Sales Manager- Government

Job Description: Sales Manager

• Government ​ Job Overview: We are looking for an experienced and results-driven Manager – Government Sales to develop and drive business opportunities across Government sectors, with a strong focus on Indian Railways and Defence. The ideal candidate should have established exposure and relationships within Railways and Defence, along with hands-on understanding of Government procurement and tendering processes. Candidates from non-IT sales backgrounds may also be considered, provided they have strong sectoral exposure, relevant customer relationships and demonstrated business development experience within Railways and/or Defence.

Key Responsibilities

• Railways & Defence Business Development: Identify, develop and convert business opportunities across Indian Railways, Defence Services, MoD organisations and associated Government/PSU entities.
• Pipeline Development: Proactively identify upcoming projects, tenders, procurement plans and customer requirements and build a sustainable opportunity pipeline.
• Customer Relationships: Develop and maintain relationships with key decision-makers, technical stakeholders, procurement teams and end users within Railways and Defence.
• Government Tendering: Manage the complete tender lifecycle, including opportunity identification, tender evaluation, bid preparation, compliance, documentation and technical/commercial submissions.
• GeM & IREPS: Strong working knowledge and hands-on experience of GeM and IREPS, including tender search, bid preparation and online bid submission. Experience with IREPS for Railway procurement is particularly important.
• Opportunity Qualification: Evaluate RFIs, RFPs and tenders for technical, commercial and strategic fit and coordinate internally for bid/no-bid decisions.
• Proposal & Bid Management: Coordinate preparation of technical and commercial proposals, presentations, tender responses and supporting documentation.
• Solution Selling: Understand customer requirements and work with internal technical/product teams to develop and position suitable solutions. Prior IT solution sales experience is preferred but not mandatory.
• Sales Closure: Drive opportunities from initial customer engagement through tendering, negotiations and order closure.
• Cross-functional Coordination: Work closely with technical, commercial, finance, legal and delivery teams to ensure timely and compliant submissions and subsequent execution. Key Requirements:
• 8–10 years of Government Sales / Business Development experience.
• Demonstrated exposure to Indian Railways and Defence is essential.
• Existing relationships/inroads with relevant stakeholders in Railways and/or Defence will be strongly preferred.
• Hands-on knowledge of both GeM and IREPS and Government tendering processes.
• Candidates with experience in IT solutions, technology products, electronics, telecom, engineering systems or other relevant B2G products/services may be considered.
• Non-IT Government sales candidates can also be considered where they demonstrate strong Railway/Defence market access and the ability to understand and sell technology-led solutions.
• Experience across Central/State Government organisations, PSUs and Logistics would be an added advantage.
• Strong business development, communication, negotiation and stakeholder-management skills.
• Ability to independently develop opportunities and manage multiple Government bids/tenders simultaneously.