Account Manager - Government

Job Purpose / Objective:

Responsible for managing and expanding key government accounts by driving revenue growth, strengthening strategic relationships, and positioning the organization as a trusted partner. The role focuses on identifying new opportunities, developing value-driven solutions, and ensuring successful delivery of programs aligned with government priorities and procurement frameworks.

Key Accountabilities:

1. Strategic Account Management:

1. · Manage and grow a portfolio of strategic government accounts, ensuring long-term relationship development and revenue growth.
2. · Develop and execute account strategies aligned with government priorities and organizational objectives.
3. · Identify opportunities for account expansion, cross-selling, and upselling within existing programs.

2. Client Relationship and Stakeholder Engagement:

1. · Build and maintain strong relationships with senior stakeholders across ministries, agencies, and public sector entities.
2. · Act as a trusted advisor to clients, ensuring high levels of engagement, satisfaction, and partnership.
3. · Navigate complex stakeholder environments to align client expectations with organizational capabilities.

3. Opportunity Identification and Business Development:

1. · Identify, qualify, and pursue new business opportunities within assigned government accounts.
2. · Support pipeline development and contribute to long-term revenue planning and forecasting.
3. · Monitor market trends, government initiatives, and sector developments to identify growth opportunities.

4. Proposal Development and Business Case Structuring:

1. · Develop compelling business cases, proposals, and value propositions tailored to government requirements.
2. · Ensure alignment of proposals with public procurement regulations, client needs, and organizational capabilities.
3. · Collaborate with internal teams to develop competitive and compliant submissions.

5. Solution Alignment and Value Proposition:

1. · Translate client requirements into technology-driven solutions in collaboration with technical and engineering teams.
2. · Ensure proposed solutions are aligned with operational needs, regulatory requirements, and strategic objectives.
3. · Support positioning of integrated solutions that deliver measurable value to government clients.

6. Cross-Functional Collaboration and Deal Execution:

1. · Work closely with sales, engineering, operations, finance, and legal teams to support deal closure and delivery.
2. · Ensure smooth transition from sales to execution, maintaining alignment on scope, timelines, and deliverables.
3. · Facilitate internal coordination to address client needs and ensure service excellence.

7. Account Performance and Reporting:

1. · Track and report account performance metrics including revenue growth, pipeline status, and client satisfaction.
2. · Provide regular updates and insights to management on account health, risks, and opportunities.
3. · Ensure alignment of account performance with organizational targets and strategic goals.

8. Compliance and Governance:

· Ensure all account activities comply with government procurement policies, contractual obligations, and regulatory requirements.

· Maintain adherence to internal governance frameworks and commercial policies.

Qualification / Experience:

Education:

1. · Bachelor's degree in business administration, Engineering, Telecommunications, Information Technology, or a related field.
2. · Master's degree in business administration (MBA) or Strategic Management is preferred.

Experience:

1. · 5 - 8 years of experience in account management, business development, or consulting, preferably within government or public sector environments.
2. · Proven experience managing strategic client accounts and driving revenue growth.
3. · Strong background in proposal development, business case preparation, and value proposition design.
4. · Solid understanding of technology domains (e.g., telecommunications, IT solutions, or digital transformation).
5. · Experience working within government procurement frameworks and long sales cycles is highly desirable.
6. · Demonstrated ability to manage senior stakeholders and complex client environments
7. Strong commercial acumen, negotiation skills, and ability to translate client needs into actionable solutions.