1. Position Overview

We are seeking a highly experienced and results-driven Senior Enterprise & Government Account Manager with a strong background in the ICT industry and extensive experience serving government entities, large enterprises, and strategic vertical industry customers.

The ideal candidate will have more than 10 years of relevant professional experience, with a proven track record of developing and managing strategic accounts within at least one specific vertical industry, such as Transportation, Healthcare, Government, Energy, Utilities, or other key enterprise sectors.

The successful candidate must possess deep industry knowledge, an established network of senior-level customer relationships, and the ability to identify, develop, and secure large-scale ICT business opportunities.

This position requires a combination of strategic account management, industry expertise, consultative solution selling, and strong business development capabilities.

2. Key Responsibilities

A. Strategic Account Management & Customer Relationships

Develop and execute strategic account plans for key government entities, large enterprises, and vertical industry customers.

Build, maintain, and expand long-term relationships with senior customer stakeholders, including C-level executives, CIOs, CTOs, IT Directors, and key business decision-makers.

Establish trusted-advisor relationships with strategic customers, understanding their business priorities, digital transformation strategies, and ICT investment plans.

Identify key decision-makers, influencers, procurement stakeholders, and ecosystem partners within target accounts.

Drive customer engagement at both executive and operational levels to strengthen account penetration and long-term business partnerships.

B. Vertical Industry Business Development

Take ownership of business development within one or more designated vertical industries, with a strong preference for candidates who have demonstrated long-term specialization in a particular sector.

Develop a comprehensive understanding of industry-specific business models, operational challenges, regulatory requirements, and technology investment trends.

Identify emerging ICT business opportunities arising from digital transformation, smart infrastructure, enterprise connectivity, cloud adoption, cybersecurity, and AI-driven transformation.

Develop sector-specific go-to-market strategies and customer engagement plans.

Leverage existing industry networks and customer relationships to generate new business opportunities and expand market share.

C. ICT Solutions & Consultative Selling

Lead complex ICT solution sales involving enterprise networking, telecommunications infrastructure, data centers, cloud computing, cybersecurity, digital platforms, and related technologies.

Understand customers' technical and business requirements and collaborate with presales, solution architects, and technical teams to develop competitive proposals.

Position integrated ICT solutions that address industry-specific business challenges and deliver measurable customer value.

Manage complex sales cycles, including opportunity qualification, solution development, commercial negotiation, tender participation, and contract closure.

Support the development of strategic partnerships and ecosystem-based solutions to address large-scale customer requirements.

D. Government & Enterprise Project Development

Identify and pursue strategic ICT projects, government digital transformation initiatives, and major enterprise technology investments.

Maintain strong engagement with relevant government authorities, public-sector organizations, industry stakeholders, and enterprise customers.

Develop a strong understanding of public-sector procurement processes, tender requirements, and enterprise purchasing mechanisms.

Lead the commercial development of major ICT projects, from early opportunity identification through contract award.

Coordinate internal and external resources to improve project competitiveness and successful deal closure.

E. Sales Performance & Market Intelligence

Achieve assigned revenue, order intake, profitability, and strategic account development targets.

Build and maintain a healthy sales pipeline with accurate opportunity forecasting.

Monitor market developments, competitor activities, customer investment priorities, and industry-specific technology trends.

Provide strategic market intelligence and customer insights to support business planning and product positioning.

Work closely with regional management, technical teams, and delivery organizations to ensure customer satisfaction and sustainable account growth.

3. Qualifications & Experience

A. Professional Experience

Bachelor's degree or above in Telecommunications, Information Technology, Computer Science, Engineering, Business Administration, or a related discipline.

Minimum 10 years of professional experience in the ICT industry, preferably in enterprise sales, government account management, strategic business development, or key account management.

Demonstrated long-term experience and deep specialization in at least one vertical industry, preferably Transportation, Healthcare, Government, Energy, Utilities, or other major enterprise sectors.

Proven experience managing strategic government or large enterprise accounts and developing complex ICT business opportunities.

Strong track record of achieving sales targets and securing major ICT contracts or projects.

Experience working with leading global ICT vendors, system integrators, telecommunications operators, or enterprise technology solution providers is highly desirable.

B. Industry Expertise & Customer Network

In-depth understanding of the business environment, technology requirements, and procurement dynamics of the candidate's specialized vertical industry.

Established relationships with key customers and senior decision-makers within the relevant vertical industry are essential.

Proven ability to independently identify business opportunities, access strategic customer stakeholders, and develop long-term customer relationships.

Strong understanding of digital transformation initiatives and ICT investment priorities within the relevant industry.

Experience engaging with government entities, public-sector organizations, or major enterprise groups is strongly preferred.

C. ICT Knowledge & Commercial Capabilities

Solid understanding of ICT solutions, including enterprise networks, connectivity, data centers, cloud infrastructure, cybersecurity, and digital transformation technologies.

Strong consultative selling, solution positioning, and value-based sales capabilities.

Experience managing large and complex ICT projects involving multiple stakeholders and extended sales cycles.

Strong commercial negotiation, contract management, and tender management skills.

Ability to collaborate effectively with technical, commercial, and delivery teams.

4. Core Competencies

Strategic Account Management

Government & Enterprise Customer Engagement

Vertical Industry Expertise

Executive-Level Relationship Management

Complex ICT Solution Selling

Business Development & Opportunity Creation

Strategic Sales Planning

Commercial Negotiation & Deal Closure

Cross-Functional Collaboration

Market Intelligence & Competitive Analysis

5. Preferred Candidate Profile

The ideal candidate is an experienced ICT sales professional who has spent a significant portion of their career developing business within a specific vertical industry and has built a strong network of strategic customer relationships.

Candidates with the following backgrounds will be particularly attractive:

Transportation: Experience serving airports, airlines, railways, metro operators, ports, logistics companies, transportation authorities, or smart mobility organizations.

Healthcare: Experience serving public and private hospitals, healthcare groups, health authorities, medical institutions, or digital healthcare organizations.

Government: Experience serving ministries, government agencies, municipalities, public-sector institutions, or national digital transformation programs.

Other Vertical Industries: Demonstrated specialization in Energy, Utilities, Education, Financial Services, Smart Cities, or other strategic enterprise sectors.

6. Key Success Indicators

Ability to establish and maintain senior-level relationships with strategic customers.

Depth of industry specialization and quality of existing customer networks.

Proven ability to originate and close large-scale ICT opportunities.

Consistent achievement of revenue and order intake targets.

Demonstrated success in expanding strategic accounts and developing new business within the designated vertical industry.