Business Development Manager CEE - Public Sector

Accountabilities

• Develop and execute business development strategies to expand market presence across Central and Eastern Europe, with a particular focus on the public sector.


• Identify, qualify, and secure new business opportunities with ministries, government agencies, and other public-sector organizations.


• Build and manage a strong sales pipeline focused on new business and long-term commercial growth.


• Present and sell digital identity and verifiable credentials solutions, tailoring value propositions and proposals to individual client requirements.


• Lead customer presentations, commercial discussions, negotiations, and other activities throughout the sales cycle.


• Identify and pursue public tenders and take ownership of tender opportunities within the assigned territory.


• Lead cross-functional bid teams, coordinate internal contributors, develop winning strategies, and align bid approaches with senior leadership.


• Build, develop, and maintain a strong network of implementation, consulting, and technology partners to support market expansion and solution delivery.


• Work closely with internal product, technical, and delivery teams to ensure customer requirements are understood and successfully addressed.


• Gather market intelligence and customer feedback to help inform product positioning, commercial strategy, and future offerings.


• Develop trusted, long-term relationships with public-sector customers and strategic partners.


• Represent the organization professionally at relevant industry events, customer meetings, and public-sector engagements.

• 5+ years of professional experience in business development or sales within the software industry, including experience with both direct and partner-led sales.


• At least 3 years of proven success selling complex software solutions to public-sector organizations in the European Union, such as ministries and government agencies.


• Demonstrated track record of successfully winning public tenders and managing complex procurement processes.


• Strong experience selling software solutions through a software company, IT consultancy, system integrator, or comparable technology environment.


• Strong new-business development capabilities, including prospecting, opportunity qualification, pipeline management, negotiation, and closing.


• Solid understanding of complex enterprise and public-sector sales cycles and the ability to navigate multiple stakeholders and decision-makers.


• Knowledge of digital identity, Identity and Access Management (IAM), Self-Sovereign Identity (SSI), Verifiable Credentials, or related IT security technologies is a significant advantage.


• Strong consultative selling skills and the ability to translate complex technology into clear business and public-sector value propositions.


• Experience managing cross-functional bid teams and coordinating internal and external stakeholders is highly desirable.


• Strong partner management and relationship-building skills.


• Excellent communication, presentation, negotiation, and interpersonal abilities.


• High degree of ownership, accountability, initiative, and entrepreneurial mindset.


• Completed bachelor’s or master’s degree.


• Fluent written and spoken English.


• Fluency in at least one additional European language is required or strongly advantageous.


• Willingness and ability to work remotely within European time zones.

• Remote working opportunity within Europe.


• Flexible working arrangements combining remote and onsite collaboration where appropriate.


• Opportunity to work at the forefront of digital identity, decentralized identity, and verifiable credentials.


• High-impact role contributing to the development of digital trust and modern public-sector infrastructure.


• Opportunity to shape market expansion and influence business growth across European markets.


• Access to an experienced team specializing in digital identity and credential technologies.


• Entrepreneurial and dynamic working environment with significant autonomy.


• Strong opportunities for professional and career growth.


• High level of ownership and accountability over your territory, pipeline, and commercial results.


• Opportunity to build relationships with government organizations, strategic partners, and technology stakeholders across Europe.


• Exposure to innovative digital identity products, emerging protocols, and evolving public-sector technology requirements.

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