Roboyo - Senior Public Sector Growth Manager

Remote - UK2w ago

Remote Senior EMEA Artificial Intelligence Robotics Growth Manager Online Merchant Business Development Contract Management Procurement Rust Governance

Requirements

• -------------------------------------------------- • At least five years' relevant sales or business development experience, with a strong focus on the UK public sector. • A demonstrable record of winning new-logo public sector clients. • Experience navigating long, complex and highly governed public sector sales cycles. • Strong working knowledge of public procurement, framework-based selling and formal bid processes. • Experience leading responses to ITTs, RFIs, RFPs, framework call-offs and further competitions. • Proven ability to create account strategies, develop qualified pipeline and progress complex opportunities. • Experience selling professional services, technology-enabled transformation or complex business solutions. • A demonstrable record of achieving demanding revenue targets. • Commercial experience managing pricing, profitability, negotiation and contract closure. • Strong understanding of public sector stakeholders, governance, business cases and decision-making processes. • Ability to build trusted relationships with senior client, procurement and commercial stakeholders. • Experience coordinating multidisciplinary bid and solution teams. • The personal network and market credibility required to create early opportunities for Roboyo. • Eligibility and willingness to undergo UK Security Check clearance. • Willingness to travel regularly throughout the UK. • Experience selling a combination of professional services, managed services, software licences and business process outsourcing. • Existing relationships across public sector organisations, procurement teams, Crown Commercial Service, technology partners or prime contractors. • Experience helping an organisation secure access to relevant public sector frameworks. • Experience establishing a new market, territory or sector proposition. • Knowledge of intelligent automation, robotic process automation, agentic AI, generative AI, process mining, low-code platforms or business process management. • Experience working with technologies or partners such as Appian, Microsoft, UiPath, Anthropic, OpenAI and Automation Anywhere. • Experience engaging with senior civil servants, public-sector executives and departmental commercial leaders. • Understanding of public sector social value, accessibility, data, security and responsible AI considerations. • Experience developing partner-led routes to market. • Experience creating proposition messaging, campaigns and thought leadership for a public sector audience. • AUTONOUS AND ENTRPRENEURIAL • Comfortable establishing a market with limited existing brand recognition. • Proactively identifies opportunities, relationships and routes to market. • Develops and executes an account strategy with limited supervision. • Takes personal ownership of outcomes while using internal support effectively. • COMMERCIALLY DISCIPLINED • Maintains rigorous qualification standards. • Understands the relationship between revenue, profitability, delivery risk and contract terms. • Provides accurate forecasts and transparent reporting. • Prioritises opportunities based on strategic fit and realistic win probability. • CONSULTATIVE AND OUTCOME-FOCUSED • Understands the client's operating environment before proposing a solution. • Connects technology investment to measurable organisational and public-service outcomes. • Communicates complex technical propositions in accessible commercial language. • Challenges clients constructively and builds credibility through insight. • COLLABORATIVE • COLLABORATIVE • Works effectively across sales, marketing, technology, delivery, legal, commercial and finance teams. • Creates clarity around responsibilities, timelines and decision points. • Builds productive relationships with strategic partners and external stakeholders. • Balances individual accountability with collective success. • RESILIENT AND CREDIBLE • Maintains momentum through extended procurement cycles. • Responds constructively to competitive pressure and setbacks. • Communicates confidently with senior stakeholders. • Establishes trust through integrity, consistency and informed judgement.

Responsibilities

• -------------------------------------------------- • PUBLIC SECTOR GROWTH STRATEGY • Develop and execute Roboyo's UK public sector growth strategy. • Identify and prioritise target organisations, buying centres and market segments across the UK public sector. • Create strategic account plans based on market potential, procurement routes, stakeholder priorities and Roboyo's capabilities. • Determine the most effective initial market focus, whether targeting specific public sector segments or pursuing opportunities across the wider market. • Build a balanced portfolio of strategic, mid-sized and emerging opportunities. • Work with the Growth Director and Northern Europe CBO to align public sector activity with Roboyo's wider growth strategy. • Help strengthen Roboyo's brand, credibility and market presence within the UK public sector. • NEW BUSINESS DEVELOPMENT • Generate approximately 60% of revenue from new-logo clients and 40% from existing account growth. • Build relationships with senior decision-makers, influencers, procurement stakeholders and operational leaders. • Develop opportunities through personal networks, direct prospecting, marketing campaigns, technology partners, framework providers, industry events and referrals. • Engage effectively with senior public sector stakeholders, including CIOs, CDOs, CFOs, transformation directors, commercial directors and operational leadership. • Lead consultative discovery to understand organisational objectives, operational challenges, service pressures and transformation priorities. • Translate complex client needs into compelling automation, AI, process transformation and managed-service propositions. • Maintain momentum through long and complex public sector buying cycles. • COMMERCIAL OWNERSHIP • Ensure opportunities meet Roboyo's revenue, profitability, delivery and risk expectations. • Take responsibility for commercial negotiations, pricing strategy and opportunity governance. • Maintain accurate and timely opportunity, pipeline and forecast information within Roboyo's CRM. • Provide clear visibility of sales progress, risks, dependencies and likely commercial outcomes. • Close business on terms that protect both client value and Roboyo's target margins. • FRAMEWORK AND PROCUREMENT STRATEGY • Develop a strong understanding of the procurement routes available to Roboyo and its target clients. • Identify the public sector frameworks, dynamic markets and procurement arrangements Roboyo should join or access. • Build the commercial case for participation in relevant procurement frameworks. • Support or lead applications for new framework positions, working with internal bid, legal, commercial and delivery teams. • Develop Roboyo's presence and pipeline through routes including G-Cloud, Digital Outcomes and Specialists, Crown Commercial Service arrangements and other relevant national, regional or sector-specific frameworks. • Maintain relationships with framework providers, procurement bodies, commercial teams and potential prime-contractor partners. • Ensure Roboyo's framework listings, service descriptions, pricing and go-to-market propositions remain relevant and commercially competitive. • Identify alternative routes to market where Roboyo is not directly listed, including prime contractors, systems integrators, resellers, consultancies and technology partners. • BID LEADERSHIP • BID LEADERSHIP • Lead public sector bids from qualification through submission, negotiation and award. • Coordinate contributions from sales, solution consulting, technical architecture, delivery, legal, finance, commercial and partner teams. • Lead or contribute to requests for information, invitations to tender, requests for proposal, framework call-offs, further competitions, direct-award opportunities, and competitive dialogue or negotiated procedures. • Create clear bid strategies, win themes, governance processes, responsibilities and delivery timelines. • Ensure submissions address buyer requirements, measurable outcomes, social value, delivery risk and value for money. • Make informed bid or no-bid recommendations based on strategic fit, win probability, commercial viability and delivery capability. • Lead client presentations, clarification sessions, demonstrations and commercial negotiations. • Capture lessons learned from successful and unsuccessful bids to improve future performance.

Benefits

• -------------------------------------------------- • Competitive base salary with Sales Target bonus. • Bupa Health Care. • The opportunity to shape Roboyo's UK public sector market strategy. • The potential to build and lead a dedicated public sector sales team as the business grows.