**Purpose of the Position:**
The Head of ICT sales and presales is accountable for growing the company's ICT revenue and margin with enterprise, government and institutional customers. The role designs and commercialises ICT services from two sources: the company's own platforms and capabilities (network, data centre, cloud, security and connectivity assets) and a third-party ecosystem of vendors, hyperscalers and integrators engaged through back-to-back agreements.
**Main Tasks:**
- Define and execute the annual ICT sales strategy, targets, and commercial plan aligned with company objectives.
- Own ICT revenue, order intake, margin performance, forecasting, and pipeline management across direct and overlay sales channels.
- Drive growth through ICT penetration within the existing B2B base and new customers.
- Develop and manage the ICT portfolio, including in-house and partner-based solutions, pricing models, business cases, SLAs, and commercial viability.
- Ensure successful design, launch, and lifecycle management of ICT services, including activation, delivery, incident management, and operational readiness processes.
- Lead the ICT Presales and Solution Architecture function, ensuring high-quality solution design, proposals, customer business cases, and technical governance.
- Manage public and private tender activities, including bid strategy, compliance, consortium partnerships, submissions, and post-bid performance reviews.
- Oversee deal qualification, pricing, contract negotiations, margins, and deal approvals.
- Partner with B2B Sales to identify, position, and sell ICT solutions under the overlay model.
- Manage strategic technology partnerships, ensuring competitiveness, service quality, and contractual alignment.
- Ensure smooth project handover to Delivery while remaining accountable for commercial performance, customer satisfaction, renewals, and upsell.
- Monitor market trends, competition, and customer feedback to identify growth opportunities and portfolio improvements.
- Ensure compliance with regulatory, cybersecurity, data protection, procurement, and governance requirements.
- Lead and develop a high-performing ICT Sales & Presales team through performance management, capability development, and certifications.
**Education:**
Bachelor's degree in Information Technology, Telecommunications, Computer Science, Engineering or a related field. Master's degree or MBA is an advantage.
**Experience and Qualifications:**
- Minimum 10 years’ experience in B2B ICT, telecommunications, or systems integration, including 4+ years leading Sales, Presales, or Solution Architecture teams.
- Proven success in solution selling, managing complex ICT deals, C-level engagements, and revenue targets.
- Proven track record in preparing and winning public tenders; experience with internationally funded projects is an advantage.
- Strong knowledge of ICT solutions, including cloud, cybersecurity, data centres, managed services, unified communications, IoT, and SD-WAN.
- Good understanding of public procurement regulations and tendering processes.
- Knowledge of contract and SLA management, including back-to-back agreements, liability, penalties, data protection, and cybersecurity requirements.
- Fluent English and Albanian written and spoken.
**Skills:**
- Consultative solution selling
- Back-to-back structuring
- Deal financial modelling
- Leadership of technical experts
- Executive communication
**We will be glad to interview all candidates selected from the CV screening.**
**HR GROUP**
The Head of ICT sales and presales is accountable for growing the company's ICT revenue and margin with enterprise, government and institutional customers. The role designs and commercialises ICT services from two sources: the company's own platforms and capabilities (network, data centre, cloud, security and connectivity assets) and a third-party ecosystem of vendors, hyperscalers and integrators engaged through back-to-back agreements.
**Main Tasks:**
- Define and execute the annual ICT sales strategy, targets, and commercial plan aligned with company objectives.
- Own ICT revenue, order intake, margin performance, forecasting, and pipeline management across direct and overlay sales channels.
- Drive growth through ICT penetration within the existing B2B base and new customers.
- Develop and manage the ICT portfolio, including in-house and partner-based solutions, pricing models, business cases, SLAs, and commercial viability.
- Ensure successful design, launch, and lifecycle management of ICT services, including activation, delivery, incident management, and operational readiness processes.
- Lead the ICT Presales and Solution Architecture function, ensuring high-quality solution design, proposals, customer business cases, and technical governance.
- Manage public and private tender activities, including bid strategy, compliance, consortium partnerships, submissions, and post-bid performance reviews.
- Oversee deal qualification, pricing, contract negotiations, margins, and deal approvals.
- Partner with B2B Sales to identify, position, and sell ICT solutions under the overlay model.
- Manage strategic technology partnerships, ensuring competitiveness, service quality, and contractual alignment.
- Ensure smooth project handover to Delivery while remaining accountable for commercial performance, customer satisfaction, renewals, and upsell.
- Monitor market trends, competition, and customer feedback to identify growth opportunities and portfolio improvements.
- Ensure compliance with regulatory, cybersecurity, data protection, procurement, and governance requirements.
- Lead and develop a high-performing ICT Sales & Presales team through performance management, capability development, and certifications.
**Education:**
Bachelor's degree in Information Technology, Telecommunications, Computer Science, Engineering or a related field. Master's degree or MBA is an advantage.
**Experience and Qualifications:**
- Minimum 10 years’ experience in B2B ICT, telecommunications, or systems integration, including 4+ years leading Sales, Presales, or Solution Architecture teams.
- Proven success in solution selling, managing complex ICT deals, C-level engagements, and revenue targets.
- Proven track record in preparing and winning public tenders; experience with internationally funded projects is an advantage.
- Strong knowledge of ICT solutions, including cloud, cybersecurity, data centres, managed services, unified communications, IoT, and SD-WAN.
- Good understanding of public procurement regulations and tendering processes.
- Knowledge of contract and SLA management, including back-to-back agreements, liability, penalties, data protection, and cybersecurity requirements.
- Fluent English and Albanian written and spoken.
**Skills:**
- Consultative solution selling
- Back-to-back structuring
- Deal financial modelling
- Leadership of technical experts
- Executive communication
**We will be glad to interview all candidates selected from the CV screening.**
**HR GROUP**
