Senior Account Manager – Public Sector & Large ICT Projects

Short Description

On behalf of our client Axians Croatia, we are looking for a highly motivated Senior Account Manager to join their team in ZagrebThe Senior Account Manager is responsible for managing strategic public sector accounts and driving complex, high-value technology projects. This role combines consultative sales, digital transformation advisory, and multi-stakeholder project leadership. The ideal candidate brings deep experience with government agencies, ICT procurement, and delivering mission critical ICT solutions such as cloud services, cybersecurity, networking, data centers, and enterprise software platforms

Description

Key ResponsibilitiesPublic Sector Account Management

• Develop and strengthen long-term relationships with government ministries, public agencies, municipalities, and state-owned enterprises.
• Understand each client’s digital transformation strategy, regulatory obligations, and operational needs to propose relevant ICT solutions.
• Maintain executive-level engagement with CIOs, IT directors, procurement officers, and project sponsors.

Strategic Sales & Business Development

• Identify new ICT opportunities including cloud migration, cybersecurity initiatives, infrastructure and application modernization, .
• Lead complex sales cycles from opportunity discovery to proposal, negotiation, and contract signature.
• Prepare high-quality bids, ensuring adherence to public procurement laws, technical specifications, and compliance standards.
• Drive growth in assigned accounts through cross sell and up sell of ICT solutions, managed services and enterprise software solutions.

Project Delivery & Coordination

• Oversee execution of large-scale ICT projects in collaboration with delivery teams (infrastructure, cloud, software, security, PMO).
• Coordinate internal technical experts, solution architects, and external partners to ensure successful delivery.
• Manage escalations, risk mitigation, and alignment with SLAs, KPIs, project timelines, and budget.
• Ensure smooth handover from pre sales to delivery and ongoing service management.

Commercial & Financial Management

• Take ownership of revenue targets, margins, forecasting, and account profitability.
• Build commercial models suitable for ICT tenders (CAPEX vs. OPEX, subscriptions, managed services, framework agreements).
• Optimize contract performance and ensure adherence to compliance, data protection, and cybersecurity standards.

Customer Success & Support

• Conduct periodic account reviews and performance meetings with public sector stakeholders.
• Monitor service quality and ensure fulfillment of contractual obligations.
• •Act as trusted advisor on ICT strategy, digital government initiatives, and technology modernization

Requirements

Required Qualifications

• Bachelor’s degree in ICT, Engineering, Computer Science, Business, or related field. Master’s degree preferred.
• 5+ years of experience in ICT account management, sales, or business development.
• Demonstrated success managing large ICT projects (cloud, data center, cybersecurity, networking, enterprise applications).
• Strong understanding of public procurement processes (EU and national).
• Proven ability to engage with senior government stakeholders and ICT decision-makers.
• Excellent communication, presentation, and negotiation skills.

Offer

Preferred Skills & Experience

• Knowledge of modern ICT architectures: cloud, data center infrastructure, networking, virtualization, security solutions, SaaS platforms.
• Experience in tendering for ICT projects including framework contracts, multi-year managed services, and consortium bids.
• Familiarity with digital public services standards, cybersecurity frameworks, and data protection requirements.
• Ability to coordinate multi-disciplinary technical teams in a matrix environment.
• Certifications such as ITIL, PMP/PRINCE2, Azure/AWS, or cybersecurity credentials (ISO 27001, CISSP) are a plus.

Personal Competencies

• Strong customer focus with the ability to understand technology and translate it into business value.
• High level of self-motivation, ownership, and strategic thinking.
• Excellent relationship building and stakeholder management skills.
• Professional, ethical, and comfortable operating in sensitive or regulated environments.