Key Account Manager – Govt & Defence Business

Role title: Key Account Manager – Govt & Defence Business (

Working with

What the role entails

• Drive sales of

  fiber optic cabling, copper cabling, and complete structured cabling solutions

  to key defense accounts: Indian Air Force, Navy, DRDO, BEL, and other defense PSUs.
• Manage the entire sales cycle: lead generation, solution presentation, pricing, proposal development, and contract closure.
• Develop strategic account plans to meet and exceed revenue targets within the defense vertical.
• Maintain strong relationships with key defense stakeholders including technical and procurement personnel.
• Developing a solid and trusting relationship with the key influencers at the Liaise effectively with internal partners (domestic), to meet specified customer needs as well as commitments to the customer
• Key Account Organization, Government offices, Ministries & PSUs.
• Maintain strong relationships with key defense stakeholders including technical and procurement personnel.
• Stay informed on defense procurement procedures, vendor empanelment processes, and government norms
• Monitor and respond to tenders (RFPs/RFQs) through defense eProcurement platforms
• Work closely with the pre-sales and technical teams to ensure solution alignment with customer requirements.
• Collaborate with system integrators and channel partners engaged in defense infrastructure and IT projects.
• Participate in relevant industry events, defense expos (e.g., DEFEXPO, Aero India), and technical workshops.
• Quantify and set volume, revenue, profitability, product-line and accounts’ sales targets and ensuring delivery of the same.
• Originate and deliver comprehensive and appropriate responses to customer RFQs
• Provide effective, accurate and timely sales and account forecasting.
• Complete Key Account ownership of assigned accounts
• Track all sales activities in company CRM system (SFDC) and keep current by updating account information regularly

What we are looking for in you

(Skills, Knowledge, Special Attributes, Mobility)

• Existing relationships with defense establishments like Air HQ, Naval HQ, DRDO labs, or DPSUs like BEL, HAL, BHEL.
• Knowledge of Fiber Cable network, IT and data center requirements within defense is a plus.
• Team player, with Excellent communication, negotiation, and presentation skills.
• Ability to travel frequently within India, particularly to key defense installations and command centers.
• Achievement Orientation / Results Focus / Negotiation & Relationship Management / Teamwork & Collaboration Market Knowledge & Awareness / Technical & Product Expertise / Sales Techniques and Process Expertise / Entrepreneurial Drive and Creativity

Location

Flexible

Experience & education

Minimum qualifications & critical exposure to perform the job at optimum level

• Bachelors of Engineering and/or MBA / Business Masters Minimum 15 Years of experience
• Ex-defense personnel with technical sales experience are encouraged to apply.
• Significant experience in Sales to Defence, India Public accounts & PSUs is a must
• Familiarity with optical and transmission technologies is preferable
• Will be responsible for end to end client management from opportunity generation to sales to collections