Senior Sales Manager, Defence

Responsibilities

We are looking for a seasoned Defence Sales Leader to drive Octave’s growth within the Indian defence ecosystem. This individual will be responsible for expanding adoption of geospatial and digital reality solutions across the Indian Army, Navy, and Air Force, supporting mission-critical operations including intelligence, surveillance, command & control, and asset lifecycle management.

The role demands deep domain expertise, strong relationships within defence organizations, and the ability to lead complex, high-value enterprise sales cycles.

Strategic Defence Sales Leadership

• Own and grow Octave’s defence revenue portfolio in India


• Develop and execute a multi-year defence sales strategy aligned with India’s modernization and indigenization priorities (Atmanirbhar Bharat)


• Drive adoption of Octave’s geospatial platforms, digital twin solutions, and situational awareness systems

Customer & Ecosystem Engagement

• Build trusted relationships with senior stakeholders across: 
  -  Indian Army, Navy, Air Force
  -  Ministry of Defence (MoD), DRDO, HQ IDS
  -  Defence PSUs and system integrators


• Represent Octave as a strategic technology partner in national defence initiative

Solution & Value Selling

• Lead consultative engagements showcasing Octave’s capabilities in: 
  -  Command & Control (C2) systems
  -  ISR (Intelligence, Surveillance, Reconnaissance)
  -  Geospatial intelligence (GEOINT)
  -  Digital twins for defence infrastructure and operations


• Work closely with pre-sales, product, and delivery teams to craft mission-ready solutions

Bid & Program Management

• Lead end-to-end execution of RFPs, tenders, and large defence programs


• Navigate complex procurement frameworks, compliance requirements, and contract negotiations


• Partner with system integrators and OEM ecosystem for large-scale program delivery

Account Growth & Pipeline Development

• Own and expand strategic defence accounts


• Build and maintain a strong pipeline across all three forces


• Drive long-term engagements including framework agreements and multi-phase programs

Market Intelligence & Positioning

• Track defence budgets, modernization programs, and policy changes


• Provide strategic insights on: 
  -  Emerging defence technology trends (AI, geospatial analytics, autonomy)
  -  Competitive landscape in geospatial and digital reality solutions


• Position Octave as a leader in mission-critical geospatial intelligence platforms

Education / Qualifications

• 13+ years in enterprise software or technology sales within the defence/government sector


• Should have bachelor/master's degree in Engineering


• Proven success selling GIS, geospatial intelligence, or digital reality platforms


• Strong track record engaging with Indian Army, Navy, and Air Force


• Deep understanding of Indian defence procurement lifecycle and tendering processes


• Experience working within or alongside system integrators, defence OEMs, or technology providers

Key Skills & Competencies

• Strategic account management and complex deal closure


• Deep expertise in geospatial technologies and defence applications


• Strong network across Indian defence and government ecosystem


• Excellent executive communication and stakeholder influence


• Ability to lead long-cycle, high-value enterprise sales


• Commercial acumen and contract negotiation expertise

Preferred Qualifications

• Established relationships within MoD, DRDO, defence PSUs


• Exposure to command & control systems, ISR platforms, or digital twin technologies


• Engineering, geospatial, or technical background preferred


• Familiarity with GeM, defence procurement procedures (DPP/DAP)
  
  

About Octave

Octave provides mission-critical software that empowers organizations to make informed decisions across every stage of the asset lifecycle - Design, Build, Operate and Protect - where performance, safety, and reliability are non-negotiable and failure is not an option.

Turning complex operational data into actionable intelligence, Octave connects expertise, real-world conditions and enterprise-scale insight to improve performance, resilience and incident response where it matters most.

Octave has more than 7,000 employees in 45 countries. Learn more at octave.com and follow us on LinkedIn.

Why work for Octave?

All in. Always forward. That's the way we do things around here. We put trust in our people because we believe it's the best way to unleash potential, bring ideas to life, and keep moving ahead. And it's why we're committed to creating an environment that's truly supportive, providing you with the resources you need to support your ambitions, no matter who you are or where you are in the world.

Everyone is welcome

At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. Here, everyone is welcome. As an inclusive workplace, we don't discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all. 

Respect is the cornerstone of how we operate, so speak up and be yourself. You're valued here.