AVP – Sales (Government & Enterprise)

Department: Sales & Marketing

Reporting To: VP Sales / CEO

Location: Pan India

Travel: Willingness to travel across India as required

Job Purpose

We are looking for a seasoned and commercially driven AVP – Sales (Government & Enterprise) to provide strategic direction and end-to-end leadership to the organization's sales function.

The role will be responsible for driving profitable revenue growth, expanding market presence, strengthening enterprise and government relationships, and leading multi-channel sales teams. The incumbent will own overall sales performance and ensure the effective execution of short- and long-term business objectives through a disciplined, data-driven, and CRM-led sales approach.

Key Responsibilities

Sales Strategy & Business Growth

• Define and execute the overall sales strategy, annual operating plan, and go-to-market roadmap.
• Drive revenue, margin, profitability, and market-share growth across products, services, and geographies.
• Identify new markets, customer segments, business opportunities, and strategic partnerships.
• Develop strategies to expand business across underpenetrated territories and emerging sectors.
• Forecast annual, quarterly, and monthly sales performance and revenue.

Government & Enterprise Sales

• Drive Government Sales across government departments, PSUs, and public-sector institutions.
• Build and maintain strong relationships with government stakeholders, enterprise clients, institutional decision-makers, and strategic accounts.
• Lead high-value strategic engagements and enterprise sales opportunities.
• Develop and maintain C-level and senior stakeholder relationships.
• Drive customer acquisition, retention, account expansion, and long-term revenue growth.

Cross-Functional Collaboration

• Collaborate with Marketing, Product, Delivery, Finance, HR, and Operations teams to support business growth.
• Align demand generation, product positioning, pricing, and customer success initiatives with sales objectives.
• Provide leadership with actionable insights on market trends, customer requirements, competitive activity, and pricing movements.
• Represent the organization at industry forums, conferences, customer meetings, and relevant business events.

Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related discipline.
• MBA / Postgraduate qualification in Sales, Marketing, or Business Management is strongly preferred.
• Strong proficiency in MS Office – Excel, PowerPoint, and Word.
• Exposure to modern sales analytics and BI tools.

Experience & Requirements

• 12–15 years of progressive sales experience, with at least 5 years in a senior sales leadership role.
• Proven experience managing multi-channel sales teams, including Field Sales, Inside Sales, and Bid/RFP Management.
• Government Sales experience is mandatory, with established relationships across government departments, PSUs, and public-sector institutions.
• Demonstrated experience in P&L ownership, revenue growth, margin management, and achievement of sales targets.
• Strong experience in Enterprise / B2B Sales and strategic account management.
• Proven expertise in RFP, tender, bid management, contract negotiation, and enterprise deal closure.
• Hands-on experience with CRM-driven sales operations, pipeline management, forecasting, and sales analytics.
• Strong experience in building and managing geographically distributed sales teams.
• Excellent leadership, executive presence, communication, negotiation, and stakeholder-management skills.
• Strong strategic thinking combined with execution discipline and commercial acumen.
• Willingness to travel across India based on business requirements.