Sales Leader

Job Description Sales Leader (Software Sales – Government, Defence & PSU)

Location: Bangalore

Department: Government Defence & PSU Business

Software Products: Siemens Portfolio covering CAD, CAM, CAE, PLM, Smart factory, Digital Twin, ALM, Manufacturing Simulation Solutions & Services

1. Role Summary

The Sales Leader will drive Siemens Digital Industries Software (DISW) partner sales through PROLIM in the Government, Defence, Aerospace, PSU, and R&D sectors. This role involves building strategic relationships with DRDO labs, Defence PSUs, ISRO units, central/state government departments, and regulated procurement environments. He/She will lead the full sales cycle: opportunity identification, tender/RFP management, compliance alignment, technical coordination, commercial negotiation, and closure.

The ideal candidate must have experience selling engineering, PLM, MES, CAD/CAE, or digital manufacturing solutions into government/defence organizations with strong understanding of GeM, RFP/RFQ, e-procurement workflows, vendor registration, submission of tenders, price negotiations, purchase order compliances etc.

2. Key Responsibilities

Government Sales & Business Development

• Develop and execute a strategic sales plan specifically for Government, PSU, Defence, Aerospace, and R&D accounts.
• Identify opportunities across DRDO labs (e.g., IRDE, ADE, GTRE, RCI), DPSUs (HAL, BEL, BEML, MDL), ISRO centers, and government manufacturing units.
• Generate new leads, nurture long-term programs, and drive digital transformation adoption using Siemens software.

Tender, RFP & Compliance Management

• Evaluate tenders, EoIs, RFPs, RFQs, and SoWs from Government/Defence clients.
• Coordinate with presales and legal teams to ensure technical + commercial compliance for tender submissions.
• Manage GeM, e-procurement portals, vendor registration, empanelment, security compliance, and documentation.
• Drive bid strategy, costing, justification documents, deviation handling, and risk assessments.

Stakeholder Engagement & Account Ownership

• Build and maintain relationships with key government stakeholders, program directors, scientists, procurement teams, and decision-makers.
• Conduct regular account visits, technical workshops, solution mapping sessions, and roadmap discussions.
• Expand account penetration through cross-selling opportunities (PLM, MES, CAD/CAE, Digital Twin).

Solution Positioning & Technical Collaboration

• Work with presales, technical architects, and Siemens teams to deliver demos, POCs, technology briefings, and pilot evaluations.

• Align Siemens solutions to government programs such as:

• Digital Manufacturing

• Smart Factory
• R&D Simulation & Modeling
• Digital Twin initiatives
• Low-code application modernization (Mendix)

Commercial Negotiation & Deal Closure

• Prepare and manage techno-commercial proposals, pricing structures, licensing breakdowns, and multi-year commercial strategies.
• Lead negotiations with government procurement teams and finalize contracts as per statutory guidelines.
• Close deals while ensuring compliance with government regulations and Siemens governance processes.

Market Strategy & Reporting

• Track upcoming tenders, government missions, modernization programs, and defence procurement trends.
• Provide competition intelligence, sector insights, and strategic recommendations to leadership.
• Maintain detailed forecasting, pipeline updates, account plans, and MIS reporting.

3. Required Skills & Competencies

Technical Expertise

• Knowledge of Siemens software portfolio(Desirable):

• Teamcenter – PLM

• NX – CAD/CAM
• Opcenter – MES/MOM
• Technomatix – Digital Manufacturing
• Simcenter – Simulation & Test
• Mendix – Low Code/No Code

• Polarion – ALM

• Understanding of aerospace, defence, manufacturing, and R&D workflows.

Government Sales Expertise

• Experience with DOS - DRDO, ISRO, DPSUs, PSUs, Government labs is mandatory.
• Hands-on experience with GeM, NIC e-procurement portals, tender lifecycles, and compliance documentation.
• Strong knowledge of government procurement rules, DoS/DoD guidelines, Make in India, and contract terms.

Sales Skills

• Strong consultative selling, relationship management, and enterprise negotiation skills.
• Ability to manage long sales cycles and high-value technology programs.
• Proven track record in managing sales team and achieving high-value software sales targets.

Soft Skills

• Excellent communication, presentation, and stakeholder management.
• High ownership, discipline, and ability to work in highly regulated environments.
• Strong collaboration skills with cross-functional engineering and presales teams.

4. Qualifications & Experience

• Bachelor's degree in Mechanical/Computer Science/Electrical/Industrial Engineering or related fields.
• MBA in Sales/Marketing is preferred.
• 15+ years of enterprise software sales experience, with minimum 5 years in Government/Defence sector & managing sales teams.
• Prior experience in selling OEM - Siemens / Dassault / PTC / Hexagon / Autodesk etc., solutions to government clients is a prerequisite.