Business Development Manager | Public Sector | AWS

Ingram Micro · New Delhi

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Job Description: 

The Cloud Business Development Manager will be responsible for driving cloud business growth across Government, Public Sector Undertakings (PSUs), Education, Healthcare, Smart City, and e-Governance projects. The role involves identifying and developing new business opportunities, managing key stakeholder relationships, leading tender and RFP pursuits, and working closely with cloud vendors, system integrators, and channel partners to position cloud solutions for public sector customers.

The candidate will be responsible for achieving revenue and profitability objectives while expanding Ingram Micro's cloud footprint within the public sector ecosystem.

Key Responsibilities

Public Sector Business Development

• Develop and execute business growth strategies for cloud solutions across Central Government, State Government, PSUs, Defense, Education, Healthcare, and Smart City initiatives.
• Identify upcoming public sector opportunities through government procurement portals, tenders, RFPs, GeM, and industry networks.
• Establish and maintain relationships with key government stakeholders, consultants, system integrators, and technology partners.
• Build and manage a strong pipeline of public sector cloud opportunities.

Tender & Bid Management

• Lead end-to-end participation in government tenders, RFPs, RFIs, and bid submissions.
• Collaborate with pre-sales, solution architects, legal, finance, and vendor teams to prepare compliant and competitive responses.
• Review eligibility criteria, technical specifications, commercial requirements, and contractual obligations.
• Coordinate bid strategy, pricing, and proposal development activities.

Vendor & Partner Management

• Coordinate with cloud vendors (AWS, Microsoft Azure, Google Cloud, etc.) for public sector programs, incentives, and funding initiatives.
• Build strategic relationships with System Integrators (SIs), OEMs, and channel partners participating in government projects.
• Drive joint go-to-market initiatives targeting public sector customers.
• Leverage vendor-sponsored programs and public sector funding opportunities.

Sales & Opportunity Management

• Own and manage the complete sales lifecycle from opportunity identification to deal closure.
• Develop account plans for strategic government and PSU accounts.
• Negotiate commercial terms, pricing structures, and service agreements.
• Ensure achievement of revenue, margin, and business growth targets.

Solution Positioning

• Promote cloud solutions including:
  • Infrastructure as a Service (IaaS)
  • Platform as a Service (PaaS)
  • Software as a Service (SaaS)
  • Cloud Migration & Modernization
  • Security & Compliance Solutions
  • Managed Cloud Services
  • Backup & Disaster Recovery
• Work closely with technical teams to position cloud solutions aligned with government compliance and security requirements.

Market Development & Stakeholder Engagement

• Represent Ingram Micro at government forums, conferences, industry events, and partner engagements.
• Monitor public sector cloud adoption trends, policies, and digital transformation initiatives.
• Collaborate with marketing teams on focused campaigns, workshops, roundtables, and awareness programs.

Required Qualifications

• Bachelor's Degree in Engineering, Computer Science, Information Technology, Business Administration, or related field.
• MBA or Postgraduate Qualification preferred.

Work Experience

• 10+ years of experience in Public Sector Sales, Government Business Development, IT Infrastructure Sales, Cloud Sales, or Solution Sales.
• Proven experience handling Government, PSU, Defence, Smart City, Education, Healthcare, or e-Governance projects.
• Experience working with government procurement processes including GeM, RFPs, RFIs, and tenders.
• Strong track record of closing public sector opportunities and achieving revenue targets.
• Experience working with cloud providers such as AWS, Azure, Google Cloud, or similar platforms.
• Exposure to large-scale digital transformation and cloud adoption projects within government organizations.

Skills & Competencies

• Strong understanding of government procurement and tendering processes.
• Excellent stakeholder management and relationship-building skills.
• Expertise in bid management, proposal development, and contract negotiations.
• Strong communication, presentation, and influencing skills.
• Commercial acumen with the ability to structure complex deals.
• Ability to navigate multiple stakeholders within government and partner ecosystems.
• Strong analytical and strategic thinking capabilities.
• Self-driven, result-oriented, and capable of working in a dynamic environment.
• Willingness to travel extensively for customer and partner engagements.

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