Senior Account Manager

Job Objective

Contribute to the Government Segment’s revenue growth by generating leads for new business opportunities and by maintaining and growing existing Government and Semi-Government client accounts. Manage client requirements by offering customer-focused Telecom and ICT solutions aligned with national digital transformation objectives. Enhance client satisfaction for retention and sustained growth to meet the Segment’s objectives.

Responsibilities

Strategic

• Understand Government clients’ priorities, policies, and digital transformation programs and provide insights to the Team Leader and Director Government Sales on new opportunities.
• Keep abreast of government regulations, initiatives, and budgets, as well as competitor activities, to support the design of government sales strategies.

Financial

• Maintain revenue forecasting for the clients, anticipate revenue movement, perform gap analysis

Operational

• Build strong professional relationships with assigned government accounts (ministries, authorities, councils, and state-owned entities) and achieve annual sales targets.
• Generate leads by monitoring tenders, RFPs, ministry portals, and government programs, and by leveraging executive relationships and referrals.
• Understand client requirements and collaborate with Presales, Regulatory, and Technology teams to prepare tailored proposals aligned with government standards.
• Deliver proposal presentations and conduct negotiations ensuring compliance with public sector procurement policies.
• Liaise with the Digital Business Solution and Project Management teams to ensure effective implementation of government projects within agreed timelines.
• Maintain service-level agreements by coordinating with internal teams including Network, Service Delivery, and Regulatory Affairs.
• Provide timely and effective resolution to government client queries or escalations.
• Conduct regular follow-ups with clients for payment collection in line with government financial processes.
• Develop existing accounts through account mapping and executive engagement sessions to identify new opportunities.
• Undertake initiatives to improve processes in assigned area of work
• Guide team / peers in meeting delivery timelines and performance expectations
• Ensure that team / peers adhere to company policies and legal regulations

People

• Continuously share knowledge on government sector trends, procurement policies, and telecom/ICT business practices.
• Motivate the team to build a culture of public-sector centricity.
• Support in developing junior team members for government account management.
• Motivate and build a healthy work environment within the team. Provide support in resolving work related / other concerns in an effective manner

Qualifications

• Bachelors’ degree in Engineering/ Technical/ Equivalent

Experience

• 4-6 years of experience in Telecom or high tech product environment
• Understanding of the specific customer segment (Government)
• Experience in Sales & Marketing Role