Account Manager - Sales

• Build and sustain relationships with senior military officials, procurement officers, and technical end-users.
• Act as the primary liaison between the company and government defence stakeholders.
• Map out upcoming long-term defence modernizations to align product offerings early.
• Establish partnerships with strategic local defence contractors, OEMs, and system integrators.
• Identify relevant defence tenders, RFPs (Requests for Proposal), and RFQs.
• Lead the pre-bid clarification process and attend mandatory pre-bid meetings.
• Manage complex, long-cycle sales processes from initial lead prospecting through contractual closure.
• Arrange secure product demonstrations, trials, and technical presentations for defence panels.
• Negotiate intricate commercial terms while staying strictly compliant with local military procurement laws.
• Meet or exceed quarterly and annual pipeline generation and order-booking targets.
• Monitor competitor movement, technological shifts, and security procurement policies.
• Ensure strict adherence to national security clearances, ITAR/export controls, and corporate compliance standards.
• Represent the organization at major national and international defence exhibitions and trade shows.
• Expert knowledge of DAP, DPM, and experience in defence sales, both in capital & revenue procurement.

This Account Manager role develops government and defence-sector relationships and advances complex sales from prospecting through contract closure. The work spans procurement bids, product demonstrations, commercial negotiations, and sales targets, with a strong focus on defence procurement and compliance.

Role at a glance

Skills mentioned

What you will likely work on

• Build relationships with military officials, procurement teams, technical users, and government defence stakeholders.
• Track defence modernization plans and align product offerings with anticipated needs.
• Develop partnerships with local defence contractors, OEMs, and system integrators.
• Identify tenders, RFPs, and RFQs; coordinate clarifications and attend required pre-bid meetings.
• Manage extended sales cycles from lead prospecting to contract closure, including commercial negotiations.
• Arrange product demonstrations, trials, and technical presentations for defence panels.
• Work toward quarterly and annual pipeline and order-booking targets.
• Monitor competitors, technology changes, and procurement policy; follow applicable procurement, security, export-control, and corporate requirements.
• Represent the organization at national and international defence exhibitions and trade shows.

Good fit signals

• Expert knowledge of DAP and DPM is stated as a role requirement.
• Experience in defence sales across both capital and revenue procurement is central to the role.
• Comfort working with government defence stakeholders, procurement officials, and technical end-users would be relevant.
• The role calls for managing complex, long-duration sales and negotiating commercial terms.
• The work includes external representation and meeting pipeline-generation and order-booking targets.