Website:
vyanainnovations.com
Job details:
Job Description – Government Sales & Solution Manager
Cybersecurity & IT Solutions
Company: Vyana Innovations Pvt. Ltd.
Location: Ghitorni, New Delhi
Position: Government Sales & Solution Manager – Cybersecurity & IT Solutions
Experience: 8–10 Years
Employment Type: Full-Time
Salary: ₹10–12 Lakh per Annum
Reporting To: Director / Managing Director
About Vyana Innovations
Vyana Innovations Pvt. Ltd. is an IT infrastructure and cybersecurity solutions company focused on Government, PSU, Enterprise and Institutional customers. We work with OEMs, technology partners and System Integrators to deliver cybersecurity, networking, IT infrastructure, compliance and digital solutions.
Our portfolio includes Next-Generation Firewall, SD-WAN, EDR/XDR, DLP, SIEM/SOAR, WAF, NAC, Email Security, DPDP Compliance, SOC solutions and other enterprise IT solutions.
Role Summary
We are looking for an experienced Government Sales & Solution Manager who can independently drive business development across Government Departments, PSUs and Government-focused System Integrators.
The candidate should have a strong understanding of Government procurement, tenders/RFPs, GeM, solution selling and cybersecurity, along with the ability to understand customer requirements and work with pre-sales/OEM teams to design technically and commercially viable solutions.
The role will also be responsible for developing and managing relationships with System Integrators, channel partners, consultants and OEMs to create and close government opportunities.
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Key Responsibilities
1. Government & PSU Business Development
- Identify and develop new business opportunities across Central Government, State Government, PSUs, Defence, Education, Healthcare, Smart City and other government institutions.
- Build strong relationships with CIOs, CISOs, IT Heads, Government officials, consultants, procurement teams and key decision makers.
- Identify upcoming government projects, budgets, RFPs, tenders, EOIs and technology requirements.
- Create account-wise business development plans and opportunity pipelines.
- Drive opportunities from lead generation → requirement identification → solution design → tender/RFP → commercial negotiation → order closure.
- Maintain regular customer meetings and account mapping.
2. Government Tender & GeM Business
- Understand and monitor Government tenders, GeM, RFPs, RFQs, EOIs and procurement processes.
- Analyze tender requirements and identify opportunities suitable for Vyana's cybersecurity and IT portfolio.
- Coordinate with internal bid/pre-sales teams for:
- Technical compliance
- BOQ preparation
- Solution architecture
- Compliance matrix
- Technical write-ups
- OEM authorization
- Commercial proposal
- Coordinate with SI/OEM partners for bid participation and commercial strategy.
- Track competitors, pricing and tender positioning.
3. Pre-Sales & Solution Design
The candidate should not be a pure sales professional and must have the ability to understand and contribute to technical solution design.
- Understand customer IT and cybersecurity requirements.
- Translate business requirements into appropriate technology solutions.
- Work with OEM/pre-sales teams to create solution architecture and BOQ.
- Participate in technical discussions, presentations, workshops and product demonstrations.
- Prepare high-level solution proposals and presentations.
- Understand and position solutions such as:
- Next Generation Firewall
- SD-WAN
- EDR/XDR
- SIEM/SOAR
- SOC
- DLP
- WAF
- NAC
- Email Security
- Network Security
- Endpoint Security
- Data Security
- DPDP Compliance
- Vulnerability Management
- Zero Trust / ZTNA
- Conduct requirement discovery with customers and coordinate with technical teams for detailed solutioning.
4. System Integrator & Channel Partner Management
A major responsibility of this position will be to develop and manage Government-focused SI partners.
- Identify and onboard new Government-focused System Integrators.
- Develop relationships with large and regional SIs.
- Understand SI account plans and jointly identify opportunities.
- Conduct regular partner meetings and business reviews.
- Enable partners on Vyana's cybersecurity portfolio.
- Coordinate joint customer meetings, demos, POCs and presentations.
- Work with SI partners on tender participation and bid strategy.
- Ensure partner opportunities are properly registered, tracked and followed up.
- Develop a healthy pipeline through SI/channel partners.
- Build long-term relationships with Government-focused SIs, consultants and technology partners.
5. OEM & Technology Partner Coordination
- Coordinate with cybersecurity OEMs and technology partners for solution positioning.
