Cross Identity

Experience: 15 to 17 Years

Location: Delhi

Company Overview:

Cross Identity (www.crossidentity.com) is a leading provider of Identity and Access Management (IAM) solutions for small, medium, and mid-market organizations. Our solution empowers organizations to manage user access and authorization across all their systems, applications, and devices while maintaining the highest standards of security and compliance. We are dedicated to helping our customers achieve their digital transformation goals, and our innovative solutions have earned us a reputation as a trusted brand in the IAM space.

A career in Cyber Security, especially in IAM, ensures guaranteed growth as demand for professionals, including in business development and sales.

Cross Identity has a massive growth plan with exciting career opportunities. You will have the exciting opportunity to help drive the growth and shape the future of an emerging technology in Cyber Security's Identity Access Management space.

Role Overview

We are looking for a seasoned and results-oriented Senior Sales Manager to spearhead our Identity and Access Management (IAM) product sales within the Government and Public Sector Undertakings (PSUs). This strategic role demands a deep understanding of the public sector ecosystem, strong stakeholder engagement, and a proven track record in driving large-value enterprise sales through formal procurement channels.

The ideal candidate will have experience handling long sales cycles, managing key government accounts, and navigating public procurement mechanisms including GeM, NIC eProcurement, and state-level tender platforms.

Key Sales Leadership:

Define and execute a go-to-market strategy for expanding IAM product adoption across central and state government departments, PSUs, and nodal agencies.

Business Development & Account Management:

Build and manage high-trust relationships with senior government officials, IT decision-makers, consultants, and system integrators involved in government projects.

Bid Management & Tendering:

Identify, evaluate, and respond to RFPs, RFIs, and EOIs in alignment with government procurement norms and timelines.

Cross-functional Collaboration:

Collaborate closely with pre-sales, product, and legal teams to build tailored proposals, commercial models, and compliant responses.

Stakeholder Engagement:

Represent the organization at government tech forums, conferences, and policy discussions. Regularly engage with bodies like MeitY, NIC, CERT-In, and state IT departments.

Contracting & Negotiations:

Lead the end-to-end negotiation and closure of contracts, ensuring legal and compliance alignment for public sector deals.

Revenue & Pipeline Management:

Maintain an accurate sales pipeline, forecast quarterly revenues, and provide strategic input to senior leadership on government-sector growth.

Partner Ecosystem Leverage:

Build and manage relationships with system integrators, OEMs, and channel partners to enable joint go-to-market Bachelor's degree in engineering, Computer Science, Business Administration, or a related field; MBA preferred.

- 15-17 years of overall experience with at least 5+ years in government/PSU enterprise sales (preferably software, cybersecurity, or IAM domains).

- Proven track record of successfully closing high-value deals with ministries, PSUs, and government agencies.

- Strong knowledge of government procurement platforms (GeM, NIC eProc, eTender, etc.) and public sector sales cycles.

- Excellent verbal and written communication, presentation, and negotiation skills.

- Ability to work independently, influence stakeholders, and handle long, consultative sales cycles.

- Willingness to travel extensively within India.

Preferred Qualifications:

- Deep understanding of IAM, cybersecurity frameworks, GRC, or enterprise IT solutions.

- Experience working with system integrators and managing joint bids for government tenders.

- Familiarity with Indian data privacy laws, Aadhaar/e-KYC regulations, and national cybersecurity mandates.

- Existing network within central/state IT departments, MeitY, NIC, or CERT-In.

- Experience in aligning proposals with compliance guidelines and strategic government IT initiatives.