ICT Account Manager

Position Overview

We are seeking an experienced and commercially driven ICT Account Manager to develop customer accounts and manage business opportunities from initial engagement through tender submission, contract award, and project handover.

The successful candidate will build strong relationships with customers, partners, suppliers, and internal stakeholders. You will identify new opportunities, understand customer needs, coordinate suitable technical and commercial solutions, and manage high-quality tender submissions.

This role requires a strong combination of account management, business development, bid coordination, commercial awareness, and stakeholder management. You should be organized, responsive, comfortable managing multiple deadlines, and able to work closely with both technical and business teams.

Key Responsibilities

Customer and Account Management

• Build and maintain strong working relationships with customers, key decision-makers, and other stakeholders.

• Engage customers regularly to understand their priorities, operational challenges, budgets, and upcoming requirements.

• Develop existing accounts by identifying renewals, upgrades, complementary solutions, and new project opportunities.

• Prepare account plans and stakeholder engagement strategies for assigned customers.

• Maintain accurate records of customer engagements, opportunities, sales activities, and forecasts.

• Represent the company professionally at customer meetings, industry events, and partner discussions.

Opportunity Qualification and Solution Development

• Assess opportunities based on customer requirements, project timing, budget availability, procurement conditions, and competitive factors.

• Determine whether opportunities are commercially and operationally viable before recommending them to management for bid consideration.

• Translate customer requirements into clear solution briefs for internal review and solution development.

• Coordinate with technical specialists to develop solutions that meet functional, technical, operational, and commercial requirements.

• Ensure proposed solutions are practical, supportable, and aligned with the company's capabilities and objectives.

• Arrange proof-of-concept demonstrations, site visits, solution workshops, and technical discussions where required.

• Identify potential risks, dependencies, and gaps early in the opportunity lifecycle.

Tender and Bid Management

• Serve as the bid manager for assigned tenders, quotations, and requests for proposals, where required.

• Review tender documents and identify submission requirements, evaluation criteria, contractual conditions, risks, and mandatory compliance items.

• Develop tender work plans, submission schedules, responsibility matrices, and document checklists.

• Conduct tender kick-off meetings and assign deliverables to internal teams, technical specialists, partners, and suppliers.

• Coordinate technical proposals, commercial proposals, compliance statements, supporting documents, and required declarations.

• Track bid activities and follow up with contributors to ensure deliverables are completed on time.

• Manage tender clarifications and ensure all responses are accurate, consistent, and appropriately approved.

• Perform final quality and compliance checks before submission.

• Ensure submissions meet the customer's prescribed format and are completed before the stated deadline.

• Maintain proper records of tender documents, approvals, clarifications, and final submissions.

Costing and Commercial Coordination

• Obtain quotations and commercial inputs from suppliers, partners, and subcontractors.

• Identify, prepare, and consolidate pricing and contractual costs covering equipment, software, professional services, labour, logistics, and third-party services.

• Work with technical, finance, operations, and management teams to validate assumptions, pricing, delivery schedules, and commercial terms.

• Support commercial negotiations and clarifications with customers, suppliers, and partners.

• Maintain clear records of approved pricing, costing assumptions, exclusions, and dependencies.

Tender Presentations and Follow Up

• Develop presentation plans in coordination with technical and management teams.

• Prepare customer-focused materials explaining the proposed solution, value proposition, implementation approach, and key differentiators.

• Participate in or lead customer presentations and clarification meetings.

• Work with technical specialists to address detailed solution and implementation questions.

• Record customer feedback and coordinate follow-up clarifications, revised proposals, or additional submissions.

Partner and Supplier Management

• Develop productive relationships with technology partners, suppliers, subcontractors, and service providers.

• Engage partners early to obtain technical information, solution support, pricing, and delivery commitments.

• Maintain awareness of relevant products, market developments, partner capabilities, and emerging technologies.

• Coordinate confidentiality agreements, authorization letters, certifications, and other documents required for submissions.

Award and Project Handover

• Review awarded scope, pricing, contractual commitments, delivery requirements, and customer expectations.

• Conduct a formal handover to the project delivery and operations teams, providing the approved proposal, costing assumptions, scope boundaries, delivery schedule, partner commitments, and identified risks.

• Continue managing the customer relationship and supporting commercial communication after handover.

• Participate in account and project reviews to improve customer satisfaction and identify follow-on opportunities.

Requirements

• Degree in Information Technology, Engineering, or a related discipline.

• At least 3 years of relevant experience in ICT account management, solution sales, business development, tender management, or bid coordination.

• Experience managing tenders, RFPs, quotations, or complex proposal submissions.

• Strong commercial awareness and the ability to understand pricing, margins, contractual terms, and delivery risks.

• Excellent written and verbal communication skills.

• Strong organizational, planning, and stakeholder-management capabilities.

• Ability to coordinate multiple contributors and manage competing deadlines.

• High attention to detail, particularly in tender compliance and document quality.

• Proficiency in Microsoft Office, AI tools, and other relevant business productivity tools.

• Ability to work independently while collaborating effectively with technical, finance, operations, and management teams.