Job Summary
The Enterprise Account Head (Cloud) - Public Sector is responsible for driving new business, managing strategic customer relationships, and achieving sales targets across public sector organisations. The role focuses on identifying new opportunities, expanding existing accounts, and delivering cloud and SaaS solutions that support customers digital transformation initiatives.
This is an individual contributor role requiring strong commercial ownership, excellent relationship management skills, and the ability to consistently achieve ambitious revenue targets.
Key Responsibilities:
Account Management
- Build and maintain long-term relationships with key public sector customers.
- Act as the primary commercial contact for assigned accounts.
- Develop account growth plans aligned with customer objectives.
- Conduct regular business reviews with key stakeholders.
- Ensure high levels of customer satisfaction and account retention.
Sales & Business Development
- Achieve monthly, quarterly, and annual sales targets.
- Generate new business opportunities while expanding existing customer accounts through upselling and cross-selling.
- Own both direct and indirect sales targets.
- Develop long-term account strategies to maximise revenue growth.
- Consistently deliver high-value sales performance against assigned objectives.
Solution Selling
- Understand customer business requirements and recommend suitable cloud and SaaS solutions.
- Position technology solutions based on business outcomes and customer needs.
- Collaborate with technical teams to deliver tailored customer solutions.
- Support customers throughout the complete sales lifecycle.
Customer & Partner Management
- Build trusted relationships with executive stakeholders and decision-makers.
- Manage strategic customer and technology partner relationships.
- Coordinate with internal teams to ensure successful project delivery.
- Maintain strong engagement throughout the customer lifecycle.
Business Planning
- Develop annual account plans and sales strategies.
- Maintain an accurate sales pipeline and revenue forecast.
- Monitor account performance and identify growth opportunities.
- Prepare regular sales and business performance reports.
Market Development
- Monitor industry trends and competitor activities.
- Identify new opportunities within the public sector.
- Recommend strategies to increase market share and revenue.
- Support the launch and adoption of new cloud and technology solutions.
Qualifications
- Bachelor's degree in Information Technology, Computer Science, or a related discipline.
- Engineering background is preferred.
- MBA is considered an advantage.
Experience
- 8-10 years of experience in enterprise sales, strategic account management, or technology sales.
- Strong understanding of cloud business models.
- Proven experience selling SaaS solutions.
- Experience managing strategic enterprise customers.
- Experience working with technology vendors and partners.
- Demonstrated success owning direct and indirect sales targets.
- Strong record of achieving multimillion-dollar sales targets (approximately USD 10–20M, depending on company size, scale, structure and services / products offered.).
- Experience selling technology solutions into public sector organisations.
Preferred Experience
- Experience with Data & AI solutions.
- Experience selling enterprise cloud solutions.
- Experience managing public sector accounts and government authorities.
- Experience working with complex enterprise sales cycles in a hyper-growth environment
Skills & Competencies
- Strong enterprise sales and business development skills.
- Excellent account management and relationship-building abilities.
- Strong commercial and negotiation skills.
- Ability to identify new business opportunities and grow existing accounts.
- Excellent communication and stakeholder management skills.
- Strong analytical and strategic thinking abilities.
- Self-driven with the ability to take ownership and deliver results.
- Proven ability to consistently achieve challenging sales targets
