Business Development Manager - Public Sector

Role Summary

Description

The Senior Account Manager for the Public Sector will be responsible for driving strategic relationships with government agencies, leading the complete sales cycle and ensuring sustainable portfolio growth. This professional will act as a high-level consultant, deeply understanding the demands of the public sector, building value proposals aligned with government priorities and ensuring the execution of large contracts.

Main Responsibilities Strategic Account Management

• Develop and manage long-term relationships with public sector clients, including municipal, state and federal agencies;
• Map stakeholders, influencers and decision-makers, acting as the organization's strategic focal point.

Commercial Execution

• Lead the entire consultative sales cycle: prospecting, diagnosis, preparation of proposals, negotiation and closing;
• Conduct complex and long-term sales processes, ensuring compliance with legislation, regulations and public purchasing practices (Tender Law, auctions, calls, etc.).

Technical Understanding and Proposing Solutions

• Identify customer needs and translate these demands into solutions that adhere to the company's portfolio;
• Prepare robust technical and commercial proposals, with a high degree of adherence to specific public sector notices and requirements.

Pipeline and Forecast Management

• Manage pipeline accurately, ensuring reliable revenue forecasts;
• Monitor performance indicators, margins, profitability and risks associated with each opportunity.

Partnerships and Multidisciplinary Work

• Collaborate with internal product, marketing, legal and operations teams to ensure the delivery of end-to-end solutions to customers;
• Develop alliances with integrators, technology partners and strategic channels to leverage opportunities in the public sector.

Governance and Compliance

• Ensure that all commercial interactions strictly follow Compliance, integrity and corporate policies;
• Act in compliance with laws, regulations and ethical practices applicable to the government market.

Position Requirements Training

• Complete higher education in Administration, Economics, Engineering, IT, Public Management or related areas;
• Postgraduate degree or MBA will be an advantage;
• Mandatory intermediate/advanced English.

Requirements

• Minimum experience of 7-10 years in consultative sales, preferably involving the public sector;
• Proven track record of working in government accounts and closing large contracts;
• Experience with bidding processes, public contracts, SLAs and compliance.

Technical Skills

• Strong knowledge in technological solutions, services, telecom, SaaS or infrastructure (adjustable according to your sector);
• Ability to prepare complete technical and commercial proposals;
• Proficiency in CRM tools (Salesforce, Dynamics, etc.)

Behavioral Skills

• Excellent negotiation and communication skills at executive levels;
• Ability to deal with complex environments and make strategic decisions;
• Autonomy, analytical vision and focus on results;
• Integrity, resilience and ability to build trust in the public sector.