Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.

Key Account Manager – Government (Ministries & Departments) to join us in India.

In this role, you will position Red Hat as a strategic technology partner to Government ministries, driving adoption of secure, scalable, and open-source solutions aligned with national digital transformation initiatives.

You will own executive relationships across ministries, drive business growth, and achieve quarterly and annual revenue targets by managing the complete sales lifecycle. The role will focus on expanding adoption of solutions such as hybrid cloud, container platforms, automation, and virtualization across government organizations.

Your Role And Responsibilities

Manage a portfolio of Government ministries, departments, and public sector agencies, with responsibility for pipeline development and multi-year revenue growth
Collaborate with internal marketing teams to generate demand aligned with government programs (e-Governance, Digital India, cloud-first initiatives)
Engage with senior government stakeholders (Secretaries, Joint Secretaries, CIOs, NIC, MeitY officials) to understand policy priorities and business challenges
Develop compelling value propositions aligned with public sector needs such as security, compliance, scalability, and cost optimization
Build C-level and policy-level relationships to secure budget approvals and drive large transformation deals
Navigate government procurement processes (RFPs, tenders, GeM, empanelments) and ensure compliance with regulatory frameworks
Work with system integrators, consulting partners, and ecosystem players in collaboration with Red Hat's partner organization
Collaborate internally with presales, consulting, and global public sector teams to deliver winning solutions
Leverage global best practices from public sector engagements and adapt them to the India government landscape
Maintain accurate forecasting and reporting for current, next-quarter, and long-term pipeline opportunities

Preferred Education

Master's Degree

Required Technical And Professional Expertise

10+ years of experience in enterprise or public sector sales, with strong exposure to Government or PSU ecosystem in India
Proven track record of managing large government accounts and closing complex deals via RFP/tender processes
Experience in selling cloud, infrastructure, cybersecurity, or open-source solutions (e.g., Linux, Kubernetes, automation platforms)
Strong understanding of government buying cycles, compliance, and policy frameworks
Demonstrated success in achieving annual sales targets ($10M+ equivalent or large INR deals)
Strong relationship management skills with senior bureaucrats and decision-makers
Ability to work with system integrators, consulting firms, and channel partners in government projects
Excellent strategic thinking, financial planning, and analytical capabilities
Strong communication, presentation, and stakeholder management skills
Ability to design innovative solutions aligned with public sector digital transformation goals

Preferred Technical And Professional Experience

Digital Governance Platforms
Hybrid & Sovereign Cloud Adoption
Containerization & Application Modernization (e.g., OpenShift)
Automation & DevSecOps for Government
Data Security, Compliance, and Mission-Critical Systems

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