[ref. n57505900] Manager - Government Sales - IT (5-10 yrs)

Job Title : Sales Manager - Government Vertical

Nature of work :

The incumbent would be responsible for managing the entire gamut of sales operations of the assigned Govt. accounts in different regions thereby achieving the sales target

Qualification and Experience :

• The Candidate should possess an MBA and/or an engineering degree with a specialization in sales & marketing from a reputable institution.
• They must have 5-10 years of experience in selling software products and IT-enabled solutions, including at least 4-5 years specifically in software solutions/Web applications sales within government sectors.

Skill Set Required :

• Demonstrated success in selling customised software solutions.
• Familiarity with the procurement cycles of government entities (State, Central Ministries, and PSUs) and deep understanding of the dynamics within the Government sector. Effectively cultivates relationships with system integrators to enhance market penetration.
• Proven history of achieving consistently high performance and acquiring new business.
• Proficiency in forecasting future sales trends and devising corresponding sales strategies.
• Strong capabilities in account management and business acumen.
• Experience collaborating with SIs and partners on intricate, large-scale deals.
• Expertise in strategic planning and executing market plans, including competitor and market analysis.
• Skilled in developing relationships at the C level within customer organizations.
• Should have good experience with Central and State PSU/Nodal Agency (MietY, NIC, CSIR. etc.)
• Should have a good knowledge of tender documentation.
• Should have good knowledge of GeM portal
• Should have good knowledge about the buying process in Central and State govt. companies.
• Must have experience in bidding for large deals in the government sector.

Key Responsibilities :

• The Business Development Manager (BDM) will be responsible for PAN India - Central and State govt.
• Help customers in creation of RFPs .
• The BDM will also be responsible for stitching alliances to crack deals.
• To target the set of target PSU/Department and create a pipeline of qualified opportunities in conjunction with key stakeholders.
• To manage the local alliance/sales partners and source business through them.
• Drive revenue generation through direct sales and marketing of products and services.
• Lead efforts in identifying and converting prospective clients into satisfied customers.
• Contribute to business planning and execute strategies to expand the customer base in designated geographical areas and verticals.
• Manage government accounts across various regions effectively.
• Continuously qualify and develop new opportunities and prospects.
• Strategically position products and solutions.
• Ensure effective account management and cultivate strong customer relationships, aiming for maximum satisfaction and facilitating repeat purchases, upgrades, and cross-sales.
• Excel in delivering presentations and organizing product demonstrations within government sectors, influencing product specifications and enhancing company competitiveness in tenders.
• Foster and maintain robust business relationships with key customers to uphold high satisfaction levels.
• Create compelling value propositions tailored to the government segment.
• Conduct competitive analysis to stay informed about market trends and achieve targeted market share metrics.

Desired Profile the candidate must have :

• Extensive expertise in the tendering processes of PSUs and government agencies.
• Proficiency in navigating the Govt Gem Portal from both supplier and customer perspectives.
• Capability to provide nationwide sales support and assistance to prospective customers.
• Ability to analyze and comprehend competitors' vulnerabilities in tendering and bidding processes.