Job Overview

We are looking for a Defence Sales & Partnership Manager to drive business growth across the Indian defence ecosystem.

The role will be responsible for managing the complete defence sales cycle while also developing strategic partnerships with Armed Forces, CAPFs, DPSUs, defence OEMs, system integrators, ammunition and payload partners, technology companies and government organisations.

The individual should be capable of converting operational requirements into business opportunities and taking them from initial engagement to trials, tendering, commercial negotiation, partnership structuring and final order closure.

Key Responsibilities

• Develop and manage relationships across the Indian Army, Air Force, Navy, Special Forces, CAPFs and government organisations.
• Identify requirements and opportunities for UAVs, FPV drones, surveillance systems, tactical drones and related defence technologies.
• Build and manage a strong defence sales pipeline.
• Coordinate customer meetings, demonstrations, technical evaluations and field trials.
• Understand operational requirements and coordinate with engineering teams to develop appropriate solutions.
• Track RFPs, RFIs, EOIs, GeM opportunities, emergency procurement and other defence tenders.
• Coordinate technical and commercial bid submissions.
• Manage opportunities from initial lead generation through final Purchase Order.
• Develop partnerships with DPSUs, defence OEMs, system integrators and technology partners.
• Identify opportunities for joint bidding, technology partnerships, co-development and system integration.
• Negotiate partnership structures, commercial terms, MoUs, NDAs and collaboration agreements with support from management and legal teams.
• Build relationships with strategic partners for payloads, communication systems, sensors, ammunition, electronics and other UAV subsystems.
• Develop channel and representation partnerships where required for domestic and international defence opportunities.
• Work closely with R&D, production, procurement, finance and leadership teams for customer requirements and order execution.
• Conduct competitor and market analysis for upcoming defence opportunities.
• Attend defence exhibitions, conferences, seminars and user interactions.
• Maintain regular follow-ups with customers and partners.
• Drive repeat business from existing defence customers.
• Maintain CRM and provide accurate sales forecasts, opportunity status and closure timelines.
• Travel extensively across India for customer meetings, demonstrations, trials, exhibitions, and strategic engagements.

Qualifications

• Prior experience in B2B, B2G, or technology sales, preferably in the drone industry.
• Proven track record of meeting or exceeding sales targets.
• Strong communication, negotiation, presentation, and relationship management skills.
• Proficiency in CRM systems and sales management tools.
• Excellent organizational skills with strong attention to detail and documentation.
• Familiarity with the drone industry, defence ecosystem, or related technology sectors is an added advantage.