Strategic BDM (Public Sector) in London

About My client is a leading technology company specialising in ERP Services & AI/Data solutions for both the private & public sectors. Their mission is to empower public sector organisations with innovative technology and related services that streamline operations, enhance decision-making, and drive efficiency. They are looking for a dynamic and experienced Public Sector ERP New Business Sales Lead to join their growing team and lead efforts to expand their presence within the public sector (Local Government focused).

Job Summary As a Public Sector ERP Practice Lead, you will be responsible for driving new sales of large & complex (£MM ACV) ERP solutions to local/regional councils (core focus), central government agencies, and other public sector organisations across a UK wide territory. You will play a key role in managing the full sales lifecycle from prospecting and needs assessment to proposal and closing of £MM contracts. In addition, you may be called upon to lead/mentor a small team of sales professionals, providing guidance, motivation, and support to ensure targets and objectives are achieved.

Key Responsibilities

• New Business Development (80%)
  • Identify, prospect, and build new relationships with key decision‑makers within public sector organisations (e.g., Local (focus), Central Government, not‑for‑profit/charities, blue light, etc.).
  • Conduct thorough needs assessments and tailor ERP solutions to meet the specific requirements of public sector clients.
  • Generate new leads through various channels including cold outreach, networking, referrals, and industry events.
• Account Management/Growth (20%)
  • (In time), lead and manage a small, less experienced team of public sector sales professionals dedicated to selling large & complex ERP solutions to the public sector.
  • Develop and execute comprehensive sales strategies and plans for the Local Government and wider public sector vertical in conjunction with the Executive leadership team.
  • (In time), monitor the team's performance, providing coaching, feedback, and ensuring the achievement of sales targets.
• Sales Process Management
  • Manage the full sales cycle, from initial engagement and discovery calls to proposal preparation, negotiation, and closing.
  • Collaborate with the product and technical teams to create tailored solutions that address client needs.
  • Lead sales presentations, product demonstrations, and proposal discussions.
  • Stay up to date with trends, challenges, and regulations in the public sector to identify opportunities for their ERP solutions.
  • Monitor competitor offerings and adapt sales strategies to maintain a competitive edge.
  • (In time), provide ongoing training, mentorship, and support to the public sector sales team to enhance their product knowledge and sales skills.
  • Foster a collaborative team environment that encourages idea sharing and performance improvement.
  • Collaborate with marketing, customer success, and product teams to ensure alignment and effective execution of sales strategies.
• Reporting & Analysis
  • Prepare and present regular sales reports to senior management, outlining sales performance, forecasts, and market insights.
  • Utilise CRM tools to track pipeline, opportunities, and customer interactions.

Qualifications

• Experience
  • 10+ years of Local Government/Public Sector new business sales experience and winning complex £MM ERP services projects, and ideally some level of team leading (2/3 years focused on team leading/mentoring in a "hands‑on" capacity.
  • Proven track record of meeting or exceeding £MM teams and individual sales targets.
  • Potential team leadership abilities in managing, coaching, and developing sales teams.
  • Excellent communication, presentation, and negotiation skills.
• Industry Knowledge
  • Deep understanding of both Local & Central government procurement processes, challenges, and regulatory requirements.
  • Familiarity with "Enterprise" grade ERP/CRM Services & Solutions (SAP/Oracle/Microsoft/Infor/IFS etc), particularly in a Local Government or wider Public Sector context.
• Education
  • Bachelor's degree in Business, Marketing, or related field.
  • A Master’s degree or relevant certifications are a plus.
• Skills
  • Extensive understanding of ERP systems, their features, and how they can benefit public sector organisations.
  • Excellent strategic thinking and problem‑solving abilities.
  • Ability to develop and maintain relationships at all organisational levels.
  • Familiarity with CRM tools and sales reporting systems (e.g., Salesforce).

Why Join

• Competitive salary up to £140K base and attractive commission structure (uncapped and up to x2 base), car allowance & extensive benefits package.
• Longer term opportunity to lead and grow a team within a fast‑paced, innovative and well respected company.
• Be a key player in helping Local Government and Public Sector organisations transform their ERP operations with cutting‑edge technology.
• Collaborative and supportive team environment.