Job Title

JD: Head of Government SalesClient: Fast Growing IT Services Company (SME), NoidaAbout the Company: GoodHiresOnly has been retained as the Hiring Partner for a Noida-based fast-growing Technology Solutions & Services Company delivering complex IT infrastructure, cloud, cybersecurity, automation, and middleware solutions to enterprise and government customers across India.Our client work closely with strategic OEM partners—including Red Hat, IBM, Nutanix, Cisco, HPE, Dell, Veeam, Commvault and Sysdig—to design, implement, and manage secure, scalable, and future‑ready IT environments.The government vertical is a strategic growth priority, serving Central ministries, State IT departments, PSUs, and defence agencies. Our client is building this practice from the ground up and seeking an exceptional government sales leader to establish its presence in the government procurement ecosystem.Position Details: Job Title:Head of Government Sales (North India) Company:SME (IT Services Company) Location:Noida, Uttar Pradesh Reports To:VP – Business Growth & Marketing Experience Required:10 to 15 years in Government Sales (IT Services/Tech) Compensation:₹40 LPA (₹30L fixed + ₹10L variable) Travel:10-20% travel for tender participation & account visitsRole Overview: We are seeking anexperienced government sales leaderwho is entrepreneurial, independent, and capable of building a business division from scratch. This role requires: Proven track recordof winning large, complex, multi‑OEM infrastructure and cloud tenders Knowledge of IT Infrastructure and Datacentre models(servers, storage, backup, networking, security, operating systems, etc.) to generate requirements for pre-sales and solution architects. Tender expertiseacross GeM, eProcurement, CPPP, RFP/RFQ cycles, QCBS, and compliance Strategic account expansionacross various departments, locations of the account with vertical and horizontal solution selling. Relationship navigationwith government procurement and C‑suite stakeholders Consultative, solution‑led sellingacross infrastructure, cloud, security, and automation OEM & partner alignmentfor co‑selling opportunities Independent entrepreneurshipwith ability to build a team Startup mindsetwith comfort in agile, fast‑growing environmentsKey Responsibilities:1) Build Government Sales Division from Scratch Establish thegovernment sales presencein North India and participate inpan‑India tenders Define and owngovernment sales strategy , account targeting, and GTM Create playbooks fortender identification, pursuit, and win Establish sales processes, CRM discipline, and pipeline rigor Provide monthly / quarterly business reviews to management2) New Logo Acquisition & Tender‑Driven Growth Identify and pursuenew government prospectsacross ministries, PSUs, and State IT ScoutGeM, eProcurement, CPPPfor aligned opportunities Leverage networks to uncover opportunitiesbefore tender publication for the scouted opportunities and otherwise. Driveend‑to‑end tender pursuitfrom EOI to contract signature Collaborate with pre‑sales and delivery teams for competitive bids Maintain tender pipeline discipline and quarterly win/loss analysis3) Revenue Generation & Target Achievement Deliverannual government revenue Closenew deals+ expandexisting accounts Focus onlarge, strategic deals , not volume‑based small deals Achieve consistent quarterly revenue growth4) Government Account Development & Strategic Expansion Build and manage a minimum of5–8 Tier‑1 government accountswithin 18 months Operate in ahunter + farmer hybrid model Identifyupsellandcross‑sellopportunities Developmulti‑year account roadmapstargeting ₹5–15 crore ACV Lead executive engagement with CIOs, IT Heads, and Ministry leadership5) Solution Architecture & Consultative Selling Demonstrate deep understanding of our client’s solution towers: Infrastructure & Virtualization(HPE/Dell) Cloud & Containers(OpenStack, OpenShift) Automation & DevOps(Ansible, Terraform) Cybersecurity(Palo Alto, Sysdig) Backup & DR(Veeam) Translate technical architectures intobusiness valueand compliance alignment6) Government Procurement Expertise Master Indian government procurement: RFP, QCBS, PQ, EMD, compliance Ensurebid quality and compliancewith legal, finance, and delivery teams Managetender economicsand pricing strategies Build strong relationships with OEMs, distributors, and partners Stay updated on procurement trends and policy changes7) Team Building & Scaling (H2 Year 1 Onwards) Hire1–2 junior AEs/BDMsas business grows Mentor team on government sales mechanics Transition to60% hunting + 40% leadership Retain direct involvement in large dealsRequired Skills & Experience:1) Sales & Business Development 10 to 15 years inIT/Tech Sales( Government/PSU/defense) Proven success in₹5 – 10 crore+ government tenders Track record of opening new logos and scaling accounts to ₹5+ crore Experience building business verticals from early stage2) Government & Procurement Expertise Deep understanding ofGeM, eProcurement, CPPP, RFP/RFQ, QCBS, PQ Strong relationships with government decision‑makers Hands‑on tender pursuit and bid management experience Ability to work independently with minimal supervision3) Solution & OEM Knowledge Technical acumen across infrastructure, cloud, networking, security, DR, automation Prior experience sellingRed Hat, Cisco, HPE, Dell, Veeam , etc. Ability to discuss architecture and delivery models with government teams4) Mindset & Competencies Entrepreneurial, independent, strategic, disciplined Strong relationship‑building and consultative selling skills High integrity and compliance orientation Adaptable to fast‑paced startup environments Team‑builder with leadership aspirationsWhy Join Us? Our client offers a collaborative, growth-focused workplace with strong tech partnerships in the government IT sector. The role provides autonomy, access to senior leaders, career advancement, robust support, competitive pay and benefits, and flexible work options. The startup setting ensures quick decisions, visibility, and team-building opportunities.Note: This job description outlines the general nature and scope of work for this role. It is not an exhaustive list of all duties, responsibilities, or qualifications required of employees in this position. For any further queries, get in touch with us at faisal@