Position Summary strengthening its presence within the Indian defence ecosystem by expanding engagements with Defence Public Sector Undertakings (DPSUs), DRDO labs and IITs. The Manager – Business Development & Sales (DPSUs & DRDO) will be responsible for driving end-to-end business development and sales across these segments, including opportunity creation, stakeholder engagement, bid management and contract execution. The role requires a strong understanding of government procurement processes, multi-layered stakeholder environments and the ability to convert long-gestation opportunities into sustained business. The incumbent will play a key role in positioning as a trusted partner for simulation and advanced technology solutions within the Indian defence and research ecosystem.

Key Roles and Responsibilities

Market Development & Opportunity Creation

Identify, develop, and expand business opportunities with DPSUs, DRDO labs and IITs
Create new market segments and drive adoption of existing and upcoming product portfolio.
Track emerging requirements, RFPs, RFIs and technology trends within the ecosystem
Develop segment-specific go-to-market strategies aligned with business priorities

End-to-End Business Development & Sales Execution

Manage the complete sales lifecycle: lead generation, qualification, proposal, tendering, pricing, negotiation, contract closure and payment realisation
Lead preparation of techno-commercial proposals, bid responses and clarifications
Drive closure of complex deals involving government and institutional customers
Ensure effective contract management and execution follow-through

Government Procurement & Institutional Engagement

Strong understanding and execution capability of government procurement processes (RFI, RFP, tendering, L1 frameworks, etc.)
Engage with multiple stakeholders across DPSUs, DRDO, and academic institutions
Navigate multi-layered decision-making structures involving technical, commercial, and administrative stakeholders
Coordinate participation in government-driven programs, trials and evaluations

Customer Engagement & Solutioning

Organise and lead product demonstrations, trials and technical presentations
Work closely with technical teams to deliver customised solutions aligned to customer requirements
Act as a bridge between customer expectations and internal delivery teams

Stakeholder & Relationship Management

Build and maintain strong relationships with key stakeholders across DPSUs, DRDO labs, and IITs
Manage engagements across multiple levels of influence and decision-making
Coordinate customer visits, presentations, inspections and vendor assessments
Manage execution of NDAs, MoUs, agreements and contracts

Job Requirements and Qualifications

Education

Bachelor’s degree in Engineering / Business
MBA or equivalent qualification preferred

Experience

10–15 years of experience in business development and sales within defence, aerospace, or technology domains
Proven track record of delivering sales and building business pipelines within government or institutional segments
Demonstrated experience in creating and developing new market segments
Strong understanding and experience of government procurement procedures and tendering processes
Experience in managing multi-stakeholder environments with layered decision-making structures

Skills & Competencies

Business & Sales

Strong capability in techno-commercial negotiations and contract closures
Ability to develop and execute market entry and growth strategies
Proven experience in delivering sales in complex and long-cycle environments

Stakeholder & Relationship Management

Strong stakeholder management skills across government organisations, research institutions, and institutional stakeholders
Ability to manage multiple layers of influencers and decision-makers
Capability to build long-term, trust-based relationships

Communication & Interpersonal

Excellent communication skills (written, verbal, and presentation)
Strong soft skills, including negotiation, persuasion, and influencing
Ability to deliver impactful technical and commercial presentations

Execution & Coordination

Strong ability to manage multiple opportunities, proposals and timelines simultaneously
Ability to work cohesively with cross-functional internal teams (technical, commercial, and leadership)
High attention to detail in documentation, compliance and contract management

Domain Understanding

Good understanding of defence ecosystem including DPSUs, DRDO, and academic institutions
Familiarity with procurement frameworks, evaluation processes and compliance requirements

Key Attributes

Entrepreneurial and result-oriented mindset
Strong ownership-driven (owner-manager) attitude with high accountability
High standards of honesty and integrity
Strong stakeholder management and relationship-building orientation
Collaborative approach with ability to align internal and external stakeholders
Ability to operate in dynamic, complex and high-ambiguity environments