Head of Corporate Sales

CAPEON · India

Key Responsibilities

• Develop and execute the Government and PSU sales strategy to achieve revenue targets and expand the Company's footprint across Central Government, State Governments, Ministries, PSUs, and autonomous bodies.
• Identify, qualify, and acquire new business opportunities across Defence, Railways, Smart Cities, Healthcare, Energy, Infrastructure, and other Government segments — leveraging the Company's existing empanelment with RBI, SEBI, NIC, CERT-In, and SBI.
• Manage the complete tender lifecycle — identification, bid qualification, proposal preparation, RFP/RFQ responses, commercial submissions, and post-award coordination — ensuring competitive and compliant submissions.
• Build and maintain senior-level relationships with Government procurement officials, decision-makers, and strategic partners across target departments and organisations.
• Lead solution selling engagements — presenting IS audit, cybersecurity, IT assurance, and IT governance services to Government and PSU stakeholders with credibility and technical awareness.
• Develop long-term key account management strategies for existing and new Government clients, ensuring retention, expansion, and strong client satisfaction.
• Monitor Government procurement trends, GeM portal activity, CPP Portal opportunities, policy changes, and competitor activity — providing management with timely market intelligence.
• Represent organization at Government forums, conferences, trade exhibitions, and industry events to build brand presence and develop new relationships.
• Prepare and present regular sales forecasts, pipeline reports, and MIS updates to the Managing Director and senior leadership.
• Collaborate with Operations, Legal, Finance, and Delivery teams to ensure seamless project handover and successful execution post-award.

What We Are Looking For

• 12 to 18+ years of experience in Government sales, PSU business development, institutional sales, or enterprise sales — with a proven track record of closing multi-crore Government contracts.
• Strong working knowledge of Government procurement processes — GeM portal, CPP Portal, RFPs, RFQs, tendering procedures, L1 bidding, and NICSI/empanelment-based engagements.
• Existing relationships and an active network across Central Government ministries, State Governments, PSUs, Defence, Railways, Smart Cities, or other public sector organisations.
• Experience selling Technology, IT Services, Cybersecurity, Consulting, Professional Services, or Infrastructure Services to Government and institutional clients.
• Commercially sharp, self-driven, and comfortable managing long Government sales cycles with multiple stakeholders and complex procurement requirements.
• Willingness to travel extensively across India for client meetings, bid presentations, and stakeholder engagement.