Public Sector Account Manager

As the Public Sector Account Manager you will be responsible for delivering defined budgets and targets through the application of advanced sales capability, with a strong focus on public sector engagement and framework-led selling.

You will operate confidently across central government, local government, healthcare, and education sectors, demonstrating a deep understanding of public procurement processes, compliance requirements, and framework structures (e.g. GCA, CPC, LPP, NEPA)

The overall purpose of the job will be to:           

• Drive sales growth in assigned new prospects and nominated accounts, using refined sales and pipeline management techniques. Accounts will be Public Sector, with a mix of all verticals, Health, Education Local Government and Blue Light.
• Increase the amount of new business within the defined areas and maintain existing customer installations to a high account management standard
• Work closely with Marketing functions to create campaigns and targeted propositions to ensure relevance of Canon to the end user.
• Collaborate with other Canon business groups such as Pro Print and Wide Format to maximise the Canon portfolio within your accounts

As our Public Sector Account Manager your key responsibilities will be to: 
 

• Deliver against revenue and margin targets through a structured, opportunity-led sales approach, with a clear focus on public sector growth.
• Engage effectively across multiple stakeholders within target accounts, including procurement, commercial, technical, and executive levels, ensuring Canon is positioned early in the buying cycle and aligned to framework-based opportunities and tender routes.
• Ensure all opportunities meet Canon Pathways Go/No-Go governance, with particular consideration for public sector compliance, bid viability, and win probability.
• Apply strong commercial judgement to influence pricing strategy, underpinned by a clear understanding of framework constraints, competitive positioning, and a defined path to profit.
• Maintain accurate and disciplined management of all account activity, pipeline, and customer interactions within Salesforce (SFDC), ensuring full visibility and auditability—particularly important in public sector engagements.
• Provide clear, consistent updates to Sales Management, with robust forecasting and pipeline accuracy, reflecting the longer, structured nature of public sector sales cycles.
• Lead the development of pre-tender strategies, positioning Canon effectively ahead of formal procurement processes and ensuring early engagement through frameworks and partner channels.
• Work closely with the Tender and Bid teams to maximise win rates, leveraging knowledge of evaluation criteria, compliance requirements, and framework call-off processes.
• Build strong internal networks across Sales, Legal, Commercial, Service, and Bid functions to ensure aligned and compliant execution across complex public sector opportunities.
• Lead and coordinate end-to-end sales activity within key accounts, ensuring delivery against SLA commitments, contractual obligations, and customer expectations.
• Maintain the highest standards of governance, compliance, and ethical conduct, particularly in regulated public sector environments.

As the Public Sector Account Manager you will have to following skills and experience:

• Public Sector Expertise: Strong understanding of frameworks, procurement routes, and compliance requirements
• Commercial Focus: Ability to shape and close profitable deals within structured buying environments
• Customer Value Creation: Skilled at building compelling, outcome-based value propositions
• Results Driven: Proven ability to deliver against challenging targets in long, complex sales cycles
• Collaboration: Works effectively across internal teams and external stakeholders to deliver outcomes
• Integrity & Governance: Maintains high ethical and compliance standards, critical in public sector engagement
• Strong experience in Public Sector sales is essential, with a proven track record of winning business through frameworks and formal procurement routes
• Deep understanding of UK public sector procurement regulations, frameworks, and tender processes
• Experience in selling capital equipment, managed services, or software solutions
• Demonstrated ability to navigate complex, multi-stakeholder environments
• Strong commercial acumen with experience influencing pricing and deal structuring
• Full UK driving license required

Canon Core Behaviours​

• Drive for results

• Focus on the Customer

• Take ownership and accountability

• Act as a team player

• Shows courage and conviction

• People orientated

• Caring for self and others

The base salary range for this role is between £32k - £35k, plus commission, car allowance and benefits

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