QNu Labs
Website:
qnulabs.com
Job details:
About QNu Labs:
QNu Labs, incubated in 2016 at IIT Madras, is the pioneer and architect of India’s quantum-secure digital backbone for the national digital trust. QNu Labs patented, certified, battle-ready and military-grade sovereign products and solutions are already deployed by numerous clients globally to secure their critical infrastructure.
QNu, an investee company of National Quantum Mission, is a global ’category leader’ and a ‘strategic partner’ that offers quantum-safe infrastructure and platform layers to its clients to adopt and embrace the cutting-edge technology in their security infrastructure without any disruption to their business.
A team of 160 passionate engineers, physicists and mathematicians have been working for a decade, ensuring that India remains world-class in quantum cryptography and communication and becomes the leading provider of this technology to the world.
Our vision is to be the global trust platform for the quantum-safe future, and our mission is to accelerate the world's transition to it.
Role Description:
The Head of Defence Sales owns revenue generation and strategic account leadership for QNu's defence business: the Armed Forces, MoD, DPSUs, DRDO and allied agencies, and paramilitary and strategic organisations. The role bridges national security requirements with QNu's quantum-safe portfolio, leading long-cycle, high-stakes pursuits from first engagement through trials, evaluations, and contract closure, supported by QNu's existing defence relationships, deployments, and domain experts.
Required Skills:
- 15+ years of enterprise or government sales leadership with a demonstrable record of closing large, complex, multi-stakeholder deals.
- A strong sales portfolio: consistent target overachievement, marquee account wins, and experience owning long sales cycles with senior decision-makers.
- Experience selling technology solutions (cybersecurity, networking, telecom, IT infrastructure, or adjacent domains); the ability to hold credible technical conversations and learn deep-tech positioning fast.
- Comfort operating in structured, compliance-heavy procurement environments (government, PSU, BFSI, or regulated industries).
- Executive presence, discretion, and the patience for long-cycle, relationship-led selling.
Good to have:
- Exposure to critical infrastructure sectors: defence, government, power, telecom, banking, or transport.
- Familiarity with government or defence procurement processes (GeM, DAP 2020, iDEX, PSU tendering).
- A background in uniformed service, defence electronics, or secure communications.
- An existing network across government, PSU, or defence ecosystems.
Key Responsibilities:
- Own the defence sales strategy, pipeline, and revenue targets across Army, Navy, Air Force, MoD, DPSUs, DRDO, and paramilitary and strategic agencies.
- Lead engagement at senior leadership levels: Service HQs, Directorates, Signals and Communications branches, procurement wings, and defence scientific bodies.
- Drive end-to-end pursuit of defence procurement programs, including iDEX, Make in India, emergency procurement, and capital acquisition routes under DAP 2020.
- Shape requirements early through doctrine-level engagement, white papers, seminars, and trials, positioning quantum-safe security within service modernisation plans.
- Lead responses to RFIs, RFPs, and EOIs, and steer field evaluation trials, user trials, and acceptance testing with internal engineering and deployment teams.
- Build and manage relationships with system integrators, DPSU partners, and consortium members for large defence programs.
- Navigate defence-specific compliance: security clearances, offset obligations, indigenous content requirements, and certification and QA processes.
- Represent QNu at defence expos, seminars, and industry bodies, and act as the company's senior voice in the defence market.
- Work with product and engineering leadership to translate field feedback into roadmap inputs for defence-grade requirements.
- Mentor and build the defence sales team as the vertical scales.
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