Made Tech

Delivers and manages digital public services

Client Partner - Central Government

Account ManagementUpdated on Nov 13

Full-time£80k - £140k /yr

About the Job

Requirements

Central and devolved government experience and existing relevant networks are essential.
A strong track record in developing growth in strategic accounts, up-selling and cross-selling services, and building long-lasting value-based stakeholder relationships.
Excellent knowledge of digital service concepts and relevant markets, including the ability to position products and services against competitors.
Expertise in consulting, building strategic account plans, and managing account teams to drive growth; willingness to pioneer and build pursuit teams for new business.
A strong track record in winning multiple multi-million-pound contracts and delivering against quarterly and annual targets.
An appreciation and knowledge of technology delivery and agile methodologies.
Broad technology experience and sound awareness of technology and public sector trends and policies.
Ability to operate in a competitive and pressurised environment while making sensible decisions that do not compromise the company or its clients.
Ability to communicate, present, and influence credibly at all levels of client organisations, including executive and C-level.
Expert networking skills and the ability to build strong relationships with senior stakeholders.

Responsibilities

Grow a portfolio of strategic accounts within Central and Devolved Government, understand clients’ challenges, and work with multidisciplinary account and pursuit teams to address them.
Create and execute strategic account plans, working with account teams and staff to progress strategic growth goals.
Understand clients’ business problems, public sector challenges, department policies, and the company’s value proposition, and communicate these to audiences with varying digital and technology maturity.
Identify sales opportunities, take new ideas to clients, network, gain referrals, and conduct outreach to key stakeholders in the target portfolio.
Lead opportunity qualification, pursuit, and capture, and own an annual sales target of £10 million to £25 million, depending on portfolio.
Identify senior stakeholders, build strategic relationships, become a trusted partner, and work with marketing to build awareness in accounts and target accounts.
Develop networks and influence within client organisations and across the public sector; find and win opportunities through referrals and relationships.
Manage account profitability with Finance and lead commercial negotiations of rate cards and contractual terms in line with business guidelines.
Research clients’ strategy, goals, and challenges; learn how the public sector works and understand GDS ways of working.
Meet stakeholders regularly, maintain a visible presence, understand client organisations and decision makers, attend governance meetings and showcases, and understand competitors and their client relationships.
Build relationships with commercial and portfolio holders to understand their pipeline.
Understand company capabilities, services, unique selling propositions, delivery practices, missions, values, and relevant case studies; maintain knowledge of projects, proposals, and marketing; share supporting content.
Act as a trusted advisor by consulting to root causes, solving problems, understanding constraints and impact, establishing facts, summarising actions, being responsive, and building client trust.
Develop account strategies; meet regularly to review and set goals; define roles and responsibilities; motivate account teams; address issues; capture and share intelligence; and support delivery teams in reporting opportunities.
Build and motivate senior account teams, create strategic plans, drive execution, coach account team members, and ensure high standards in account management and client service.
Use channels such as referrals, partners, senior leadership, events, blogs, social media, email, and LinkedIn for outreach and networking; build stakeholder relationships and prioritise decision makers up to C-level.
Own revenue goals and develop plans to achieve them; manage account teams to maximise margin and profitability; optimise rates and margin; and negotiate favourable contracts and working arrangements that reduce business risk and cost.
Work with client commercial teams on relationships, commercial governance, and communicating value; create win-win opportunities; track industry data and contract expiries; and attend pre-market engagement.
Balance short- and long-term opportunities; develop and execute win strategies; provide intelligence to improve the business’s ability to win; and help proposal teams deliver strong proposals.

Our aim at Made Tech is to use human-centred technology to improve our society. We believe putting people at the heart of designing, building and delivering public services leads to better outcomes for everyone.

About the role

As a Client Partner, you will be responsible for growing a portfolio of strategic accounts within one of our Industry Sectors. Specifically, this role will be within Central and Devolved Government. You can find out more about the brilliant impact we’re having in the industry here. You’ll develop a strong understanding of the challenges faced by your clients and work with a multidisciplinary account/pursuit team to support your client to overcome them.

You will report to our Industry Director for Central and Devolved Government and lead on the creation and execution of a strategic account plan for each of your clients and work with the account teams and staff on the ground to ensure we’re making strong progress towards our strategic growth goals in your accounts.

You’ll develop a razor-sharp understanding of your clients business problems, public sector challenges, department policies and Made Tech’s value proposition and be able to communicate this effectively to audiences of varying levels of digital and technology maturity.

You will be expected to identify specific sales opportunities within your accounts and to proactively take new ideas to your clients as well as network, gain referrals and outreach to key stakeholders in your target client portfolio. You’ll lead on the qualification, pursuit and capture of these opportunities and will personally hold a multi-million pound annual sales target, which depending upon client portfolio, will range from £10M to £25M.

You’ll be expected to identify senior stakeholders, build strong strategic relationships and become a trusted and valued partner. You’ll also be expected to work with marketing to help build awareness in your accounts and target accounts. You will be expected to continually build your network and our influence within the client's organisation. You will expect to develop your network, find and win new opportunities by gaining referrals, building and extending your relationships across the public sector (see below) and at all times be a trusted advisor to your clients.

