Job Title: Government Key Accounts Manager
Location: Delhi, India
Department: Sales / Government Business Development
Reports To: Head of Sales / Regional Sales Director
Job Summary
The Government Key Accounts Manager is responsible for driving revenue growth and strategic engagement within the government and public sector vertical (Central / State Government departments, PSUs, Government Healthcare Institutions, and Public Sector Organizations). The role focuses on managing a portfolio of key government accounts, building long-term partnerships, leading tender and procurement activities, and ensuring compliance with government procurement frameworks.
Key Responsibilities
1. Government Account Strategy & Growth
- Develop and implement sales and engagement strategies for assigned government key accounts to achieve business objectives and revenue targets.
- Identify and pursue new opportunities within government departments, agencies, and PSUs.
2. Tender & Procurement Management
- Lead end-to-end processes for government tenders (RFPs/RFQs), Government e-Marketplace (GeM) participation, and other procurement channels.
- Prepare competitive bid responses, pricing strategies, and proposals aligned with government requirements.
3. Stakeholder Relationship Management
- Build strong, consultative relationships with key decision-makers, procurement officers, policy makers, and influencers across government agencies.
- Ensure regular engagement and communication to align client needs with organizational solutions.
4. Account Performance & Reporting
- Monitor account performance, prepare dashboards and strategic business reviews, and present insights to internal leadership.
- Provide accurate forecasts, pipeline updates, and risk assessments via CRM and reporting tools.
5. Cross-Functional Collaboration
- Work closely with Presales, Solutions, Legal, Finance, and Delivery teams to customize solutions that meet government requirements.
- Coordinate seamless execution of awarded government contracts and ensure compliance with contractual and regulatory obligations.
6. Competitive & Policy Insight
- Track government policy changes, procurement trends, budget cycles, and competitor activities relevant to the public sector.
- Recommend strategies to align offerings with policy and regulatory guidelines.
Essential Qualifications
- Bachelor's degree in Business, Marketing, Engineering, Public Policy, or related discipline; MBA preferred.
- Proven 4+ to 8+ years of experience in key account management or strategic sales, with a substantial focus on government/public sector clients in India.
- Deep understanding of Indian Government procurement processes including GeM, tenders, PSUs, and regulatory frameworks.
Key Skills
- Strong stakeholder management and negotiation skills.
- Excellent communication, presentation, and business development abilities.
- Strategic thinking with a consultative sales approach.
- Familiarity with CRM systems, bidding tools, and forecasting methodologies.
- Aptitude for problem-solving and decision-making in complex, regulated environments.
Performance Metrics
- Achievement of quarterly/annual sales and revenue goals.
- Number of successfully won government tenders/RFPs.
- Growth and satisfaction of key government accounts.
- Quality of forecasts and strategic insights provided to leadership.
