Position:- Government Sales Leader

Company- Esconet - www.esc.co.in

Location- Okhla Phase1 , New Delhi

Experience – 12-15 + Yrs.

Package – 50-60 LPA(50-50)

Industry: IT Infrastructure / IT Products & Solutions / Cloud

Job Description:

Position Overview

× We are seeking a high-caliber, strategically minded Government Sales Leader with a proven track record of net-new business acquisition ('hunting') within the Central Government and PSU ecosystem.

× The role will be responsible for driving the growth of our System Integration business across Central Government Ministries & Departments, NIC, NICSI and Public Sector Undertakings (PSUs).

× The ideal candidate will have strong relationships across the government technology ecosystem, deep understanding of public procurement and tendering processes, and the ability to drive complex, large-scale system integration opportunities involving multiple technology OEMs and solution partners.

× The candidate will be responsible for positioning and selling a comprehensive IT portfolio covering Servers, Storage, Networking, Backup, Cloud, Cyber Security, Network Security and other digital infrastructure solutions, based on customer requirements and project specifications.

Key Responsibilities

Government Sales & New Business Acquisition

× Drive new business acquisition and hunting across Central Government Ministries & Departments, NIC, NICSI and PSUs.

× Identify and develop new government accounts, opportunities and strategic relationships.

× Own the end-to-end government sales cycle, from account mapping, opportunity identification and budget discovery to specification development, tender participation and contract closure.

× Develop and maintain relationships with key stakeholders including senior government officials, IT leadership, procurement teams, PSU executives and technical evaluation committees.

× Identify upcoming projects, technology requirements and procurement plans to build a healthy government sales pipeline.

× Meet or exceed annual revenue, gross margin and business acquisition targets for the government segment.

Tender & Procurement Management

× Monitor, identify and qualify government tenders, RFPs, RFQs and large-scale system integration opportunities across relevant government procurement portals.

× Possess strong hands-on understanding of GeM, CPPP and other government procurement/tendering processes.

× Lead the sales and bidding teams in developing technically compliant and commercially competitive proposals.

× Drive pre-tender engagement,



requirement understanding and solution positioning in accordance with applicable procurement guidelines.

× Coordinate with internal teams to ensure complete compliance with tender eligibility, technical, commercial and documentation requirements.

× Manage the opportunity through the complete tender lifecycle, including pre-bid discussions, technical evaluation, commercial submission, negotiations and award.

System Integration & Multi-OEM Ecosystem

× Drive system integration opportunities involving multiple technology domains and OEMs based on customer requirements.

× Work with multiple OEMs, technology partners and solution providers to build the most appropriate technical and commercial solution for each opportunity.

× Develop strategic relationships with OEMs and partners to secure competitive pricing, solution support, technical assistance, certifications and bid support.

× Ensure that the sales approach remains OEM-agnostic and customer/project-driven, rather than being restricted to a specific set of OEMs.

× Collaborate closely with Pre-Sales, Solution Architects and Technical teams to develop integrated solutions covering compute, storage, networking, backup, cloud and cybersecurity.

Strategic Account & Relationship Management

× Build and maintain robust relationships within NIC, NICSI, Central Government Ministries & Departments and PSUs.

× Develop account maps and engagement strategies for key government accounts.

× Identify key decision-makers, influencers and technical stakeholders involved in technology procurement and project evaluation.

× Establish long-term relationships that enable identification of upcoming requirements and strategic opportunities.

× Represent the organization in government meetings, customer discussions, pre-bid conferences and industry forums.

Internal Collaboration

× Work closely with Pre-Sales, Solution Architects, Bid Management, Finance, Legal, Delivery and Operations teams to ensure successful prospect closure and execution.

× Provide leadership and direction to the bidding team for large and strategic government opportunities.





× Coordinate with delivery and technical teams to ensure smooth transition from order closure to project execution.

× Ensure commercial, contractual and delivery risks are appropriately identified and managed.

Required Qualifications & Skills

× Experience: 10+ years of B2B/Enterprise Technology Sales experience, with a minimum of 5 years of direct experience in Central Government and PSU sales.

× Government Ecosystem: Strong experience and relationships across NIC, NICSI, Central Government Ministries/ Departments and PSUs.

× System Integration: Proven experience selling large-scale IT/system integration solutions rather than only individual products or OEM solutions.

× Technology Portfolio: Good understanding of Enterprise IT infrastructure including Servers, Storage, Networking, Backup, Cloud, Cyber Security and Network Security.

× Hunter Profile: Demonstrable track record of new account acquisition, opportunity creation and winning large-scale government projects/tenders.

× Procurement Expertise: Strong hands-on knowledge of GeM, CPPP, government tendering, RFP/RFQ processes, technical evaluations and commercial bidding.

× Multi-OEM Experience: Ability to work across multiple OEMs and technology partners and build solutions based on customer requirements.

× Relationship Management: Strong ability to establish and maintain relationships with senior government stakeholders, PSU executives, IT heads, procurement teams and technical committees.

× Communication & Negotiation: Excellent presentation, negotiation, influencing and stakeholder management skills.

× Education: Bachelor's degree in Engineering, Computer Science, Business or a related field. MBA would be an advantage.

Key Success Factors

The successful candidate should demonstrate:

× Strong Central Government and PSU network

× Existing relationships across NIC/NICSI and relevant Central Government departments

× Proven hunter mentality and new-account acquisition capability

× Experience in system integration / large IT infrastructure projects

× Strong understanding of government procurement and tendering

× Ability to manage multi-OEM and multi-technology opportunities

× Track record of winning large-value government contracts

× Ability to independently build and manage a government sales pipeline

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Regards,

Rajesh Kumar

AAYAM CONSULTANTS

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📌 Government Sales Leader (India)
🏢 Rajesh Kumar ( Proprietor of Aayam Consultants)
📍 India