Public Sector Account Manager
il y a 2 semaines
The Account Manager for the public segment is responsible for pursuing new business opportunities within the public sector while maintaining and nurturing existing client relationships.
This role involves understanding the unique needs of public sector entities and delivering tailored ICT solutions to meet their objectives, with a strong focus on the new client acquisition.
This role is focused on the IRISnet customer.About IRISnet:
IRISnet 3 frame contract, awarded via a public RFP, is covering telecom and ICT services for all the
administrative institutions of the Brussels Region and all the communalities within this region.
The Public Account Manager focuses solely on public clients and public accounts/institutions targeted in the Brussels region. These public institutions/prospects are in the SMA/HSMA/CMA segments. The objective is to convince the clients' or prospects' organizations to redirect their ICT budgets to IRISnet SRL/Orange Group.
Your responsibilities:
New Business Development (Hunting - 70%):
- Proactively identify clients (in the target of potential 550 PAB"s who can join the IRIS market3), including government agencies, educational institutions, and non-profit organizations.
- Understand the customers or prospects business sufficiently to match their ICT/ needs with IRISnet/Orange solutions.
- Determine a commercial approach and right storytelling to translate that into an account development (ADP) plan that describes the commercial strategy and execute it.
- Conduct indepth research to understand potential ICT clients' needs and challenges.
- Prepare and deliver compelling sales presentations and Account Development Plans (ADP).
- Build a robust pipeline of potential clients through networking, hospitality events, and market research.
Client Relationship Management (Farming - 30%):
- Develop and maintain strong, long-term relationships with new IRISnet clients and public organisations.
- Understand the general principles of public budget allocation.
- Act as the primary point of contact for existing clients, ensuring a high level of customer satisfaction.
- Identify opportunities to upsell and crosssell additional ICT solutions to current clients.
- Ensure ongoing client engagement and satisfaction through regular communication and checkins.
Solution Selling:
- Understand specific needs and challenges of public sector clients.
- Collaborate with internal teams (Orange ICT experts/Presales, Product Mkt.) to design and propose customized ICT solutions.
- Stay informed about industry trends (mainly vendors Cisco, Fortinet, HP/Aruba ) and emerging technologies relevant to the public sector.
Reporting and Documentation:
- Maintain accurate records of client interactions, sales activities, and project progress.
- Prepare regular reports for senior management on account performance and market insights.
Your profile:
- Minimum Bachelor's degree
- Minimum 25 years of experience in account management or sales role, preferably within the ICT sector, IT or similar environment and in a Hunting position (Get)
- Sales experience and sales training, especially in 'target selling' or equivalent
- Previous experience in the public sector is a real plus
- Good knowledge of the ICT/communication market
- Understanding of customer's influence circle dynamics
- Excellent communication and negotiation skills
- Fluent English and French, basic Dutch would be a plus
What we are offering:
A dynamic working environment where you have every opportunity for personal development.
Moreover, you can look forward to the following compensation and benefits package:
a market competitive salary, a company car, performance bonus, meal vouchers, 32 holidays per year, pension provision, life assurance and accident cover, and medical insurance.
**Inspired? Then we would like to hear from you If there's a match in the making, we'll invite you for a first interview-
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