ВеликобританияSenior Public Sector Growth Manager
4 нед. назад
ВеликобританияSenior
Senior role to establish and grow presence in the UK public sector, focusing on public sector procurement and complex technology-enabled services sales.
Обязанности
- is seeking an experienced and highly autonomous Senior Public Sector Growth Manager to establish and grow our presence across the UK public sector.
- This is a senior individual contributor role for someone with a proven understanding of public sector procurement, sales cycles, framework-based selling and complex technology-enabled services. The successful candidate will take ownership of 's public sector growth strategy, developing new relationships and opportunities across central government, local government, healthcare, defence, education, blue-light services, arm's-length bodies and the wider public sector.
- The role will focus approximately 60% on winning new-logo clients and 40% on expanding existing accounts. The successful candidate will determine their own account strategies, supported by the Growth Director and Chief Business Officer for Northern Europe and 's technical, delivery, marketing, commercial and bid capabilities.
- This is a market-building opportunity for an driven sales professional who wants the autonomy to shape a public sector business and, as the market develops, potentially build and lead a dedicated public sector sales team.
Условия
- This role provides the opportunity to build rather than simply inherit.
- The successful candidate will have the autonomy to define how approaches the UK public sector, which accounts it prioritises, which partners it develops and which procurement routes it pursues. They will be supported by specialist automation and AI capabilities, senior leadership access and a broad portfolio of advisory, implementation, managed-service and platform solutions.
- Unlike roles within large generalist consultancies, this position offers direct influence over strategy, propositions, partnerships and investment decisions. It is suited to someone who wants autonomy, meaningful commercial accountability and the opportunity to create and potentially lead a significant public sector growth business.
Другое
- AI is a category shaper in Applied AI and Agentic Automation. We help leading enterprises move from automation projects and AI experiments into governed, production-grade systems that execute real work across workflows, processes, products and services.
- Our heritage is in scaled enterprise automation; our future is Applied AI and Agentic Automation: autonomous agents, AI engineering squads, process orchestration, data and knowledge foundations, and human-in-the-loop governance embedded deeply into how our clients operate.
- We are not here to sell AI theatre. We are here to turn AI into working systems, measurable outcomes and repeatable transformation programs.
- Develop and execute 's UK public sector growth strategy.
- Identify and prioritise target organisations, buying centres and market segments across the UK public sector.
- Create strategic account plans based on market potential, procurement routes, stakeholder priorities and 's capabilities.
- Determine the most effective initial market focus, whether targeting specific public sector segments or pursuing opportunities across the wider market.
- Build a balanced portfolio of strategic, mid-sized and emerging opportunities.
- Work with the Growth Director and Northern Europe CBO to align public sector activity with 's wider growth strategy.
- Help strengthen 's brand, credibility and market presence within the UK public sector.
- Generate approximately 60% of revenue from new-logo clients and 40% from existing account growth.
- Build relationships with senior decision-makers, influencers, procurement stakeholders and operational leaders.
- Develop opportunities through personal networks, direct prospecting, marketing campaigns, technology partners, framework providers, industry events and referrals.
- Engage effectively with senior public sector stakeholders, including CIOs, CDOs, CFOs, transformation directors, commercial directors and operational leadership.
- Lead consultative discovery to understand organisational objectives, operational challenges, service pressures and transformation priorities.
- Translate complex client needs into compelling automation, AI, process transformation and managed-service propositions.
- Maintain momentum through long and complex public sector buying cycles.
- Ensure opportunities meet 's revenue, profitability, delivery and risk expectations.
- Take responsibility for commercial negotiations, pricing strategy and opportunity governance.
- Maintain accurate and timely opportunity, pipeline and forecast information within 's CRM.
- Provide clear visibility of sales progress, risks, dependencies and likely commercial outcomes.
- Close business on terms that protect both client value and 's target margins.
- Develop a strong understanding of the procurement routes available to and its target clients.
- Identify the public sector frameworks, dynamic markets and procurement arrangements should join or access.
- Build the commercial case for participation in relevant procurement frameworks.
- Support or lead applications for new framework positions, working with internal bid, legal, commercial and delivery teams.
- Develop 's presence and pipeline through routes including G-Cloud, Digital Outcomes and Specialists, Crown Commercial Service arrangements and other relevant national, regional or sector-specific frameworks.
- Maintain relationships with framework providers, procurement bodies, commercial teams and potential prime-contractor partners.
- Ensure 's framework listings, service descriptions, pricing and go-to-market propositions remain relevant and commercially competitive.
- Identify alternative routes to market where is not directly listed, including prime contractors, systems integrators, resellers, consultancies and technology partners.
- Lead public sector bids from qualification through submission, negotiation and award.
- Coordinate contributions from sales, solution consulting, technical architecture, delivery, legal, finance, commercial and partner teams.
- Lead or contribute to requests for information, invitations to tender, requests for proposal, framework call-offs, further competitions, direct-award opportunities, and competitive dialogue or negotiated procedures.
- Create clear bid strategies, win themes, governance processes, responsibilities and delivery timelines.
- Ensure submissions address buyer requirements, measurable outcomes, social value, delivery risk and value for money.
- Make informed bid or no-bid recommendations based on strategic fit, win probability, commercial viability and delivery capability.
- Lead client presentations, clarification sessions, demonstrations and commercial negotiations.
- Capture lessons learned from successful and unsuccessful bids to improve future performance.
- Work with 's technical and delivery leadership to create compelling public sector propositions.
- Help package 's capabilities into repeatable offerings aligned with public sector priorities.
- Support the creation of relevant case studies, campaigns, thought leadership and sales collateral.
- Bring market insight into to inform service development, investment decisions and partner strategy.
- Articulate the business and public-service value of automation and AI without relying solely on technical features.
- Position services around measurable outcomes such as productivity, service accessibility, quality, compliance, employee experience and cost efficiency.
- Develop joint opportunities with 's strategic technology partners, including Appian, Microsoft, UiPath, Anthropic, OpenAI and Automation Anywhere.
- Build effective relationships with systems integrators, consultancies, prime contractors and framework partners.
- Identify opportunities for to act as a specialist delivery partner or subcontractor within larger public sector programmes.
- Create clear joint propositions and account plans with relevant partners.
- Represent at public sector events, roundtables, conferences and partner activities.
- The successful candidate will be a commercially driven public sector sales professional who combines market knowledge, relationship-building ability and disciplined sales execution. They will be comfortable operating with significant autonomy and creating a market strategy rather than inheriting a mature territory and established opportunity pipeline.
- At least five years' relevant sales or business development experience, with a strong focus on the UK public sector.
- A demonstrable record of winning new-logo public sector clients.
- Experience navigating long, complex and highly governed public sector sales cycles.
- Strong working knowledge of public procurement, framework-based selling and formal bid processes.
- Experience leading responses to ITTs, RFIs, RFPs, framework call- offs and further competitions.
- Proven ability to create account strategies, develop qualified pipeline and progress complex opportunities.
- Experience selling professional services, technology-enabled transformation or complex business solutions.
- A demonstrable record of achieving demanding revenue targets.
- Commercial experience managing pricing, profitability, negotiation and contract closure.
- Strong understanding of public sector stakeholders, governance, business cases and decision-making processes.