Job Description JOB DESCRIPTION – SALES ACCOUNT MANAGER (DEFENSE & PSU)
n Position: Sales Account Manager – Defense & PSU
n Experience: 10-12 Years
n Location: Banglore
n Department: Sales / Business Development
n Reporting To: Sales Head / Business Head
n Job Summary
n 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.
n The role requires strong knowledge of Government/PSU procurement, GeM, tendering processes, and enterprise IT solutions, along with excellent customer relationship and negotiation skills.
n Key Responsibilities
n n Develop and manage relationships with Defense organizations, Government departments, and PSUs.
n Identify new business opportunities and grow existing customer accounts.
n Generate and maintain a strong sales pipeline and achieve assigned revenue targets.
n Identify and track Government/Defense/PSU tenders, RFPs, RFQs, EOIs, and GeM opportunities.
n Manage the complete sales cycle from lead generation to order closure.
n Understand tender requirements and coordinate with internal teams for technical and commercial submissions.
n Coordinate preparation of technical bids, commercial proposals, BOQs, compliance documents, and other tender documentation.
n Coordinate with OEMs, system integrators, distributors, and technology partners for pricing, technical inputs, and bid submissions.
n Understand customer requirements and propose suitable IT Infrastructure, Networking, Cybersecurity, Cloud, Data Center, and Managed Services solutions.
n Coordinate with presales and technical teams for customer presentations, solution discussions, and demonstrations.
n Conduct regular customer meetings and maintain solid relationships with key decision-makers and procurement/technical teams.
n Track opportunities, prepare sales forecasts,



and provide regular pipeline and account updates to management.
n Monitor market trends, competitor activities, upcoming projects, and government procurement opportunities.
n Ensure timely follow-up on proposals, negotiations, purchase orders, and account closures.
n Travel as required for customer meetings, tenders, and business-development activities.
n n Required Skills
n n Strong experience in Defense / Government / PSU sales and account management.
n Good knowledge of GeM, Government tenders, RFP/RFQ, EOI, and procurement processes.
n Experience in B2G/B2B enterprise technology sales.
n Understanding of IT Infrastructure, Networking, Cybersecurity, Cloud, Data Center, or Managed Services.
n Strong business development, account management, negotiation, and relationship-building skills.
n Excellent communication, presentation, and interpersonal skills.
n Strong sales, commercial, and negotiation acumen.
n Ability to manage long sales cycles and multiple stakeholders.
n Strong follow-up and coordination skills.
n Willingness to travel extensively.
n n Qualification & Experience
n n Bachelor's degree in Engineering, Computer Science, Business Administration, Marketing, or a related field.
n MBA in Sales/Marketing will be an added advantage.
n 10-12 years of relevant experience in sales/account management.
n Experience with Defense, Government, PSU, System Integrators, IT Infrastructure, Networking, Cybersecurity, Data Center, Cloud, or Managed Services preferred.
n Existing relationships with Defense/Government/PSU customers will be an advantage.
n n Key Performance Indicators
n n Achievement of assigned sales and revenue targets.
n New business and account acquisition.
n Growth of existing Defense/PSU accounts.
n Sales pipeline and opportunity generation.
n Tender/RFP participation and conversion.
n Customer relationship and retention.
n Sales forecast accuracy and profitability.
n n 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.

📌 Sales Account Manager - Defense & PSU (Hyderabad)
🏢 siliconops.ai
📍 Hyderabad