Regional Sales Manager – Govt. & Defence

S
Shikha Gupta


Vice President - Government Advisory
Shikha Gupta • New Delhi, Delhi • via IIM Jobs
Full–time
Apply on IIM Jobs
Job description
Job Description: Leadership Role for a client in Delhi

Location: CP, New Delhi (Headquarters)

Employee Strength: 2000 and growing at a very fast pace

About Client:

Our client is a renowned leader in the engineering and infrastructure industry. Specializing in a broad range of services, including Pre-Feasibility and Feasibility Studies, Detailed Design, and Project Management & digital transformation in infrastructure development.

Our team of over 2000 professionals is driven by a focus on innovation, quality, and cutting-edge digital technologies.

About the Role:

Our client is looking for an experienced leader to spearhead the establishment and growth of its Government Advisory Business Unit. This role will focus on providing strategic advisory services to government agencies, urban local bodies, and other public sector stakeholders. The ideal candidate will be responsible for setting up the unit, business development, managing client relationships and delivering high-quality advisory services

Key Responsibilities:

Infrastructure Government Advisory:

- Provide strategic advice to government agencies, ministries, and urban local bodies in areas like urban infrastructure, water supply, sanitation, and urban planning.

- Advise on transaction advisory for infrastructure projects, including tendering processes, funding approaches, and public-private partnerships.

- Guide on setting up and structuring urban development projects to align with government policies and funding requirements.

Government Advisory During Execution:

- Oversee the execution phase of infrastructure projects from the client-side, ensuring progress, timely delivery, and alignment with contractual obligations.

- Advise on technical aspects of water supply, sanitation (WASH), and urban infrastructure projects.

- Provide guidance on progress reporting, monitoring, and government-compliant documentation.

Project Management Unit (PMU) Setup and Execution:

- Establish and manage PMUs to guide the implementation of government projects, focusing on best practices in project management.

- Manage multi-stakeholder relationships between government bodies, contractors, and other stakeholders.

Policy Advisory and Research:

- Lead advisory services related to policy development, particularly in urban governance, infrastructure, and public sector reforms.

- Conduct feasibility studies, pre-feasibility assessments, and offer recommendations for new policy directions.

- Provide strategic guidance to governments on regulatory reforms, local body structures, and urban governance models.

Capacity Building and Training

- Develop and implement capacity-building programs for government personnel and local bodies to strengthen governance structures and improve service delivery.

- Lead training workshops, seminars, and knowledge transfer programs to enhance skillsets in urban planning, project execution, and governance.

Establishment of New Units in States:

- Advise and guide on the structure and functions of urban local bodies, and help streamline processes for better governance.

Skills and Qualifications:

Experience: At least 15 years of experience in government advisory, infrastructure project management, and policy development, with a proven track record of leading large-scale government advisory projects.

Sector Expertise: Strong knowledge of urban infrastructure, water supply, sanitation (WASH), and government regulations.

Project Management: Extensive experience in managing Project Management Units (PMUs) and large-scale infrastructure projects.

Client Interaction: Excellent interpersonal and client-facing skills with the ability to manage senior government stakeholders and cross-functional teams.

Leadership: Proven leadership experience, including managing multidisciplinary teams and setting up new business units or service lines.

Analytical Skills: Strong ability to assess complex projects and government policies, conducting feasibility studies, and identifying optimal solutions.

Policy Knowledge: Deep understanding of policy advisory related to urban governance, local body structures, and infrastructure development.

Capacity Building: Experience in designing and implementing training programs for government and public-sector clients.
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Versa Networks


Regional Sales Manager – Govt. & Defence
Versa Networks • New Delhi, Delhi • via LinkedIn
Full–time
Apply on LinkedIn
Job description
Description

JOB TITLE: Regional Sales Manager – Govt. & Defence

Job Code

LOCATION: Delhi-NCR

Job Summary

We are looking for a Regional Sales Manager with extensive Defence and Government sales experience. You will be responsible for driving the Defence customers & state governments business in North & East India territory. It includes winning new customers, upselling/expanding revenue at current customers, and maximizing customer satisfaction to secure all renewals. The role requires interaction with channel partners, while also conducting all the customer facing hands on heavy lifting to secure the win. This resource will be based out of Delhi-NCR.

EDUCATIONAL QUALIFICATION

The candidate must have a Bachelor’s degree supported by real sales experience. MBA will be preferred.

Experience
• 15+ years of relevant sales experience with a large SI/OEM.
• 5+ years of OEM experience.
• Ex servicemen (Army/Airforce/Naval) preferred.

Roles And Responsibilities
• Identify potential new customers and build relationships with current customers.
• Establish, develop and close business while exceeding sales targets and objectives by developing customer relationships and closing business opportunities
• Develop strategies for penetrating new accounts and growing relationships with end users and partners.
• Research and understand prospects’ business plans (both tactical/technical and strategic/business).
• Understand prospect’s buying/decision process and business cycles that can affect these processes.
• Manage the sales process for all customers in assigned territory.
• Maintaining and regular updating of Salesforce as part of Sales care.
• Negotiate contracts and maintain current contracts.
• Collaborate with the Sales Team to work accounts and keep one another updated on new marketplace dynamics.
• Providing timely and detailed information on market needs, buying trends and competitive information.
• Respond to RFPs, and develop proposals for presentation to customer
• Understand and be an expert at SaaS and Cloud selling economics
• Support specific Marketing Programs, lead generation campaigns, and targeted sales activities.

Required Skills
• Proven track record selling in state governments and defence customers.
• Ability to multitask and manage complex sales cycles to completion.
• Experience working on Salesforce.
• Must be able to work independently with a passion to sell.
• A disciplined and proven Customer-Centric Sales Process.
• Deep knowledge of the Governemt & Defence space
• Demonstrated sales account management experience with a track record of exceptional achievement.
• Demonstrated ability calling on and closing sales with key buyers and decision makers within the organization.
• Knowledge of the SD-WAN / SSE / SASE market.
• Ironclad integrity required.
• Experience in a complex sales environment, managing large, visible, demanding customer accounts.
• Excellent written, verbal, presentation and phone communication skills.