The General Manager – Sales (Government Projects) will be responsible for driving revenue growth and strategic business development across Karnataka State Government initiatives spanning IT, Education, Digital Transformation, and Technology-enabled services.
This role demands deep expertise in government tendering and procurement frameworks, policy-aligned sales cycles, DPR development, and senior-level engagement with IAS officers, Secretaries, Directors, and key government stakeholders. The incumbent will play a critical role in positioning the organization as a trusted long-term partner to the Government
Key Responsibilities:
- Lead end-to-end government sales across IT solutions, EdTech, digital learning platforms, ERP, e-Governance, and technology services.
- Identify, qualify, and pursue tenders, RFPs, RFQs, EOIs, and empanelment across government departments and PSUs.
- Own the complete tender lifecycle, including opportunity assessment, bid strategy, documentation, submission, negotiations, and closure.
- Prepare and review Detailed Project Reports (DPRs), technical proposals, solution architectures, and executive presentations.
- Build and sustain strong working relationships with IAS officers, Secretaries, Directors, and senior government officials.
- Represent the organization in pre-bid meetings, product demonstrations, negotiations, and policy-level discussions.
- Ensure strict adherence to government procurement norms, GeM portal processes, and statutory compliance requirements.
- Drive seamless handover from sales to project execution teams to ensure delivery success post-award.
Qualifications:
- Education: Bachelor’s degree in Business, Marketing, or a related field; MBA or advanced degree preferred.
- Experience: 8+ years of proven experience in edtech sales management, with a successful track record of achieving and exceeding sales targets.
- Skills: Strong leadership and decision making skills, excellent communication and negotiation abilities, and a deep understanding of sales strategies and best practices.
- Analytical Skills: Ability to analyze data, understand market trends, and make strategic decisions based on insights.
- Adaptability: Ability to thrive in a fast-paced environment and adapt to changing market conditions.
Key Performance Indicators (KPIs)
- Number of qualified government opportunities identified per quarter
- Number of tenders / RFPs successfully submitted
- Bid win ratio (technical and commercial success rate)
- DPR and proposal quality score (internal reviews and client feedback)
- Pipeline value vs. target achievement
- Depth and strength of relationships with key government departments
- Timely and compliant submissions with zero technical disqualifications
Revenue Targets
- Achievement of annual government revenue targets as defined by management
- Quarterly pipeline build-up of 3x–4x the annual revenue target
- Minimum annual order book additions aligned with growth strategy
- Strong focus on repeat business and scale-up projects from existing departments
Revenue Targets
- Revenue achieved vs. annual target (%)
- Tender success rate (%)
- Average deal size and year-on-year project value growth
- Contribution to strategic and flagship government projects
- Government department satisfaction and referenceability
- Compliance adherence and audit outcomes
Eligibility & Experience
- 12–15 years of experience in Government / PSU sales, preferably within Karnataka State Government projects.
- Strong exposure to IT solutions, EdTech platforms, digital education systems, ERP, and e-Governance initiatives.
- In-depth understanding of Karnataka State Government tendering and procurement frameworks.
- Proven expertise in authoring DPRs, large technical proposals, and complex bid documents.
- Established professional relationships with IAS officers and senior government stakeholders.
Educational Qualifications
- Bachelor’s degree in Engineering, Technology, or Management
- MBA or relevant postgraduate qualification preferred
What We Offer
- A senior leadership role with direct impact on government revenue growth
- Opportunity to lead large-scale, high-impact IT, Education, and Digital Transformation projects
- Competitive compensation linked to performance and outcomes
