Sr Manager-Sales & Marketing

Business Development & Revenue Generation
– Identify, qualify and pursue new business opportunities across the Army, Navy, Air Force, Coast Guard, CAPFs and State Police Forces in close coordination with the VP – BD and leadership team.
– Build and maintain a healthy, multi-year opportunity pipeline aligned with MDS platform and product strategy, with structured CRM discipline and accurate revenue forecasting.
– Establish and deepen relationships with key stakeholders in Integrated HQ MoD, DRDO, DPSUs, SHQs and designated procurement agencies to ensure MDS is represented at the right tables during requirement formulation.
– Identify potential partners, teaming arrangements and Joint venture opportunities with global and domestic OEMs to strengthen bid competitiveness and offset obligation strategies under DPP/DAP frameworks.

Technology Prototyping & Emerging Solutions
– Work alongside the R&D and engineering functions to identify white-space technology areas where MDSL should invest in prototype development ahead of formal requirements.
– Translate field-level user feedback and emerging operational doctrine into technology roadmap inputs, presenting structured opportunity briefs to leadership and the engineering team for resource prioritisation.
– Coordinate proof-of-concept and prototype trials with prospective customers, managing logistics, demonstration planning and post-trial feedback loops to refine product positioning.

Market Intelligence & Competitive Analysis
– Continuously monitor and analyse the Indian defence procurement landscape including DAP 2020 provisions, AON pipeline, categorisation trends, and long-term integrated perspective plan priorities to identify where MDS platforms are best placed.
– Track competitor activity, pricing strategies, platform capabilities and partnership moves across domestic and global peers to inform MDS go-to-market decisions.
– Develop and maintain a rolling market intelligence brief — presented quarterly to leadership — covering opportunity pipeline health, policy changes, emerging threats to current bids and white-space opportunities.
– Engage with industry associations, think tanks and veterans' networks to stay ahead of policy shifts and emerging user priorities.

RFI, RFP & Bid Management
– Lead preparation and submission of Expressions of Interest (EOIs), Responses to RFIs and Statements of Capability in alignment with MDS technical team, ensuring responses are compelling, accurate and strategically positioned.
– Coordinate with programme management, legal, finance and engineering teams during formal RFP response phases — managing the bid schedule, compliance matrix and customer communication channel.
– Develop win strategies for priority pursuits, including pricing posture, offset commitments and partnership structuring, ensuring MDS submissions address both technical and commercial evaluation criteria decisively.

Defence Expositions & Outreach Events
– Own the planning and execution of MDS participation in key defence events including — managing exhibit logistics, platform display, demonstration schedules, visitor engagement and post-event business follow-up.
– Design and deliver targeted engagement programmes during events — VIP walkthroughs, live demonstrations and senior customer meetings — to maximise MDS mindshare with decision-makers and influencers.
– Develop and maintain a library of current, professionally produced sales collateral including brochures, platform spec sheets, video content and customer briefing decks in coordination with the marketing team.