About Valiance
Valiance is a deeptech AI company building sovereign and mission-critical solutions for enterprises, public sector, and government institutions. From predictive maintenance and demand planning to sovereign AI for citizen services, we design systems that thrive in high-impact environments. Recognized with the NASSCOM AI GameChangers Award and the Aegis Graham Bell Award for Innovation in AI, and a certified Google Cloud Partner, our 200+ engineers and data scientists are shaping the future of industries and societies with responsible AI.
Role Overview
We are looking for a driven and well-networked Business Development professional to own and grow revenue from AI product sales into India's public sector. This is a hunter-farmer role you will identify and develop new customer segments, run the full sales cycle from lead to closure, and build a robust channel partner ecosystem to scale our Document Intelligence and Video Intelligence product lines.
If you have deep familiarity with how public institutions buy technology from budget cycles to RFP formulation and a track record of closing enterprise AI or IT deals in this sector, this role is for you.
Products You Will Sell
Document Intelligence
AI-powered extraction, classification, and processing of structured and unstructured documents. Deployed in high-volume government workflows including land records, citizen services, compliance, and archival digitization.
Video Intelligence
Real-time and recorded video analytics leveraging computer vision for surveillance, traffic management, crowd monitoring, and safety applications. Already deployed with public safety and smart city clients.
Target Customer Segments You Will Develop
Central Government Ministries & Departments
- Ministries with high document processing loads: MeitY, Ministry of Finance, Ministry of Home Affairs, Income Tax Department
- Defence and national security agencies requiring sovereign AI deployments
- Central schemes requiring citizen-facing document processing (DigiLocker integrations, Aadhaar-linked services)
State Governments
- State IT Departments and NIC state units driving digital governance
- Revenue and land record departments for document digitization and processing
- Smart City Mission projects for video intelligence and urban analytics
- State Police and Home Departments for video surveillance and analytics
Public Sector Undertakings (PSUs)
- Large PSUs in energy, infrastructure, banking (SBI, PNB, NABARD) for document workflows
- BSNL, ONGC, NTPC, SAIL operational efficiency and safety use cases
Autonomous Bodies & Regulatory Agencies
- SEBI, IRDAI, RBI for compliance document processing
- Election Commission, UIDAI for identity and document intelligence use cases
What You Will Do
- Map the public sector landscape identify departments, PSUs, and agencies with active budget for AI-led digital transformation
- Generate qualified leads through outreach, government events (e-Governance conferences, CII, NASSCOM forums), and referral networks
- Engage early in the buying process influence RFP formulation and scoping to align with Valiance product capabilities
- Lead POC engagements coordinate with internal delivery teams to ensure successful proof-of-concept outcomes that convert to orders
- Build and manage a channel partner network: system integrators, IT consultancies, and regional partners with existing government relationships
- Negotiate and close commercial agreements including rate contracts, GeM listings, and direct purchase orders
- Maintain accurate pipeline and opportunity data in CRM, forecast monthly and quarterly revenue
- Represent Valiance at government events, trade shows, and product demonstrations
What We Are Looking For
Must-Have
- 58 years in enterprise IT or AI sales with a clear focus on the public sector in India
- Hands-on experience navigating central government and/or state government procurement: GFR rules, GeM portal, tender processes, and DGS&D/rate contracts
- Proven track record of closing deals independently not just supporting sales teams
- Existing relationships with decision-makers in at least 23 of the target segments listed above
- Strong commercial acumen able to structure pricing, manage negotiations, and close contracts
- Excellent verbal and written communication; able to present to senior government officials and technical evaluation committees
- Willingness to travel extensively across India
Good to Have
- Prior experience selling Document AI, OCR, video analytics, or similar AI/ML products
- Familiarity with cloud platforms especially Google Cloud and sovereign cloud requirements for government
- Experience building and managing reseller or SI partner channels in the public sector
Personality Fit
- Self-starter who thrives with ownership and minimal hand-holding
- Relationship-first approach builds trust with clients over the long term
- Persistent and patient understands the long sales cycles in government without losing momentum
