Sales Account Manager - Defense & PSU

siliconops.ai · Hyderabad, India

JOB DESCRIPTION – SALES ACCOUNT MANAGER (DEFENSE & PSU)

Position: Sales Account Manager – Defense & PSU

Experience: 10-12 Years

Location: Banglore

Department: Sales / Business Development

Reporting To: Sales Head / Business Head

Job Summary

We are looking for a result-oriented Sales Account Manager with experience in Defense, Government, and PSU sales . The candidate will be responsible for managing key accounts, generating new business opportunities, handling tenders/RFPs, and achieving assigned sales targets.

The role requires strong knowledge of Government/PSU procurement, GeM, tendering processes, and enterprise IT solutions , along with excellent customer relationship and negotiation skills.

Key Responsibilities

• Develop and manage relationships with Defense organizations, Government departments, and PSUs .
• Identify new business opportunities and grow existing customer accounts.
• Generate and maintain a strong sales pipeline and achieve assigned revenue targets.
• Identify and track Government/Defense/PSU tenders, RFPs, RFQs, EOIs, and GeM opportunities .
• Manage the complete sales cycle from lead generation to order closure .
• Understand tender requirements and coordinate with internal teams for technical and commercial submissions.
• Coordinate preparation of technical bids, commercial proposals, BOQs, compliance documents, and other tender documentation .
• Coordinate with OEMs, system integrators, distributors, and technology partners for pricing, technical inputs, and bid submissions.
• Understand customer requirements and propose suitable IT Infrastructure, Networking, Cybersecurity, Cloud, Data Center, and Managed Services solutions.
• Coordinate with presales and technical teams for customer presentations, solution discussions, and demonstrations.
• Conduct regular customer meetings and maintain strong relationships with key decision-makers and procurement/technical teams.
• Track opportunities, prepare sales forecasts, and provide regular pipeline and account updates to management.
• Monitor market trends, competitor activities, upcoming projects, and government procurement opportunities.
• Ensure timely follow-up on proposals, negotiations, purchase orders, and account closures.
• Travel as required for customer meetings, tenders, and business-development activities.

Required Skills

• Strong experience in Defense / Government / PSU sales and account management .
• Good knowledge of GeM, Government tenders, RFP/RFQ, EOI, and procurement processes .
• Experience in B2G/B2B enterprise technology sales .
• Understanding of IT Infrastructure, Networking, Cybersecurity, Cloud, Data Center, or Managed Services.
• Strong business development, account management, negotiation, and relationship-building skills.
• Excellent communication, presentation, and interpersonal skills.
• Strong sales, commercial, and negotiation acumen.
• Ability to manage long sales cycles and multiple stakeholders.
• Strong follow-up and coordination skills.
• Willingness to travel extensively.

Qualification & Experience

• Bachelor's degree in Engineering, Computer Science, Business Administration, Marketing, or a related field .
• MBA in Sales/Marketing will be an added advantage.
• 10-12 years of relevant experience in sales/account management.
• Experience with Defense, Government, PSU, System Integrators, IT Infrastructure, Networking, Cybersecurity, Data Center, Cloud, or Managed Services preferred.
• Existing relationships with Defense/Government/PSU customers will be an advantage.

Key Performance Indicators

• Achievement of assigned sales and revenue targets .
• New business and account acquisition.
• Growth of existing Defense/PSU accounts.
• Sales pipeline and opportunity generation.
• Tender/RFP participation and conversion.
• Customer relationship and retention.
• Sales forecast accuracy and profitability.

Ideal Candidate: A sales professional with strong Defense/PSU relationships, tendering experience, and the ability to drive opportunities from lead generation through negotiation and order closure.