Head of Public Sector Sales Full Time

WE ARE

SoftServe is a global digital services and consulting company, trusted by leading enterprises to accelerate innovation and business transformation.

SoftServe is a global digital solutions company with associates working across client projects in the EMEA and North America. We empower talented people to change the world and understand that the best way to build our future is to help you build yours.

As a digital authority that advises and provides cutting-edge technology, we reveal, transform, accelerate, and optimize the way enterprises and software companies do business.

At SoftServe, our mission is to enable talented people to change the world for the better. A key piece of this mission is our Diversity, Equity and Social Responsibility towards clients, partners, communities, our planet, and to each. We are a community of passionate people who take action on what matters, and we have the opportunities to make a difference through technology and corporate volunteering, improving IT education, promoting well-being, and making sustainable choices for the environment. As SoftServe grows, we make sure so does our positive impact on the world.

Our Head of Public sector Sales is responsible for building and managing strategic relationships with new clients to drive revenue growth and expand SoftServe’s presence within a designated territory. This role executes go-to-market (GTM) strategies, leads the full sales cycle, and ensures high client satisfaction through consultative selling and cross-functional collaboration.

Responsibilities

Client Relationship Management

• Establish and nurture relationships with a diverse range of client stakeholders, including product management and executive-level contacts.
• Leverage professional networks to create and expand client engagement.
• Monitor client satisfaction and identify opportunities to improve relationship value.

Prospecting & Lead Generation

• Execute structured prospecting activities using consultative sales techniques.
• Identify and pursue new business opportunities within large and complex organizations.
• Collaborate with marketing and internal teams to develop and convert leads into qualified opportunities.

Lead Qualification & Nurturing

• Qualify opportunities through in-depth discovery and needs assessment, using a consultative sales methodology.
• Maintain active communication with early-stage prospects and nurture them through the sales pipeline.

Sales Execution & Closing

• Lead the end-to-end sales process, including opportunity development, proposal presentation, and deal closure.
• Present SoftServe’s value proposition and tailor offerings to address client needs.
• Recommend and sell value-added services and demonstrate how solutions align with client goals.
• Manage and facilitate legal processes for agreements, NDAs, and related documentation.

Financial & Quota Management

• Meet or exceed assigned revenue targets and sales quotas.
• Contribute to the overall growth of the business within the assigned territory.
• Maintain accurate sales forecasts, pipeline health, and CRM records to support visibility and planning.

Operational Excellence & CRM Reporting

• Collaborate with internal stakeholders across functions (Client Success, Delivery, Engagement, Marketing, Legal, Finance, Account Management) to ensure successful sales execution and onboarding.

Maintain accurate and timely records of opportunities and activities in the CRM system.

Preferred Competencies & Experience

• 5–10 years of professional experience preferrable in IT, telecommunications industries, or digital services.
• Minimum 5 years of experience in a sales executive role, preferably within IT, telecommunications, or digital services.
• Technical background is preferred.
• Strong understanding of technology and how it supports client business objectives.
• Proficient in consultative sales methodologies, including prospecting, qualification, closure, and client satisfaction.
• Comfortable working in a highly matrixed, cross-functional, and global business environment.
• Experience in building and maintaining a professional network across varied lines of business.

Leading People

• Builds strong team: Selects talent for skills and potential, ensures smooth onboarding, and builds trust and collaboration.
• Provides vision & direction: Communicates vision and team priorities clearly, ensuring understanding and alignment.
• Develops talent: Gives regular coaching, feedback, and guidance, supporting development and growth.
• Drives performance: Sets measurable team goals, monitors progress, resolves obstacles, and ensures accountability.
• Leads others through change: Anticipates team changes, communicates purpose, and coaches others to adopt new ways of working.
• Ensures SoftServe values are lived by: Addresses behaviors inconsistent with values and fosters a respectful, inclusive team environment.

Leading Business

• Focuses on client: Understands client business and goals, builds trust across multiple functions, and consistently exceeds expectations.
• Understands business: Uses financials and market insights to guide decisions and align team actions.
• Thinks strategically: Contributes ideas that support team-level goals and adapts to emerging challenges.
• Thinks & acts globally: Adapts communication and behavior to different cultural contexts and collaborates effectively with global teams.

Innovates & adapts: Actively generates ideas, encourages experimentation, and promotes learning and improvement within the team.

Required Skills

• Strong communication and presentation skills.
• Proficiency in sales techniques and negotiation.
• Strategic thinking and problem-solving skills.
• Relationship building, negotiation, and management skills.

Proficiency in managing legal relationships and contract negotiations.

Qualifications

• Education: Bachelor’s degree or Master’s degree in business, Sales, Marketing, or a related field.
• Certifications: Sales-related certifications (e.g., HubSpot, Salesforce Trailhead, CSP, CPSP, CSE, SAM, CISP) are advantageous but not mandatory.

Other Requirements

• Willingness to travel occasionally, as required by business needs.

All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability, sexual orientation, gender identity/expression, or protected veteran status. SoftServe is an Equal Opportunity Employer.