JOB DESCRIPTION
Account Manager – Public Sector (M/F)
Remote – United Kingdom

A. Role Overview

As part of its continued expansion across the United Kingdom, our client is looking for an experienced Account Manager specialising in the public sector. Reporting directly to the VP/Director of Sales Europe, this position is fully remote-based within the UK.

The Account Manager is responsible for managing, growing and retaining an existing portfolio of public sector accounts (central government, local authorities, NHS, public bodies, etc.). The role focuses on client satisfaction, contract renewals, and the identification and execution of upsell and cross-sell opportunities, with the objective of maximising the value generated across assigned accounts.

B. Organisational Positioning

Location: Remote (United Kingdom)
Division: Installed Base / Existing Accounts
Geographical Scope: United Kingdom
Reporting Line (N+1): VP / Director of Sales, Europe
Team Management: No

C. Key Responsibilities

The Account Manager will be responsible for the following:

Account Management & Customer Retention

Manage a portfolio of public sector accounts, ensuring regular follow-up and a high level of client satisfaction.
Drive the full sales cycle from needs identification through to contract signature.
Secure contract renewals under the best possible commercial terms.
Map accounts thoroughly, identifying key stakeholders including decision-makers, influencers and end users.

Commercial Development

Position the company's solutions as high-value answers to the specific challenges of public sector organisations, particularly around digital transformation and service modernisation.
Identify and execute upsell and cross-sell opportunities to broaden solution adoption within existing accounts.
Work closely with pre-sales teams on solution demonstrations and technical validations; deliver functional and commercial presentations.
Respond to tenders and procurement processes (RFP, RFI, frameworks such as G-Cloud, DOS, etc.) in coordination with internal stakeholders and partners.
Negotiate and renegotiate pricing terms; draft and finalise commercial contracts.

Forecasting & Reporting

Maintain accurate sales forecasts and provide regular pipeline reporting in the CRM.
Actively contribute to the overall commercial performance of the European territory.
Collaborate with channel partners for indirect account management.

Market Intelligence & Representation

Represent the company at trade shows, sector-specific conferences and public sector events.
Collect and relay client feedback to the product and marketing teams.
Monitor the competitive landscape and market trends to anticipate client needs.

D. Skills & Technical Expertise

Proven track record in selling software solutions (SaaS / on-premise) to public sector organisations.
Strong knowledge of public procurement mechanisms (frameworks, tender processes, G-Cloud, DOS, Crown Commercial Service agreements, etc.).
Solid command of complex sales negotiation techniques and commercial closing.
Good understanding of ITSM, ITOM or ITIL principles (a strong asset).
Ability to articulate and demonstrate business value (ROI, TCO, productivity gains, cost reduction).
Proficiency with CRM tools (Salesforce, HubSpot or equivalent).
Familiarity with SaaS, licensing, subscription and renewal commercial models.
Fluent English required (fully English-speaking environment).

E. Professional Qualities

Strong customer-centric mindset and results-driven approach.
Excellent interpersonal skills and ability to engage with senior stakeholders (C-suite, CIOs, elected officials).
Outstanding written and verbal communication and presentation skills.
Rigorous, organised and able to manage priorities effectively.
Self-motivated and autonomous, comfortable working in a fully remote environment.
Resilient under pressure, with the ability to manage long and complex sales cycles.
Intellectually curious with a genuine interest in technology-driven environments.