About the role
- Identify, map and build relationships with key stakeholders across the Indian Armed Forces (Army, Navy, Air Force), Defense PSUs, DRDO establishments, cantonments, and allied paramilitary organizations.
- Generate and manage a healthy sales pipeline through direct engagement, channel partners, systems integrators and consultants active in the Defense space.
- Present and position KramerAV's audio-visual and collaboration solutions to technical and decision-making stakeholders, tailoring proposals to Defense-specific use cases (command & control centres, briefing rooms, training simulators, secure conferencing, etc.).
- Negotiate commercial terms and contracts in line with Defense procurement norms, ensuring compliance with security clearances, documentation and vendor registration requirements.
- Collaborate with pre-sales, product, and technical teams to develop solution proposals, respond to technical bid requirements and support proof-of-concept demonstrations.
- Monitor competitor activity, pricing and positioning within the Defense vertical, and provide market intelligence to leadership.
- Build and maintain relationships with Defense-focused resellers and consultants to expand market reach.
- Achieve quarterly and annual sales targets, accurately forecast pipeline, and maintain up-to-date account and opportunity records in CRM.
- Represent KramerAV at Defense industry events, exhibitions and seminars to build brand visibility and generate leads.
- 10+ years of total sales/business development experience, with substantial and demonstrable experience selling into the Defense vertical in India.
- Prior experience selling audio-visual (AV/Pro-AV), unified communications, IT hardware, electronics, or other allied/adjacent technology products is strongly preferred.
- Established network and working relationships with Defense procurement, technical and end-user stakeholders.
- Strong understanding of Defense procurement cycles, tendering processes, GeM portal, and vendor empanelment/registration requirements.
- Proven track record of consistently meeting or exceeding sales targets in a complex, relationship-driven, long sales-cycle environment.
- Willingness and readiness to travel extensively across India.
- Available to join within 45 days.
- Strong consultative and solution-selling skills, with the ability to translate technical AV capabilities into Defense use cases.
- Excellent relationship-building, networking and stakeholder management skills.
- Strong commercial and negotiation acumen, including familiarity with Defense contracting terms.
- Self-driven, target-oriented and comfortable operating with a high degree of autonomy.
- Good communication and presentation skills; ability to engage confidently with senior military officials.
- Working knowledge of CRM tools and MS Office; ability to prepare proposals, forecasts and account plans.
- Must be Indian nationals eligible to work at Defense establishments and undergo any required security vetting.
- Notice period / availability: Must be able to join within 45 days.
- Base location is flexible and can be any key metro in India, subject to business and travel requirements.