Videonetics
Website:
videonetics.com
Job details:
Job Description: Solution Sales Manager – Highways, Roadways and Mobility Vertical
Company: Videonetics Technology Pvt. Ltd.
Department: Sales & Business Development – Government & PSU
Location: Delhi NCR
Reporting To: VP – Government & PSU Business
1. Role Objective
Drive business development and solution sales across the Highways, Roadways and Mobility ecosystem, focusing on NHAI, MoRTH, Central Government Ministries, highway authorities, concessionaires, EPC contractors and system integrators. The role will focus on Videonetics’ AI-powered video surveillance, Advanced Traffic Management Systems (ATMS), intelligent traffic enforcement and video analytics solutions.
2. Key Responsibilities
A. Business Development – Highways, Roadways & Mobility
• Develop and execute sales strategies for National Highway, expressway, roadway and intelligent mobility projects.
• Build relationships with NHAI, MoRTH, relevant Central Government Ministries, highway authorities and other key stakeholders.
• Identify upcoming highway development, modernization, surveillance, traffic management and intelligent transportation projects.
• Develop opportunities for ATMS, highway surveillance, AI-based traffic analytics, incident detection and automated traffic enforcement.
• Track upcoming tenders, DPRs, RFPs, pre-bid meetings, project awards and procurement timelines.
• Build and maintain a qualified sales pipeline and drive opportunities from identification to order closure.
B. Government & Customer Engagement
• Establish and strengthen relationships with government officials, technical authorities, consultants, project management consultants and procurement stakeholders.
• Engage with relevant Central Government Ministries and agencies to identify technology requirements and upcoming projects.
• Understand customer challenges and position suitable Videonetics solutions through consultative solution selling.
• Conduct customer presentations, product demonstrations and proof-of-concept initiatives in coordination with technical teams.
C. Solution Sales & Technical Positioning
• Promote Videonetics’ Video Management System (VMS), AI-powered Video Analytics (VA), ANPR, ATMS and integrated command-and-control solutions.
• Identify differentiated traffic analytics use cases, including overspeeding, wrong-way driving, stopped-vehicle detection, incident detection, traffic violations and automated number plate recognition.
• Work closely with presales, product management and engineering teams to develop solution architectures, technical proposals and compliance matrices.
• Analyse tender specifications, eligibility requirements and competitive offerings to develop effective bid strategies.
• Participate in pre-bid meetings and technical consultations to advocate for performance-based, technically justified specifications aligned with customer requirements and procurement norms.
D. EPC, System Integrator & Partner Development
• Develop strategic relationships with highway EPC contractors, ATMS integrators, system integrators, consultants and technology partners.
• Identify qualified bidders and establish early engagement for upcoming highway and mobility projects.
• Drive joint business development, opportunity mapping, partner enablement and coordinated tender participation.
• Monitor partner pipelines and ensure effective follow-up and conversion of identified opportunities.
E. Tender Management & Order Closure
• Own the end-to-end sales cycle, from lead generation and qualification to bid submission, commercial negotiations and order closure.
• Coordinate with internal teams to prepare technical and commercial proposals and ensure timely tender submissions.
• Evaluate competition, identify win strategies and manage commercial negotiations while protecting profitability.
• Track tender outcomes, project awards, purchase orders, invoicing and liquidation milestones.
F. Sales Planning & Business Ownership
• Own assigned order booking, revenue, pipeline and collection targets.
• Maintain accurate CRM data, sales forecasts and opportunity updates.
• Conduct regular reviews of pipeline coverage, opportunity progress, expected closure dates and business risks.
• Provide market intelligence on upcoming projects, competitor activity, pricing trends and customer requirements.
• Coordinate with presales, product, engineering, delivery, finance and partner teams to ensure successful business conversion.
3. Qualifications & Experience
• Bachelor’s degree in Engineering, preferably Electronics, Electrical, Computer Science, IT or a related discipline.
• MBA in Sales, Marketing or Business Management is desirable.
• 8–12 years of experience in solution sales, government business development, highway technology, Intelligent Transportation Systems (ITS), ATMS, surveillance or system integration.
• Experience engaging with NHAI, MoRTH, Central Government agencies, highway concessionaires, EPC contractors or ATMS system integrators is highly desirable.
• Strong understanding of government tendering, RFPs, GeM, CPPP and e-procurement processes. • Proven track record of developing opportunities and closing complex, high-value technology deals.
4. Key Performance Indicators (KPIs)
• Achievement of annual order booking and revenue targets.
• Qualified pipeline generation and coverage across highways, roadways and mobility.
• Number and value of opportunities developed and converted.
• Tender participation, win rate and order conversion.
• Business generated through EPC and system integration partners.
• Forecast accuracy and timely opportunity tracking.
• Deal profitability, collections and compliance with commercial policies.
5. Ideal Candidate Profile
The ideal candidate is a proactive, result-oriented solution-sales professional with a strong understanding of the highway and mobility ecosystem, established relationships with relevant government stakeholders and industry partners, and the ability to develop and close large technology opportunities. The candidate should demonstrate end-to-end ownership of business development, strong commercial acumen and the ability to position differentiated AI-powered surveillance and traffic analytics solutions to build a sustainable business for Videonetics.
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