The Public Sector Managing Director (MD) will lead the customer adoption and business strategy for the Public Sector, working closely with sales who lead on customer acquisition and the closure of upsell and cross-sell. The Public Sector MD role will drive commercial performance [key measures NRR & GRR] while ensuring exceptional customer outcomes. This role combines strategic leadership, market development, customer engagement, and cross‑functional collaboration. The Public Sector MD is accountable for shaping and executing vertical market strategies, building competitive sales plays, and fostering strong partnerships across the business, with solution partners, and throughout its customer base.
Key Responsibilities
Growth Strategy & Execution
- Define and operationalise growth and retention sales plays, including clear articulation of customer pain points, value propositions, and packaging, with Public Sector-specific messaging.
- Develop future-focused sales plays, specifically for the Public Sector, but with a clear focus on Health, Emergency Services and Care in the Community. These sales plays should anticipate market needs and inform long‑term product requirements, ensuring alignment with the product roadmap in close co-operation with Product Management.
- Support new Country Managers/General Managers, specifically in Commonwealth countries, to establish and scale operations in emerging territories, providing strategic guidance on market entry, positioning, and sales execution.
- Support the integration of acquired entities within the Public Sector domain, specifically supporting leadership in understanding product and market opportunities.
Customer Leadership
- Own and develop senior relationships with key Public Sector customers, acting as the executive sponsor for strategic accounts and ensuring ongoing alignment with customer outcomes.
- Develop relationships with key industry bodies / influencing communities that impact our customers
- Provide a structured route for customer feedback via the Customer Success team, championing insights related to customer journeys, onboarding and implementation quality, and product launches.
- Leverage customer insights via the Product Management team to inform product enhancements, service improvements, and long‑term growth strategy.
- Ensure the Public Sector CSM team is led effectively to a standard engagement framework and the interaction with Customer Experience is clearly managed and monitored [escalations, etc.].
- Ensure that via the Public Sector CSM team, develop a portfolio of complementary services, training modules & capability, working to a customer maturity model, to ensure strong solution adoption and customer best practice.
- Work closely with the Digital Customer Success team to ensure communication and engagement are effective across all size & type of accounts within the Public Services vertical.
Vertical Market Strategy & Market Development
- Define Public Sector market strategy, including competitive positioning, value proposition design, and market differentiation.
- In collaboration with the Go to Market team, develop a long-term growth strategy, setting revenue, customer, and market‑share ambition.
- Maintain understanding of industry trends, regulatory changes, and emerging technologies influencing customer needs.
- Be the evangelist for the TM story at user forums and conferences on key topics within the Public Sector.
- In collaboration with the Go to Market team, lead the engagement strategy for Public Sector, including conferences, advisory boards and user forums.
Partner Environment & Ecosystem Expansion
- Define partner opportunities within the Public Sector once initial introductions are established, ensuring the organisation capitalises on strategic alliance opportunities.
- Work closely with Global Alliances, Sales, and Product teams to build commercial frameworks and go‑to‑market plans
Strategic Pricing & Packaging
- Collaborate with Finance, Product, and Sales to define the annual G-Cloud submission pricing and process
- Collaborate with Finance, Product and Sales to refine overall pricing models, evaluate new commercial constructs, and optimise the monetisation of new features and products.
- Be the final arbiter on Deal Desk taking account of sales objectives, product strategy, business plan achievement and profitability.
Cross‑Functional Leadership and Collaboration
- Facilitate collaboration across the organisation to deliver exceptional customer outcomes and accelerate market growth in the Public Sector.
- Champion a culture of accountability and vertical excellence across the virtual/functional Public Sector team.
M&A
- Identify and evaluate Public Sector‑specific M&A opportunities, including market scanning, strategic fit assessment, and subsequent acquisition processes, including integration activities.
- Lead, with the support of external experts, the commercial due diligence of chosen targets, in partnership with Finance.
Key Skills & Experience
- Proven track record in senior commercial, Public Sector leadership, or P&L roles.
- Deep understanding of SaaS, technology‑enabled services, or relevant domain sector.
- Experience developing and executing vertical market strategies and sales plays at scale.
- Strong executive presence and ability to build credible senior customer relationships.
- Demonstrated ability to work across complex, matrixed organisations.
- Experience identifying and assessing M&A opportunities.
- Strength in pricing strategy, market positioning, and product‑aligned commercial models.
Success Measures
- Year‑on‑year growth in revenue, retention, and vertical profitability [NRR, GRR].
- Successful rollout and adoption of sales plays and pricing strategy.
- Strength of senior customer relationships and measurable improvements in customer journeys [NPS].
- Growth in new territories.
- Strategic alignment across functions and delivery of cross‑functional initiatives.
Artefacts Owned
- Growth & Retention / Future Focussed Sales Plays [working with CPO & team]
- Portfolio of complementary services, training modules & capability, working to a customer maturity model
- Presentations/communications to the marketplace
- Long-term growth strategy
- G-Cloud submission & pricing model
At Totalmobile, we want all of our employees to feel valued, appreciated, and free to be who they are at work. We are committed to an inclusive workforce that fully represents many different cultures, backgrounds and viewpoints. We are dedicated to supporting inclusion and diversity at Totalmobile. We actively celebrate colleagues’ different abilities, sexual orientation, ethnicity, faith, and gender. Everyone is welcome and supported in their development at all stages in their journey with us.