Head Of Government Sales

Client: Fast Growing IT Services Company (SME), Noida

About the Company:

GoodHiresOnly has been retained as the Hiring Partner for a Noida-based fast-growing Technology Solutions & Services Company delivering complex IT infrastructure, cloud, cybersecurity, automation, and middleware solutions to enterprise and government customers across India.

Our client work closely with strategic OEM partners—including Red Hat, IBM, Nutanix, Cisco, HPE, Dell, Veeam, Commvault and Sysdig—to design, implement, and manage secure, scalable, and future‑ready IT environments.

The government vertical is a strategic growth priority, serving Central ministries, State IT departments, PSUs, and defence agencies. Our client is building this practice from the ground up and seeking an exceptional government sales leader to establish its presence in the government procurement ecosystem.

Position Details:

• Job Title: Head of Government Sales (North India)
• Company: SME (IT Services Company)
• Location: Noida, Uttar Pradesh
• Reports To: VP – Business Growth & Marketing
• Experience Required: 10 to 15 years in Government Sales (IT Services/Tech)
• Compensation: ₹40 LPA (₹30L fixed + ₹10L variable)
• Travel: 10-20% travel for tender participation & account visits

Role Overview:

We are seeking an experienced government sales leader who is entrepreneurial, independent, and capable of building a business division from scratch. This role requires:

• Proven track record of winning large, complex, multi‑OEM infrastructure and cloud tenders
• Knowledge of IT Infrastructure and Datacentre models (servers, storage, backup, networking, security, operating systems, etc.) to generate requirements for pre-sales and solution architects.
• Tender expertise across GeM, eProcurement, CPPP, RFP/RFQ cycles, QCBS, and compliance
• Strategic account expansion across various departments, locations of the account with vertical and horizontal solution selling.
• Relationship navigation with government procurement and C‑suite stakeholders
• Consultative, solution‑led selling across infrastructure, cloud, security, and automation
• OEM & partner alignment for co‑selling opportunities
• Independent entrepreneurship with ability to build a team
• Startup mindset with comfort in agile, fast‑growing environments

Key Responsibilities:

1) Build Government Sales Division from Scratch

• Establish the government sales presence in North India and participate in pan‑India tenders
• Define and own government sales strategy, account targeting, and GTM
• Create playbooks for tender identification, pursuit, and win
• Establish sales processes, CRM discipline, and pipeline rigor
• Provide monthly / quarterly business reviews to management

2) New Logo Acquisition & Tender‑Driven Growth

• Identify and pursue new government prospects across ministries, PSUs, and State IT
• Scout GeM, eProcurement, CPPP for aligned opportunities
• Leverage networks to uncover opportunities before tender publication for the scouted opportunities and otherwise.
• Drive end‑to‑end tender pursuit from EOI to contract signature
• Collaborate with pre‑sales and delivery teams for competitive bids
• Maintain tender pipeline discipline and quarterly win/loss analysis

3) Revenue Generation & Target Achievement

• Deliver annual government revenue
• Close new deals + expand existing accounts
• Focus on large, strategic deals, not volume‑based small deals
• Achieve consistent quarterly revenue growth

4) Government Account Development & Strategic Expansion

• Build and manage a minimum of 5–8 Tier‑1 government accounts within 18 months
• Operate in a hunter + farmer hybrid model
• Identify upsell and cross‑sell opportunities
• Develop multi‑year account roadmaps targeting ₹5–15 crore ACV
• Lead executive engagement with CIOs, IT Heads, and Ministry leadership

5) Solution Architecture & Consultative Selling

• Demonstrate deep understanding of our client’s solution towers:
• Infrastructure & Virtualization (HPE/Dell)
• Cloud & Containers (OpenStack, OpenShift)
• Automation & DevOps (Ansible, Terraform)
• Cybersecurity (Palo Alto, Sysdig)
• Backup & DR (Veeam)
• Translate technical architectures into business value and compliance alignment

6) Government Procurement Expertise

• Master Indian government procurement: RFP, QCBS, PQ, EMD, compliance
• Ensure bid quality and compliance with legal, finance, and delivery teams
• Manage tender economics and pricing strategies
• Build strong relationships with OEMs, distributors, and partners
• Stay updated on procurement trends and policy changes

7) Team Building & Scaling (H2 Year 1 Onwards)

• Hire 1–2 junior AEs/BDMs as business grows
• Mentor team on government sales mechanics
• Transition to 60% hunting + 40% leadership
• Retain direct involvement in large deals

Required Skills & Experience:

1) Sales & Business Development

• 10 to 15 years in IT/Tech Sales (Government/PSU/defense)
• Proven success in ₹5 – 10 crore+ government tenders
• Track record of opening new logos and scaling accounts to ₹5+ crore
• Experience building business verticals from early stage

2) Government & Procurement Expertise

• Deep understanding of GeM, eProcurement, CPPP, RFP/RFQ, QCBS, PQ
• Strong relationships with government decision‑makers
• Hands‑on tender pursuit and bid management experience
• Ability to work independently with minimal supervision

3) Solution & OEM Knowledge

• Technical acumen across infrastructure, cloud, networking, security, DR, automation
• Prior experience selling Red Hat, Cisco, HPE, Dell, Veeam, etc.
• Ability to discuss architecture and delivery models with government teams

4) Mindset & Competencies

• Entrepreneurial, independent, strategic, disciplined
• Strong relationship‑building and consultative selling skills
• High integrity and compliance orientation
• Adaptable to fast‑paced startup environments
• Team‑builder with leadership aspirations

Why Join Us?

Our client offers a collaborative, growth-focused workplace with strong tech partnerships in the government IT sector. The role provides autonomy, access to senior leaders, career advancement, robust support, competitive pay and benefits, and flexible work options. The startup setting ensures quick decisions, visibility, and team-building opportunities.

Note:

This job description outlines the general nature and scope of work for this role. It is not an exhaustive list of all duties, responsibilities, or qualifications required of employees in this position. For any further queries, get in touch with us at [email protected]