Sales Leader - Government
- Prolim
- 15 - 20 years
- Bengaluru
- 23 days ago
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Job Description
Job Description Sales Leader (Software Sales Government, Defence & PSU)
Location: Bangalore
Department: Government Defence & PSU Business
Software Products: Siemens Portfolio covering CAD, CAM, CAE, PLM, Smart factory, Digital Twin, ALM, Manufacturing Simulation Solutions & Services
1. Role Summary
The Sales Leader will drive Siemens Digital Industries Software (DISW) partner sales through PROLIM in the Government, Defence, Aerospace, PSU, and R&D sectors. This role involves building strategic relationships with DRDO labs, Defence PSUs, ISRO units, central/state government departments, and regulated procurement environments. He/She will lead the full sales cycle: opportunity identification, tender/RFP management, compliance alignment, technical coordination, commercial negotiation, and closure.
The ideal candidate must have experience selling engineering, PLM, MES, CAD/CAE, or digital manufacturing solutions into government/defence organizations with strong understanding of GeM, RFP/RFQ, e-procurement workflows, vendor registration, submission of tenders, price negotiations, purchase order compliances etc.
2. Key Responsibilities
Government Sales & Business Development
- Develop and execute a strategic sales plan specifically for Government, PSU, Defence, Aerospace, and R&D accounts.
- Identify opportunities across DRDO labs (e.g., IRDE, ADE, GTRE, RCI), DPSUs (HAL, BEL, BEML, MDL), ISRO centers, and government manufacturing units.
- Generate new leads, nurture long-term programs, and drive digital transformation adoption using Siemens software.
Tender, RFP & Compliance Management
- Evaluate tenders, EoIs, RFPs, RFQs, and SoWs from Government/Defence clients.
- Coordinate with presales and legal teams to ensure technical + commercial compliance for tender submissions.
- Manage GeM, e-procurement portals, vendor registration, empanelment, security compliance, and documentation.
- Drive bid strategy, costing, justification documents, deviation handling, and risk assessments.
Stakeholder Engagement & Account Ownership
- Build and maintain relationships with key government stakeholders, program directors, scientists, procurement teams, and decision-makers.
- Conduct regular account visits, technical workshops, solution mapping sessions, and roadmap discussions.
- Expand account penetration through cross-selling opportunities (PLM, MES, CAD/CAE, Digital Twin).
Solution Positioning & Technical Collaboration
- Work with presales, technical architects, and Siemens teams to deliver demos, POCs, technology briefings, and pilot evaluations.
- Align Siemens solutions to government programs such as:
- Digital Manufacturing
- Smart Factory
- R&D Simulation & Modeling
- Digital Twin initiatives
- Low-code application modernization (Mendix)
Commercial Negotiation & Deal Closure
- Prepare and manage techno-commercial proposals, pricing structures, licensing breakdowns, and multi-year commercial strategies.
- Lead negotiations with government procurement teams and finalize contracts as per statutory guidelines.
- Close deals while ensuring compliance with government regulations and Siemens governance processes.
Market Strategy & Reporting
- Track upcoming tenders, government missions, modernization programs, and defence procurement trends.
- Provide competition intelligence, sector insights, and strategic recommendations to leadership.
- Maintain detailed forecasting, pipeline updates, account plans, and MIS reporting.
3. Required Skills & Competencies
Technical Expertise
- Knowledge of Siemens software portfolio(Desirable):
- Teamcenter PLM
- NX CAD/CAM
- Opcenter MES/MOM
- Technomatix Digital Manufacturing
- Simcenter Simulation & Test
- Mendix Low Code/No Code
- Polarion ALM
- Understanding of aerospace, defence, manufacturing, and R&D workflows.
Government Sales Expertise
- Experience with DOS - DRDO, ISRO, DPSUs, PSUs, Government labs is mandatory.
- Hands-on experience with GeM, NIC e-procurement portals, tender lifecycles, and compliance documentation.
- Strong knowledge of government procurement rules, DoS/DoD guidelines, Make in India, and contract terms.
Sales Skills
- Strong consultative selling, relationship management, and enterprise negotiation skills.
- Ability to manage long sales cycles and high-value technology programs.
- Proven track record in managing sales team and achieving high-value software sales targets.
Soft Skills
- Excellent communication, presentation, and stakeholder management.
- High ownership, discipline, and ability to work in highly regulated environments.
- Strong collaboration skills with cross-functional engineering and presales teams.
4. Qualifications & Experience
- Bachelors degree in Mechanical/Computer Science/Electrical/Industrial Engineering or related fields.
- MBA in Sales/Marketing is preferred.
- 15+ years of enterprise software sales experience, with minimum 5 years in Government/Defence sector & managing sales teams.
- Prior experience in selling OEM - Siemens / Dassault / PTC / Hexagon / Autodesk etc., solutions to government clients is a prerequisite.
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Sales Head (B2B)Employement Type: Full timeContact Details:
Company: ProlimLocation(s): Bengaluru
Keyskills: Govt Sales Sales
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