Job Description
Ovii's Interpretation of the Role
Senior client‑facing leader who owns GTM strategy, pipeline and long‑term engagement for defence‑sector AI solutions. Drives account health, translates technical capability into proposals, and negotiates complex deals with senior command and technical stakeholders.
Role Snapshot
- Senior client‑facing sales leader
- Defence sector GTM ownership
- Pipeline & account strategy
- Technical proposal & RFI/RFP lead
- Executive stakeholder engagement
Must-Have Requirements
- pipeline development
- GTM strategy ownership
- account management
- defence procurement framework knowledge
- executive presence
- technical fluency in AI
- strategic sector GTM
- defence procurement consulting
- enterprise sales in technical domain
Nice-to-Have Signals
- active network in Indian defence ecosystem
- consulting experience with ambiguous mandates
- familiarity with GenAI/ML capability
- network in defence ecosystem
- consulting with ambiguous mandates
Work Setup
- Location: Delhi, India
- Work mode: ONSITE
- Employment type: Full-Time
Not Specified in JD
- Visa sponsorship
- Salary range
- Remote eligibility
- Education requirement
- Certifications
- Relocation
- Notice period
- Travel
- Security clearance
- Coding test
- Portfolio
- GitHub
- Writing sample
- Cover letter
What You'll Likely Work On
- Define and execute GTM strategy and pipeline from prospecting to programme initiation
- Build and sustain relationships with acquisition directorates, CTO offices, field and HQ command, and PSU leadership
- Translate Sarvam’s AI capabilities into proposals and narratives for technical and command‑level audiences
- Lead RFI/RFP responses, PoC scoping, and commercial negotiations with full technical fluency
- Partner with Strategic Deployment Engineers and product teams to align client expectations with deliverable capabilities
- Manage account health, renewal strategy, and expansion pipeline for active defence accounts
- Identify emerging requirements, policy shifts, and competitor moves to inform product roadmap
Good Fit If You Have
- Active network in the Indian defence ecosystem (Army, Navy, IAF, DRDO, DPP, PSUs)
- Experience building pipelines in trust‑heavy domains and accelerating them
- Proven ability to hold together complex technical deliveries without harming client relationships
Skills
- Defence procurement frameworks (DRDO, DPP, Make‑I/Make‑II)
- Strategic sales & account management
- Executive stakeholder engagement
- Technical AI/GenAI fluency
- Proposal & RFP response
- Negotiation and commercial deal structuring
- Market intelligence & policy monitoring