Business Development Manager - Public Sector

Key Responsibilities :

1. Sales & Pipeline Management

• Own revenue, margin, and business growth targets for the Public Sector business unit.
• Identify, qualify, and close end-to-end sales opportunities across Central Government departments, Smart City initiatives, PSUs, State govt centres, and Education/Research institutions.
• Develop and execute account plans for key state and central government accounts.

2. Tender, RFP & Bid Management

• Lead end-to-end bid management, including evaluating EOI, RFI, RFP, and public tender notices.
• Coordinate with pre-sales, solution architects, finance, and legal teams to structure compliant, technically sound, and commercially competitive proposals.
• Ensure strict adherence to government procurement policies, eligibility criteria, and regulatory guidelines.

3. Partner & OEM Ecosystem Collaboration

• Work closely with major Public Cloud OEMs (AWS, Microsoft Azure, GCP) to leverage public sector funding, incentives, and joint go-to-market programs.
• Partner with System Integrators (SIs), Managed Service Providers (MSPs), and channel partners participating in large government consortia.

4. Solution Positioning & Domain Alignment

• Position Public Cloud offerings—Infrastructure as a Service (IaaS), Platform as a Service (PaaS), Software as a Service (SaaS), Cloud Migration, Backup/DR, and Managed Cloud Services.
• Align technical solutions with government security, data sovereignty, and compliance frameworks (e.g., MeitY empanelment, ISO certification standards).

5. Stakeholder Engagement

• Establish relationships with key decision-makers: IT Directors, Secretaries, CTOs, NIC leads, Consultants (e.g., PwC, EY, KPMG), and project implementation units.

Required Qualifications & Experience

• Education: Bachelor’s degree , MBA or relevant Master's degree preferred.
• Experience: 5–6+ years of total experience in B2B IT sales/business development, with at least 3–4 years specifically focused on selling Public Cloud services to the Government & PSU sector.
• Cloud Knowledge: Strong understanding of AWS, Microsoft Azure, or Google Cloud services, cloud pricing models, and hybrid/multi-cloud enterprise architectures.
• Procurement Expertise: Proven experience with government procurement portals (e.g., GeM - Government e-Marketplace, e-Procurement), tender documentation, and contract negotiation.

Key Skills & Competencies

• B2G Strategy: Deep understanding of Government procurement workflows, budgeting cycles, and public tender dynamics.
• Relationship Management: Ability to engage and build trust with senior government leadership and external partners/SIs.
• Commercial Acumen: Expertise in pricing structures, deal sizing, margin management, and contract terms.
• Communication & Negotiation: Strong presentation, written bid, and negotiation skills.