Director - Sales - Government & Enterprise Sales - IT

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Job Title: Sales Director - Government & Enterprise Sales

Location: Bangalore, NCR Region

Experience: 10+ Years

Employment Type: Full-Time

Compensation: Fixed + Variable (Performance-Based)

Role Summary:

We are looking for an experienced Sales Director to lead and grow government and private enterprise business across the NCR region.

The role involves managing and expanding existing accounts, increasing revenue through cross-selling and upselling, developing new business opportunities, and acquiring new clients.

The candidate will be responsible for regional revenue growth and building strong relationships with government departments, PSUs, and large enterprise accounts.

Key Responsibilities:

• Regional Sales & Account Growth: Manage and expand relationships with existing government departments, PSUs, autonomous bodies, and private enterprise accounts, ensuring achievement of regional revenue targets.
• Government Sales: Manage government procurement processes, including empanelment, GeM, tenders, RFP/RFQ cycles, L1 processes, and budget cycles. Build relationships with key decision-makers, procurement officers, and technical evaluators.
• Enterprise Sales: Drive consultative, solution-based sales with private enterprises, positioning cloud, data and analytics, GenAI, and agentic AI solutions.
• Pipeline Management & Forecasting: Maintain a healthy sales pipeline using CRM tools such as Zoho or equivalent, and provide accurate monthly and quarterly sales forecasts.
• Cross-Functional Coordination: Collaborate with pre-sales, solution architects, delivery teams, and cloud partners to develop proposals, pricing, and Statements of Work (SOWs), ensuring smooth project handovers.
• Cloud Partner Engagement: Leverage cloud partner sales teams, co-selling opportunities, and funding programs to accelerate deal closures and improve win rates.
• Account Planning: Develop account plans and territory strategies for the NCR region, identifying opportunities for cross-selling, upselling, and expanding into new departments or business units.
• New Business Development: Identify and acquire new clients across government and private enterprise sectors.
• Reporting & Market Intelligence: Provide regular updates on pipeline health, account progress, sales forecasts, market trends, and competitor activities to leadership.

Key Performance Indicators (KPIs):

• Year-on-year revenue growth across government and private enterprise accounts in the NCR region.
• Expansion into new departments and business units within existing accounts.
• Acquisition of new clients and strategic accounts.
• Sales pipeline coverage and forecast accuracy.
• Reduction in sales cycle time through effective partner collaboration and funding programs.

Candidate Profile:

Must-Have Skills & Experience:

• 10+ years of B2B sales experience, with a proven track record of managing and growing government and large enterprise accounts.
• Strong communication, negotiation, presentation, and stakeholder management skills.
• Experience in consultative selling, solution positioning, deal structuring, and closing.
• Working knowledge of Indian government procurement processes, including GeM, empanelment, tendering, RFP/RFQ cycles, and procurement compliance.
• Experience using CRM tools, LinkedIn/social selling, and virtual presentation platforms.
• Based in NCR or willing to relocate, preferably with an established regional network and client relationships.

Preferred Skills & Experience:

• Experience selling cloud-based services or solutions across AWS, Azure, GCP, or other hyperscaler platforms.
• Familiarity with cloud managed services, data and analytics, GenAI, or agentic AI solutions.
• Established relationships with government departments, PSUs, or large enterprises in the NCR region.

Education:

• Bachelor's degree required.
• MBA preferred but not mandatory.

What We Offer:

• Ownership of a high-growth regional sales portfolio.
• Opportunities to leverage cloud partner co-selling, funding programs, and joint go-to-market initiatives.
• Competitive fixed and variable compensation aligned with business growth.
• Exposure to emerging technologies, including GenAI and agentic AI solutions.