We are looking for an experienced Public Sector Sales / Business Development Manager to drive revenue growth and business expansion within the Government and PSU sectors.
Key Responsibilities:
1. Sales & Pipeline Management
Own revenue, margin, and business growth targets for the Public Sector business unit.
Identify, qualify, and close end-to-end sales opportunities across Central Government departments, Smart City initiatives, PSUs, State govt centres, and Education/Research institutions.
Develop and execute account plans for key state and central government accounts.
2. Tender, RFP & Bid Management
Lead end-to-end bid management, including evaluating EOI, RFI, RFP, and public tender notices.
Coordinate with pre-sales, solution architects, finance, and legal teams to structure compliant, technically sound, and commercially competitive proposals.
Ensure strict adherence to government procurement policies, eligibility criteria, and regulatory guidelines.
3. Partner & OEM Ecosystem Collaboration
Work closely with major Public Cloud OEMs (AWS, Microsoft Azure, GCP) to leverage public sector funding, incentives, and joint go-to-market programs.
Partner with System Integrators (SIs), Managed Service Providers (MSPs), and channel partners participating in large government consortia.
4. Solution Positioning & Domain Alignment
Position Public Cloud offerings—Infrastructure as a Service (IaaS), Platform as a Service (PaaS), Software as a Service (SaaS), Cloud Migration, Backup/DR, and Managed Cloud Services.
Align technical solutions with government security, data sovereignty, and compliance frameworks (e.g., MeitY empanelment, ISO certification standards).
5. Stakeholder Engagement
- Establish relationships with key decision-makers: IT Directors, Secretaries, CTOs, NIC leads, Consultants (e.g., PwC, EY, KPMG), and project implementation units.
Required Qualifications & Experience
Education: Bachelor’s degree, MBA or relevant Master's degree preferred.
Experience: 5–6+ years of total experience in B2B IT sales/business development, with at least 3–4 years specifically focused on selling Public Cloud services to the Government & PSU sector.
Cloud Knowledge: Strong understanding of AWS, Microsoft Azure, or Google Cloud services, cloud pricing models, and hybrid/multi-cloud enterprise architectures.
Procurement Expertise: Proven experience with government procurement portals (e.g., GeM - Government e-Marketplace, e-Procurement), tender documentation, and contract negotiation.
Key Skills & Competencies
B2G Strategy: Deep understanding of Government procurement workflows, budgeting cycles, and public tender dynamics.
Relationship Management: Ability to engage and build trust with senior government leadership and external partners/SIs.
Commercial Acumen: Expertise in pricing structures, deal sizing, margin management, and contract terms.
Communication & Negotiation: Strong presentation, written bid, and negotiation skills.
Public Sector Sales, B2B IT Sales, Government Sales (B2G), Public Cloud Sales, Business Development, AWS, Microsoft Azure, Google Cloud Platform (GCP), Cloud Solutions, IaaS, PaaS, SaaS, Cloud Migration, Managed Cloud Services, Government Tender Management, RFP/EOI/RFI Management, GeM Portal, e-Procurement, Bid Management, Government Procurement, PSU Sales, Account Management, Pipeline Management, OEM Relationship Management, Partner & SI Management, Contract Negotiation, Commercial Negotiation, Revenue & Margin Management, Stakeholder Management, Government Account Management, Hybrid & Multi-Cloud Architecture.