Job Description

Swan Solutions offering: Swan, a 500 Crore organization is a rapidly growing firm headquartered and based in Mumbai. The organization has been nurtured for over 33 years by Mr. Mohammed Sutarwala, a post-graduate from the University of Texas at Austin, USA. Swan is a successful IT Infrastructure service provider, offering IT hardware and networking solutions to a large number of BFSI , PSU & SMB and Corporate houses on Servers, Blades, Peripherals, Networks & Cloud. The company has partnered with HP, Cisco, Microsoft, Ice warp, Fluid AI. Our major clients are SBI, SBI MF, ICICI etc. (https://www.swansol.com)
Culture at Swan : Swan believes in taking up inspiring and challenging IT projects that encourages innovation and having fun while doing so and celebrates the people who make it happen. The open-door culture at Swan ensures that anyone with a good idea can voice it in front of an audience that can help transform it from thought to reality. Accountable, Vibrant, Willing to learn, Independent, and Impactful are few words that perfectly describe the members of team Swan.


Key Responsibilities:


1. Business Development


- Identify and target potential PSU customers across various sectors (energy, telecommunications, banking, infrastructure)


- Develop and execute strategic sales plans to penetrate PSU market segments


- Build and maintain strong relationships with key decision-makers in PSU organizations


2. Sales Strategy


- Conduct in-depth market research on PSU IT spending and technological requirements


- Develop tailored IT solution proposals addressing specific PSU organizational needs


- Create comprehensive presentation decks and technical documentation


- Prepare competitive bid responses and technical compliance documents


3. Sales Execution


- Manage the entire sales cycle from lead generation to contract closure


- Negotiate complex, high-value IT solutions and service contracts


- Develop and maintain a robust sales pipeline


- Meet or exceed quarterly and annual sales targets


- Collaborate with pre-sales and technical teams to design customized solutions


4. Customer Engagement


- Provide consultative selling approach, understanding PSU customers' digital transformation challenges


- Conduct technical presentations and demonstrations


- Offer post-sales support and ensure customer satisfaction


- Manage long-term customer relationships and identify upselling opportunities


5. Compliance and Documentation


- Ensure compliance with government procurement guidelines and tender processes


- Maintain accurate sales records and customer interaction documentation


- Prepare detailed sales reports and forecasts


- Navigate complex PSU procurement procedures


1. Tender and RFP Management


- Proactively identify and track PSU tender and RFP opportunities across multiple sectors


- Develop a systematic approach to monitoring government procurement portals


- Maintain comprehensive database of upcoming and active tenders


- Develop expertise in tender classification and evaluation criteria


2. Tender Response Strategy


- Conduct in-depth analysis of each RFP/tender requirements


- Develop precise, compliant, and competitive tender responses


- Coordinate with internal teams to:


- Craft technical specifications


- Develop pricing strategies


- Ensure complete compliance with tender conditions


- Prepare comprehensive bid documents meeting all technical, commercial, and legal requirements


3. Compliance and Documentation


- Ensure strict adherence to:


- Government procurement guidelines


- Tender specification requirements


- Statutory compliance norms


- Manage bid security deposits and tender fee payments


- Prepare and submit pre-qualification documents


- Handle vendor registration processes with PSU procurement departments


4. Technical and Commercial Bid Preparation


- Develop detailed technical solution documents


- Create comprehensive bill of materials


- Prepare cost breakdowns and competitive pricing strategies


- Develop compelling value proposition for each tender


- Ensure alignment between technical capabilities and tender requirements


5. Stakeholder Engagement


- Build and maintain relationships with:


• PSU procurement departments


- Tender evaluation committees


- Internal technical and pre-sales teams


- Conduct follow-ups and clarification meetings


- Manage post-tender communication and negotiation processes


6. Competitive Intelligence


- Continuously monitor competitor tender responses


- Analyze winning bid strategies


- Stay updated on emerging technologies relevant to PSU procurement


- Develop insights into PSU technological transformation priorities


Qualifications:


- Bachelor's degree in engineering, Computer Science, or Business Administration


- 4-6 years of experience. Minimum 3 years (Relevant) i n enterprise IT sales, preferably with PSU sector exposure


- Proven track record of successful B2G (Business to Government) sales


- Strong understanding of IT infrastructure, cloud solutions, cybersecurity, and digital transformation technologies


- Excellent communication and negotiation skills


- Proficiency in English and Hindi


Required Skills:


- Deep knowledge of PSU procurement processes


- Strong networking and relationship-building capabilities


- Strategic thinking and solution-selling approach


- Ability to work in a target-driven environment


- Proficient in CRM tools and sales management software


• Excellent written and verbal communication


- Attention to minute tender specification details


- Strong analytical and problem-solving capabilities


- Ability to work under strict deadline pressures


- Proficiency in preparing persuasive technical documentation


Technical Competencies:


- Extensive knowledge of Government e-procurement portals (GeM, CPPP)


- Tender evaluation processes


- Bid management software


- Proficiency in preparing:


- Technical bid documents


- Compliance statements


- Commercial bid proposals


Technology Focus Areas:


- IT Infrastructure Solutions


- Cloud Computing


- Cybersecurity


- Digital Transformation Technologies


- Enterprise Software Solutions


- Network and Communication Systems


Key Performance Indicators (KPIs):


- Number of tenders participated


- Tender win rate


- Total contract value of won tenders


- Compliance score in tender submissions


- Revenue generated through tender routes


Location : Mumbai , Delhi


Employment Type: Full Time, Permanent.


Mode of work : Initial Period WFH / Field work from their location (Except Mumbai Location)

Benefits : Performance Bonus: 100-300% of base salary (Based on number and value of tenders won)


Departments: IT Sales