Role & responsibilities

Business Manager IT Government Sales and Channel Partner Management.

Position Overview: We are looking for an experienced Business Manager IT Products Sales to drive business growth across Government and PSU accounts through Channel Partners. The role will focus on developing and managing a strong channel ecosystem, opportunities, enabling partners to participate in large-volume deals, including Tenders and GeM opportunities, and driving revenue, profitability, and market expansion.

Preferred Candidate Profile: 8 to 10 years of experience in IT products/solutions sales, preferably with strong Government/PSU and Channel Sales exposure. Proven experience in partner-led business development and channel management.

Experience working with System Integrators, Resellers, and Government-focused Channel Partners. Strong understanding of Government/PSU procurement, tenders, RFPs, and GeM.

Experience selling IT products. Strong understanding of channel margins, partner incentives, deal registration, pricing, and distribution models. Excellent relationship management, negotiation, presentation, and communication skills. Robust commercial acumen with the ability to manage targets and profitability.

Key Responsibilities

Channel Partner Development: Identify, appoint, onboard, and develop suitable Channel Partners, System Integrators, Resellers, and Government-focused IT partners. Build strong and productive relationships with key channel partners. Develop partner-wise business plans, sales targets, and growth strategies.

Conduct regular partner reviews and drive pipeline, revenue, and profitability. Train and enable partners on the company's IT products, solutions,



pricing, and value proposition. Develop partner coverage across Central Government, State Government, PSUs, and other government institutions.

Government & PSU Business Development: Identify and develop business opportunities within Government departments, PSUs, autonomous bodies, and government institutions. Work closely with Channel Partners to map accounts, projects, decision-makers, consultants, and procurement teams. Build a healthy pipeline of government/PSU opportunities and track them through the complete sales cycle.

Develop account plans for strategic Government and PSU customers. Monitor upcoming tenders, RFPs, RFQs, GeM opportunities, and large IT infrastructure projects.

Tender & GeM Business: Support Channel Partners in identifying and qualifying GeM, tender, RFP, EOI, and government procurement opportunities. Coordinate with partners, OEMs, presales, and internal bid teams for technical and commercial submissions. Review tender specifications, eligibility requirements, BoQ, compliance criteria, and commercial conditions.

Work with partners to position the company's products and solutions appropriately in government requirements. Track tender status, bid participation, technical evaluation, commercial opening, L1/L2 status, and order closure.



Ensure compliance with company pricing, discount, and approval policies.

Sales & Revenue Management: Achieve assigned revenue, gross margin, order booking, and partner-led sales targets. Maintain an accurate sales pipeline and provide regular forecasts to management. Drive business conversion from opportunity identification through order booking and delivery.

Identify cross-selling and up-selling opportunities across the IT product portfolio. Monitor competitor pricing, products, channel strategies, and market movements. Ensure timely collections and support partners in resolving commercial or operational issues.

Internal Coordination: Work closely with technology partners, presales, finance, logistics, and service teams. Obtain necessary deal registrations, special pricing, project pricing, and bid support. Coordinate with partners for POC, demonstrations, technical workshops, and solution presentations. Ensure smooth order execution, supply, invoicing, and after-sales support.

Preferred candidate profile

8+ years in Government Sales and Channel Partner Management within the IT Products/OA industry. Proven track record in government/institutional sales, tenders, and large-value IT projects. Strong experience in channel development, partner onboarding, relationship management, and revenue growth.

Excellent understanding of IT products, distribution networks, and market dynamics. Strong negotiation, communication, stakeholder management, and business development skills. Ability to manage sales targets, key accounts, government relationships, and strategic partners.

📌 Business Manager IT Government Sales and Channel Partner Management (Gurugram)
🏢 Computers India
📍 Gurugram