Key Account Manager IT Sales (PSU/Govt)

Role & responsibilities

The Key Account Manager will be responsible for driving IT/Office Automation business growth and managing relationships with government agencies and public sector clients within the assigned territory directly or through Chanel Partners. The role requires a blend of strategic planning, relationship management, and operational execution to meet the business objectives of IT/Office Automation's range of products like Multifunctional devices, Scanners, Inkjet, and LaserJet Printers. Create a sales plan for the assigned territory by creating a strong customer base, funnel, account management, GeM business management, B2B Funnel creation, and channel blueprint - market reach, expansion, and consolidation. Target setting for the Distributors and Chanel Partners. Working alongside National & regional SI on Big projects to ensure Product Presence. Ensuring an adequate number of channel partners to increase the reach in government & B2B space by appointing the requisite number of Consultants, SI & VAR partners. Market visits to channel partners, regularly to get information on the customers, understanding sales progress, issues in the market, and timely action. Working closely with product training teams to build knowledge and competencies in partners sales force on products and selling skills. Identify and capitalize on business opportunities within government departments, PSUs, and public sector organizations. Achieve and exceed sales targets through effective territory planning and client engagement.

Preferred candidate profile

8 to 10 years of proven experience in IT product sales to Government departments and PSUs. Experience in handling GeM, e-Tenders, Rate Contracts, and Direct Government Orders. Exposure to government budgeting cycles. Understanding of GeM portal operations, eProcurement portals, and tendering processes. Excellent communication and presentation skills. Strong skills in relationship building, negotiation, and closure of high-value deals. Basic technical understanding of IT products to align solutions to government needs. Familiarity with the Govt/PSU decision hierarchy. Ability to work independently in assigned territory with strong reporting discipline.