Working in conjunction with Finance, you’ll manage account profitability and take the lead on the commercial negotiation of rate cards and contractual terms, to ensure they are inline with the wider business guidelines.

Expert in your Client's Business

Understand your client's strategy, goals, and challenges through continual research.
Understand and learn how the public sector works
Be an expert in GDS ways of working
Regularly meet stakeholders, be a visible presence
Understand the client organisation and who the decision makers are
Attend governance meetings and showcases
Understand our competitors, their profile with the client and their relationships
Build relationships with commercial and portfolio holders to understand their pipeline

2. Expert in Made Tech Capabilities & Services

Understand our USPs and how they differ to competitors
Understand how we work and deliver
Understand what good delivery looks like
Understand Made Tech’s missions and values
Understand Made Tech’s capabilities and how to apply them to clients
Build relationships with capabilities and our delivery teams
Have read Made Tech’s books
Can talk about 5-8 relevant case studies as though you were on the project
Stay current with relevant Made Tech projects, proposals and marketing
Share supporting content with each other

3. Trusted Advisor

Have empathy with clients, be client first.
Consult to the root cause of the problem.
Be a problem solver.
Strive to learn. Show and develop your level of understanding.
Be a great listener, be transparent, be human, build personal relationships and trust
Be available, responsive and act fast.
Understand reasons, constraints, challenges and impact
Establish facts and summarise (understanding, actions)

4. Leading Account Teams

Develop an Account Strategy that brings value to the client, our team and our business.
Meet regularly to review and set goals.
Set clear roles and responsibilities.
Motivate the Account Team. Build and grow relationships. Listen and act on issues.
Motivate and support the entire team to support growth that brings value both to clients and to Made Tech.
Capture and share intel. Motivate and support delivery teams to report back opportunities.
Be the CEO of the account:
- Outward Facing
- Understanding of the Market
- Understanding of the Competition
- Building and Motivating a Senior Team
- Creating a clear strategic plan
- Driving execution against the plan
Coach account team members.
Ensure account management and client service is delivered to the highest of standards.

5. Outreach and Networking

Use, and continually experiment with, a variety of channels (eg: client referrals, partners, MT SLT, hallways, events, authoring blogs, social media, email, LinkedIn)
Build relationships with a variety of stakeholders
Prioritise relationships with key decision makers and senior stakeholders right up to C-level.
Consistently commit time to outreach to generate new stakeholder meetings.
Be credible. Bring value. Be equal business partners.
Bring clients together.

6. Sales Leadership

Commercial, finance, P&L understanding and the key elements of what makes work more and less profitable for us
Own revenue goals and have a clear plan to achieve them.
Managing account teams to maximise margin and profitability over time
Optimising rates and margin to increase our chances of winning and delivering profit goals
Negotiate favourable contracts and working arrangements that reduce business risk and cost.
Work with client commercial teams to ensure we have the right relationship, commercial governance and commercial team is clear on our value add
Strong contractual and commercial client management
Create proactive, win-win opportunities by leveraging the team around you.
Understand industry data, contract expiries, track and attend pre-market engagement.
Balance investment in short and longer term opportunities.
Understand what is required to win an opportunity. Create a plan and execute on it (win strategy).
Feedback intel to help Made Tech, helping the business improve and win upcoming opportunities.
Understand what a good proposal looks like. As Sales Lead, help proposal teams deliver excellence.

A strong track record in developing growth in your strategic accounts, up-selling and cross-selling new services and building strong, long-lasting value-based relationships with stakeholders.
Excellent knowledge of digital service concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors.
Expertise in consulting and building strategic account plans and managing account teams to drive exceptional growth and where necessary you will also be prepared to operate as a pioneer and build pursuit teams to further a new business
A strong track record in winning multiple multi-million-pound contracts and delivering against quarterly and annual targets.
An appreciation and knowledge of technology delivery, agile methodologies, etc.
Broad technology experience and a sound awareness of technology and public sector trends and policies
Ability to operate in a highly competitive and pressurised environment, making sensible decisions that do not compromise Made Tech and our clients.
Ability to communicate, present and influence credibly and effectively at all levels of the customer organisation, including executive and C-level.
Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders.
Central and devolved government experience and existing relevant networks would be essential to the role.

At this point, we hope you're feeling excited about Made Tech and the job opportunity. Even if you don't feel that you meet every single requirement, we still encourage you to apply. Get in touch with our talent team if you’d like an informal chat about the role and your suitability before applying. We are hiring for this role directly, so will not respond to any CVs sent via external recruitment agencies.

About the Company

Made Tech

Delivers and manages digital public services

Made Tech helps organizations transform, deliver, and manage digital products and services that serve the public and community needs. Their work spans building and modernizing digital services for government and public sector clients, such as creating the Homes for Ukraine service in two weeks, enabling online housing repairs, digital access to NHS services for children needing mental health support, and real-time asset monitoring for energy networks to cut wasted energy. They emphasize practical delivery, rapid capability, and openness (for example, an open-access employee handbook). Their goal is to use technology to improve society for everyone, expanding into areas like energy while focusing on clearer outcomes and better public service experiences compared with typical tech providers.

Company size: 201-500
Company stage: Not listed
Total funding: Not listed
Headquarters: London, United Kingdom
Founded: 2010

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