Senior Client Manager

• Manages and grows relationships to drive expansion and renewals across all solution areas within assigned government agencies (~100 ministries, statutory boards, utilities, and energy entities)
• Builds relationships and influences stakeholders at multiple levels across public sector organizations
• Works with and through the company’s network of offices to deliver an excellent client experience across all relevant markets
• Realizes revenue and margin targets and maximizes sales opportunities by connecting agency needs with company offerings and solutions
• Develops and drives organizational strategy with local client managers within assigned agency portfolios
• Uses engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction)
• Minimizes churn and maximizes retention within assigned public sector accounts
• Uses company sales tools (e.g., Salesforce.com) and methodology to effectively manage accounts, opportunities, pipelines, and forecasts
• Be fully aware of and understand the International Trade Policy and all Public Sector procurement compliance requirements
• Meets or exceeds quota targets through comprehensive account management across government agencies
• Grows profitability, revenues, and client satisfaction levels for the company’s public sector client portfolio
• Drives passionately for client satisfaction throughout the entire lifecycle of the public sector buying process, taking ownership for the commercial agreement with each agency
• Generates demand by assisting clients to identify current needs (turning implied needs into explicit needs), and effectively articulating how the company can add value through services and solutions
• Approaches the management of the account in a systematic way by identifying the strategy used to develop and grow the account profitably
• Performs vulnerability analysis of the company’s position compared to competitors and vendors to ensure the agency’s requirements are at the heart of the proposed solution
• Works closely with solution teams to understand agency requirements, translate needs into solution scopes, and prepare budgetary quotations
• Leads end‑to‑end tender, RFQ, and RFP processes (including GeBIZ submissions), working collaboratively with the Bid Management team to ensure compliance, competitiveness, and quality in all submissions
• Influences solution design, pricing structures, and scope based on agency requirements and constraints
• Partners with delivery and project teams to ensure seamless handover, project initiation, and execution aligned with the agreed solution and commercial commitments
• Acts as first point of contact for client issues across the public sector portfolio
• Positively influences and enables financial control, governance, and compliance throughout the region to prevent and reduce financial costs

• Bachelor’s degree or equivalent in business or a sales-related field
• Seasoned experience in a public sector account management or enterprise sales role
• Seasoned experience working with government procurement processes, tenders, RFQs, RFPs, and long sales cycles
• Seasoned experience in the IT or professional services industry with a focus on business development and/or sales
• Seasoned experience driving alignment across multiple stakeholders to achieve sales growth
• Seasoned sales orientation with experience working with clients and internal teams to create sales‑oriented solutions and services
• Seasoned experience in a similar Client Manager role
• Seasoned experience working with Salesforce.com contact platform

Relevant vendor or public sector certifications would be advantageous