Job Description

JOB DESCRIPTION – SALES ACCOUNT MANAGER (DEFENSE & PSU)

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Position: Sales Account Manager – Defense & PSU

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Experience: 10-12 Years

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Location: Banglore

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Department: Sales / Business Development

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Reporting To: Sales Head / Business Head

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Job Summary

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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.

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

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Key Responsibilities

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

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

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

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