Business Development Manager - Public Sector

• 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.

• 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.

• 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.

• 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).

• 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.