Sales Manager Public Sector At Cloudplexo
full-time
Role Overview
We are looking for an experienced Sales Manager - Public Sector to lead and grow our government and public institution business. You will own the full sales cycle, from spotting opportunities early and building relationships with key decision-makers to leading business opportunities or tender responses and closing multi-year contracts. You will need a strong grasp of public procurement processes and a proven record of selling complex IT services and solutions into the public sector.
Key Responsibilities
Business Development & Sales Strategy
Develop and execute a public sector sales strategy aligned with company growth targets and government technology priorities.
Identify, qualify, and pursue new opportunities across national, regional, and local government entities as well as other public institutions.
Build and maintain a healthy sales pipeline, with accurate forecasting and regular reporting to leadership.
Meet or exceed quarterly and annual revenue, bookings, and margin targets.
Tenders & Procurement
Monitor procurement portals, tender notices, and framework agreements to catch opportunities early.
Lead bid/no-bid decisions and coordinate responses to RFIs, RFPs, EOIs, and tenders.
Work with technical, delivery, legal, and finance teams to prepare compliant, competitive, high-quality proposals.
Ensure full compliance with public procurement laws, regulations, and ethical standards.
Stakeholder & Account Management
Build trusted relationships with senior government officials, CIOs, ICT directors, procurement officers, and other key stakeholders.
Manage and expand existing public sector accounts, finding upsell and cross-sell opportunities.
Understand clients' policy goals, budget cycles, and digital agendas, and position solutions to support them.
Represent the company at government forums, industry events, conferences, and trade associations.
Partnerships & Collaboration
Develop strategic partnerships with technology vendors (e.g., Microsoft, AWS, Oracle, SAP, Cisco), system integrators, and local partners to strengthen bids.
Work closely with solution architects and pre-sales consultants to shape solutions that meet client requirements.
Share market intelligence and client feedback with marketing and service delivery teams.
Contract Negotiation & Closing
Lead commercial negotiations, pricing strategy, and contract finalization within approved guidelines.
Ensure smooth handover to delivery teams and stay involved to keep clients satisfied and win repeat business.
Qualifications & ExperienceRequired
Bachelor's degree in Business Administration, Information Technology, Computer Science, Marketing, or a related field.
7+ years of B2B sales experience in IT services, consulting, or technology solutions, with at least 4 years selling to the public sector.
Proven track record of winning and closing large, complex public sector contracts.
Solid knowledge of public procurement laws, tendering processes, and government budgeting cycles.
An established network of relationships within government ministries, agencies, or public institutions.
Good understanding of IT solutions such as cloud, cybersecurity, ERP, digital government platforms, data analytics, and managed services.
Excellent proposal writing, presentation, and negotiation skills.
Preferred
MBA or relevant postgraduate qualification.
Professional certifications in sales, procurement, or project management (e.g., CIPS, PMP, PRINCE2).
Experience with donor-funded or development partner projects (e.g., World Bank, AfDB, USAID, EU).
Familiarity with CRM tools such as Salesforce, HubSpot, or Microsoft Dynamics.
Experience with public-private partnership (PPP) models.
Key Competencies
Strategic thinking with a results-driven mindset
Strong relationship-building and influencing skills at senior levels
High integrity and commitment to ethical business practices
Ability to handle long, complex sales cycles with patience and persistence
Excellent written and verbal communication
Team player who works well across departments
Key Performance Indicators
Revenue and bookings against target
Pipeline value and conversion rate
Tender win rate
New accounts acquired and growth in existing accounts
Client satisfaction and retention