadership and guidance to the bidding team for large and strategic government opportunities.

×       Coordinate with delivery and technical teams to ensure a seamless transition from order closure to project execution.

×       Ensure that commercial, contractual, and delivery risks are accurately identified and managed.

Required Qualifications & Skills

×       Experience: A minimum of 10+ years in B2B/Enterprise Technology Sales, including at least 5 years of direct experience in Central Government and PSU sales.

×       Government Ecosystem: Extensive experience and established relationships across NIC, NICSI, Central Government Ministries/ Departments, and PSUs.

×       System Integration: Proven expertise in selling large-scale IT/system integration solutions, rather than solely individual products or OEM solutions.

×       Technology Portfolio: Strong understanding of Enterprise IT infrastructure, including Servers, Storage, Networking, Backup, Cloud, Cyber Security, and Network Security.

×       Hunter Profile: Clear record of new account acquisition, opportunity creation, and securing large-scale government projects/tenders.

×       Procurement Expertise: In-depth knowledge of GeM, CPPP, government tendering, RFP/RFQ processes, technical evaluations, and commercial bidding.

×       Multi-OEM Experience: Proven ability to collaborate with multiple OEMs and technology partners to develop solutions based on customer requirements.

×       Relationship Management: Exceptional ability to build and sustain relationships with senior government stakeholders, PSU executives, IT heads, procurement teams, and technical committees.

×       Communication & Negotiation: Strong presentation, negotiation, influencing, and stakeholder management skills.

×       Education: Bachelor's degree in Engineering, Computer Science, Business, or a related field. An MBA would be advantageous.

Key Success Factors

The ideal candidate will exhibit:

×       A strong Central Government and PSU network

×       Existing relationships across NIC/NICSI and pertinent Central Government departments

×       A pronounced hunter mentality and capability for new-account acquisition

×       Experience in system integration / large IT infrastructure projects

×       A robust understanding of government procurement and tendering

×       The ability to manage multi-OEM and multi-technology opportunities

×       A proven track record of securing large-value government contracts

×       The capacity to independently build and maintain a government sales pipeline

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Regards,

Rajesh Kumar

AAYAM CONSULTANTS

Cell: - 9311232179/ 7011595674  

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