Channel Account Manager - Government And PSU

Job Description

Role Summary:

The Channel Sales Manager will drive top-line revenue growth across Government, Public Sector Undertakings (PSU), Railways, and Disaster Management verticals in India. This role demands a high-impact leader capable of driving revenue growth, shaping pre-tender technical specifications, and aggressively positioning Motorola Solutions’ mission-critical technology portfolio.

Key Responsibilities:

• Revenue Ownership: Deliver 100%+ quarterly and annual revenue quotas across assigned Government and PSU accounts via Tier-1/Tier-2 channel networks.
• Executive Relationship Building: Engage senior bureaucrats, nodal officers, and C-level stakeholders to influence and embed technical specifications prior to tender issuance.
• Portfolio Positioning: Champion the value proposition for Motorola’s Critical Communications (LMR/MOTOTRBO), WAVE PTX (Broadband PTT/Cloud), and Body-Worn Video (VB400) solutions, driving clear differentiation over unorganized alternatives.
• End-to-End Tender Execution: Collaborate with Sales Leadership, Legal, and Presales/Architecture teams to execute complex bid strategies, commercial negotiations, and GeM/CPPP submissions.
• Pipeline Governance & Forecasting: Maintain a minimum 7x qualified pipeline in Salesforce CRM and deliver rigorous, predictable weekly revenue forecasts.

Key Performance Indicators (KPIs):

• Quota Attainment: 100%+ achievement of quarterly and annual revenue targets.
• Pipeline Coverage: Sustained 7x qualified pipeline depth against quarterly quota.

Basic Requirements

Required Skills & Qualifications:

• Experience: Minimum 15+ years of demonstrable success in Channel Sales, Key Account Management, and New Business Acquisition within Telecom, Mission-Critical IT, or Government Technology sectors.
• Public Procurement Expertise: Experience of Government of India procurement mechanics, GeM portal workflows, CPPP tenders, and public safety/PSU buying dynamics.
• Track Record: Proven ability to close complex, multi-million-dollar technology deals through multi-tier partner channels.
• Executive Presence: Exceptional communication and presentation skills, with a track record of delivering technical and commercial pitches to senior officials.
• Education: B.E. / B.Tech required; MBA in Marketing/Sales will be an added advantage.