- Obtain technical support, pricing, demos, POCs and OEM authorization.
- Work with OEM pre-sales teams on complex government opportunities.
- Develop joint GTM strategies with OEMs and SIs.
- Ensure the right OEM solution is mapped to the customer's requirement.
6. Revenue & Pipeline Responsibility
- Own assigned Government business target.
- Maintain a minimum 3–5X qualified sales pipeline against target.
- Conduct weekly opportunity reviews.
- Maintain accurate sales forecasting.
- Track opportunities from initial discussion until PO.
- Ensure proper handover to delivery, finance and operations after order closure.
- Support payment/collection follow-up where required.
7. Market Intelligence
- Track Government cybersecurity initiatives, upcoming tenders and technology requirements.
- Monitor competitor activity and pricing.
- Identify new Government programs where cybersecurity solutions can be positioned.
- Provide regular market intelligence to management.
- Build an opportunity map covering Government departments, PSUs and SI partners.
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Required Experience & Skills
Mandatory
- 8–10 years of total experience in IT / cybersecurity / networking / system integration sales.
- Minimum 5+ years of Government / PSU sales experience preferred.
- Strong experience in Government-facing business development.
- Experience dealing with System Integrators and Government-focused channel partners.
- Good understanding of Government tenders, RFPs, GeM and procurement processes.
- Strong understanding of enterprise cybersecurity solutions.
- Ability to understand technical requirements and participate in solution design.
- Experience working with OEMs, distributors, SIs and pre-sales teams.
- Strong presentation, negotiation and communication skills.
- Candidate should be based in Delhi/NCR and comfortable with regular field meetings.
Preferred Background
Candidates from:
- Cybersecurity OEM
- IT System Integrator
- Network Security company
- MSSP
- IT Infrastructure company
- Government-focused distributor
- Enterprise technology company
will be preferred.
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Technical Knowledge
Candidate should have working knowledge of at least 4–5 of the following:
Network Security
- NGFW
- Firewall
- IPS/IDS
- SD-WAN
- VPN
- NAC
- WAF
Cybersecurity
- EDR/XDR
- SIEM/SOAR
- SOC
- DLP
- Email Security
- Vulnerability Management
- Zero Trust
- ZTNA
- Endpoint Security
Compliance
- DPDP Act / DPDP compliance
- Information Security
- Cybersecurity audits
- Government security requirements
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Key Performance Indicators – First 6 Months
The selected candidate will be expected to:
- Build a strong Government opportunity pipeline.
- Develop relationships across targeted Government/PSU accounts.
- Onboard and activate 5–10 Government-focused SI/channel partners.
- Generate qualified cybersecurity opportunities through direct Government accounts and SI partners.
- Participate in relevant tenders/RFPs and drive them with pre-sales/OEM teams.
- Generate regular customer meetings, presentations, demos and POCs.
- Achieve assigned quarterly revenue/order-booking targets.
- Establish Vyana Innovations as a preferred cybersecurity solution partner within targeted Government accounts.
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Candidate Profile
We are looking for someone who is:
- Hungry for business and revenue
- Strong in Government relationship management
- Technically comfortable with cybersecurity
- Capable of doing both sales + solution discussions
- Well connected with Government-focused SIs
- Strong in tender/RFP opportunity identification
- Comfortable working independently
- Capable of building a business from the ground up
- Good at negotiation and commercial closure
- Willing to travel for customer and partner meetings
Education
B.Tech / B.E. / BCA / MCA / MBA or equivalent qualification preferred.
Compensation
₹10–12 LPA, depending on experience, existing Government relationships, technical capability and demonstrated sales track record.
Performance-linked incentives may be offered based on business achievement.
Work Location
Vyana Innovations Pvt. Ltd.
Ghitorni, New Delhi – 110030
This is an office + field-based role. Work-from-home is not applicable for this position.
Important
Candidates should mention the following in their application:
1. Current CTC
2. Expected CTC
3. Notice Period
4. Total Government/PSU Sales Experience
5. Cybersecurity Sales Experience
6. Major Government/PSU Accounts handled
7. Major SI/Channel Partners managed
8. Largest order/value closed
9. Key cybersecurity products/solutions handled
10. Current location
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