Business Development Manager - Government IT
Job description
Emdee is a 20+ year old system integrator delivering IT infrastructure, software, security and surveillance, IT-enabled services, and manpower solutions primarily to government and public sector clients. It is headquartered in Kolkata and has presence in multiple states.This role sits at the core of our government business, owning relationships, pipeline, and account outcomes across the full BD lifecycle.
About the Role
We are looking for a senior business development professional with deep roots in the government IT space. You should come from a system integrator, an IT OEM, or a government-focused software or IT services company, and you should understand how government procurement and projects actually works. This is a relationship-heavy, legwork-intensive role that demands both technical credibility and the patience to cultivate opportunities over long sales cycles. The expectation is full ownership from cultivation to conclusion: identifying the opportunity, building the relationship, curating the tender, and seeing it through post-award.
Key Responsibilities
- Relationship Management & Account Development
- Build and maintain strong relationships with key stakeholders across government departments, PSUs, and public institutions.
- Serve as the primary point of contact for existing government accounts, ensuring continuity, satisfaction, and expansion
- Identify decision-makers, influencers, and procurement gatekeepers within target institutions and engage them proactively
- Identify and pursue upsell and cross-sell opportunities within existing accounts, expanding Emdee's footprint across departments, service lines, and geographies
Scouting, Market Expansion & Opportunity Cultivation
- Proactively identify untapped government departments, PSUs, geographies, and verticals where Emdee has no current presence and build a pipeline from scratch
- Research institutions with visible gaps in IT infrastructure, digitalisation, security systems, software or service delivery and prioritise outreach accordingly
- Engage early with relevant stakeholders to understand upcoming requirements and position Emdee ahead of formal procurement
- Cultivate tender opportunities from the ground up, well before they are published, by building institutional familiarity and trust over time
Tender Curation, Presales & Conversion
- Own the full tender lifecycle: track and evaluate opportunities, lead documentation and compliance, write technical responses, manage commercial positioning, and drive submission
- Conduct presales engagements including site visits, presentations, solution demonstrations, and consultations
- Coordinate internally with technical, commercial, and delivery teams to ensure proposals are accurate, competitive, and compliant
- Drive conversion through active follow-up, negotiation support, and stakeholder engagement post-submission
Delivery Oversight & Conclusion
- Take operational ownership of won accounts during the initial execution phase, ensuring commitments made during the sales process are honoured
- Liaise between client and Emdee's internal delivery teams to resolve escalations and maintain relationship health post-award
What We're Looking For
- 5 to 15 years of experience in government IT sales or business development with a demonstrable track record of closing government accounts; candidates with shorter tenures but exceptional track records will be considered
- Must come from a system integrator, IT OEM, or a government-focused IT services or software company/vertical.
- Strong working knowledge of at least one of the following: IT hardware and infrastructure (SI), ITeS and manpower solutions, government software, or security and surveillance systems.
- Deep familiarity with government procurement processes: GeM, tender portals, rate contracts, and state-level procurement frameworks
- Technically sound enough to engage in solution-level conversations with government IT teams and evaluate fitment independently
- Strong existing network within government departments, PSUs, or public institutions in West Bengal and ideally at the central level
- Experience handling multi-vendor or OEM-backed SI bids
- Excellent written communication for tender documentation, proposals, and official correspondence
- Background in B.Tech, BCA, B.Sc (CS or IT), MBA, or equivalent; a technical undergraduate degree with a business postgraduate qualification is preferred
- Based in Kolkata or willing to relocate; frequent travel is a core requirement of this role
- Compensation includes a performance-linked commission structure on sales closures in addition to fixed remuneration
Pay: ₹500,000.00 - ₹800,000.00 per year
Benefits:
- Paid sick time
- Paid time off
- Provident Fund
Work Location: In person
