Defense Sales Leader

A leading Deep Tech Product Organization is seeking a seasoned Defense Sales Leader to drive strategic business engagements within the Indian defense ecosystem. This role requires a highly accomplished professional with deep understanding of defense procurement processes, large government contracting frameworks, and proven success in closing complex multi-crore, multi-year strategic deals. The ideal candidate should have strong relationships within defense establishments, prior experience working with defense contractors, and expertise in navigating RFP-driven procurement environments, including GeM and nomination-based bidding processes.

Responsibilities:

• Lead defense business development and strategic sales initiatives across Indian defense and government organizations.
• Drive large-scale, high-value sales engagements for deep technology, cybersecurity, networking, surveillance, AI, or mission-critical solutions.
• Build and maintain strong relationships with senior defense officials, procurement authorities, PSUs, and strategic ecosystem partners.
• Manage the complete sales lifecycle from opportunity identification, qualification, RFP analysis, proposal management, bid submissions, negotiations, and contract closures.
• Lead participation in Government procurement platforms including GeM, nomination-based projects, and defense tendering frameworks.
• Collaborate with internal product, engineering, delivery, and legal teams to structure strategic proposals and commercial engagements.
• Engage with defense contractors, system integrators, OEM partners, and channel ecosystems to expand market penetration.
• Develop long-term account strategies for defense modernization and strategic technology programs.
• Track defense budgets, procurement pipelines, emerging policies, and strategic technology initiatives relevant to the organization's offerings.
• Represent the organization in defense forums, exhibitions, strategic meetings, and industry engagements.

Requirements:

• 15+ years of experience in defense sales, strategic government business, or large public sector enterprise sales.
• Strong exposure to defense procurement processes, government tendering, RFP management, and contract negotiations.
• Hands-on experience with the GeM platform, nomination bidding, and strategic defense procurement frameworks is mandatory.
• Proven track record of closing multi-crore, multi-year strategic deals within defense or government sectors.
• Prior experience working with defense contractors, OEMs, system integrators, or strategic technology providers preferred.
• Established relationships with senior defense personnel, procurement stakeholders, and government decision-makers will be a strong advantage.
• Strong understanding of cybersecurity, networking, AI, surveillance, communication systems, or mission-critical technology solutions preferred.
• Excellent leadership, negotiation, stakeholder management, and strategic planning capabilities.
• Ability to work in a highly dynamic, strategic, and confidential business environment.