Sales account manager - defense & psu

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, Ge M, 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 Ge M 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 Ge M, Government tenders, RFP/RFQ, EOI, and procurement processes. Experience in B2 G/B2 B 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.