Business Development Manager – Defence Vertical, India

Business Development Manager – Defense Vertical

Department Sales – Defense Vertical

Reporting To Head of Sales

Base Location Flexible – any key metro in India (Delhi NCR, Mumbai, Bengaluru, Pune)

Travel Extensive domestic travel required across Defense establishments, cantonments and Defense related offices

Experience Required 15+ years of overall sales experience, with a significant part in the Defense vertical

Industry Background Audio-Visual (AV) products, Pro-AV, unified communications, or allied/adjacent technology industries preferred

Joining Time Immediate to within 45 days of offer

Employment Type Full-time, Permanent

About KramerAV

KramerAV is a global provider of professional audio-visual and collaboration solutions, delivering technology for presentation, connectivity and control across enterprise, government, Defense, education and broadcast environments. As the organization deepens its focus on the Defense and government segment in India, we are looking for an experienced business development professional to lead growth in this strategic vertical.

Job Summary

The Business Development Manager – Defense Vertical will be responsible for driving revenue growth by identifying, developing and closing business opportunities with Defense establishments, armed forces, Defense PSUs, DRDO/DPSU labs, and allied agencies across India. To bring in deep, established relationships within the Defense ecosystem, a strong understanding of procurement processes (tenders, GeM, empanelment), and a proven track record of selling technology solutions – ideally audio-visual, Pro-AV, communication or allied technology products – into this vertical.

Key Responsibilities

• Identify, map and build relationships with key stakeholders across the Indian Armed Forces (Army, Navy, Air Force), Defense PSUs, DRDO establishments, cantonments, and allied paramilitary organizations.

• Generate and manage a healthy sales pipeline through direct engagement, channel partners, systems integrators and consultants active in the Defense space.

• Present and position KramerAV's audio-visual and collaboration solutions to technical and decision-making stakeholders, tailoring proposals to Defense-specific use cases (command & control centres, briefing rooms, training simulators, secure conferencing, etc.).

• Negotiate commercial terms and contracts in line with Defense procurement norms, ensuring compliance with security clearances, documentation and vendor registration requirements.

• Collaborate with pre-sales, product, and technical teams to develop solution proposals, respond to technical bid requirements and support proof-of-concept demonstrations.

• Monitor competitor activity, pricing and positioning within the Defense vertical, and provide market intelligence to leadership.

• Build and maintain relationships with Defense-focused resellers and consultants to expand market reach.

• Achieve quarterly and annual sales targets, accurately forecast pipeline, and maintain up-to-date account and opportunity records in CRM.

• Represent KramerAV at Defense industry events, exhibitions and seminars to build brand visibility and generate leads.

Required Experience

• 10+ years of total sales/business development experience, with substantial and demonstrable experience selling into the Defense vertical in India.

• Prior experience selling audio-visual (AV/Pro-AV), unified communications, IT hardware, electronics, or other allied/adjacent technology products is strongly preferred.

• Established network and working relationships with Defense procurement, technical and end-user stakeholders.

• Strong understanding of Defense procurement cycles, tendering processes, GeM portal, and vendor empanelment/registration requirements.

• Proven track record of consistently meeting or exceeding sales targets in a complex, relationship-driven, long sales-cycle environment.

• Willingness and readiness to travel extensively across India.

• Available to join within 45 days.

Skills & Competencies

• Strong consultative and solution-selling skills, with the ability to translate technical AV capabilities into Defense use cases.

• Excellent relationship-building, networking and stakeholder management skills.

• Strong commercial and negotiation acumen, including familiarity with Defense contracting terms.

• Self-driven, target-oriented and comfortable operating with a high degree of autonomy.

• Good communication and presentation skills; ability to engage confidently with senior military officials.

• Working knowledge of CRM tools and MS Office; ability to prepare proposals, forecasts and account plans.

Educational Qualification

Bachelor's degree in Engineering, Business Administration, or a related field. An MBA or equivalent management qualification is an added advantage.

Other Requirements

• Must be Indian nationals eligible to work at Defense establishments and undergo any required security vetting.

• Notice period / availability: Must be able to join within 45 days.

• Base location is flexible and can be any key metro in India, subject to business and travel requirements.

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