Strategic Account Director – PSU/Government

About this job

Kong, known as the AI Connectivity Company, creates vital infrastructure that allows businesses and public sector organizations to govern APIs and AI traffic at scale. As India's government and public sector work to modernize their systems, Kong is seeking a Strategic Account Director for PSU and Government accounts in New Delhi. In this role, you will manage a specific group of public sector undertakings and government departments across the country. A typical day involves steering the entire government buying cycle, which includes handling tenders, GeM listings, managing relationships with System Integrators, and navigating empanelment processes. You will collaborate closely with various stakeholders such as IT Secretaries, CIOs, and procurement committees. Additionally, your daily routine will require building strategic account plans, coordinating with internal teams like sales engineering and legal, and traveling to government offices and PSU sites across India to foster essential in-person relationships.

Responsibilities

• Manage the end-to-end government sales cycle from initial contact to contract award, including RFPs and bid submissions.
• Cultivate and maintain strong relationships with System Integrators and OEM partners to secure positioning before tenders drop.
• Engage with multiple stakeholders like IT Secretaries, CTOs, CIOs, and procurement committees.
• Develop and execute comprehensive account plans for assigned PSU and government patches.
• Maintain fluency in Kong's API and AI governance platform to support technical bids.
• Collaborate early with internal teams including sales engineering, legal, and channel partners for compliance needs.
• Travel frequently to government offices and PSU sites across India.

Requirements

• 8-12 years of experience in B2B SaaS or enterprise technology sales.
• Direct experience selling into Indian government departments or PSUs.
• Proven track record of consistently meeting quota through long, multi-stakeholder government cycles.
• Working knowledge of the Indian government tendering lifecycle including GeM, RFP processes, PQ criteria, EMD, and empanelments.
• Existing relationships with active System Integrators and OEM partners in India's public sector tech space.
• Executive presence suitable for interacting with senior government officials and PSU leadership.
• Strong process discipline, patience, ownership, and collaboration skills.

Who should apply

This role is ideal for seasoned enterprise technology sales professionals who possess specific, hands-on experience navigating the complexities of Indian government and PSU procurement. Candidates must have a deep understanding of tendering processes, GeM listings, and established networks with System Integrators in the public sector. Because this position requires managing long sales cycles, patience, process discipline, and strong in-person relationship-building abilities are essential. Freshers should not apply as 8 to 12 years of relevant B2B SaaS or government sales experience is required.

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