Key Account Manager – Government Vertical (Cloud, Cyber Security, Server & Storage)

Candidate with more than 10 years please don't apply

Location:

Department:

Reports To:

Role Overview:

The Key Account Manager (KAM) will be responsible for managing and growing strategic relationships with government clients in the domain of cloud, cyber security, servers, and storage solutions. The role requires a deep understanding of IT infrastructure, government procurement processes, and the ability to position solutions that align with clients’ digital transformation and security needs.

Key Responsibilities:

• Account Management & Business Development

• Manage existing government accounts (Central, State, PSU, and Defense/Parastatals).
• Identify and develop new business opportunities within the government vertical.
• Build long-term trusted relationships with key decision-makers and influencers.

• Solution Selling

• Position cloud, cyber security, server, and storage solutions to government clients.
• Work with pre-sales and technical teams to design solutions as per client requirements.
• Conduct presentations, demos, and proof-of-concept discussions.

• Tender & Procurement Management

• Track government tenders, RFPs, and empanelments relevant to the product portfolio.
• Ensure compliance with procurement norms, bidding processes, and government regulations.
• Collaborate with internal teams to submit competitive and compliant proposals.

• Revenue & Targets

• Own and achieve quarterly and annual sales targets for the assigned accounts.
• Drive account growth through upselling, cross-selling, and renewal strategies.

• Market Intelligence

• Monitor competitor activities, industry trends, and government IT policies.
• Provide feedback to product and strategy teams for continuous improvement.

Key Requirements:

• Bachelor’s degree in Engineering / IT / Business Administration (MBA preferred).
• 3–10 years of sales experience in IT solutions, preferably in

  cloud, cybersecurity, data center, or enterprise storage

  .
• Proven track record of selling to government / PSU / defense clients.
• Strong knowledge of government procurement cycles, GeM portal, and tendering processes.
• Excellent communication, presentation, and negotiation skills.
• Ability to work with cross-functional teams and partners (OEMs, SI, channel partners).
• Willingness to travel extensively across assigned territory.

Preferred Competencies:

• Strong customer relationship management (CRM) skills.
• Knowledge of cybersecurity compliance frameworks (e.g., CERT-In, MeitY guidelines).
• Familiarity with leading OEMs in servers, storage, and cloud platforms (e.g., Dell, HPE, NetApp, AWS, Azure).
• Self-driven, target-oriented, and able to thrive in a competitive environment.

[hr@agmatel.com]