Director of Public Sector Sales & Strategic Partnerships

ICAP Executive Search & Selection is one of the premium consultancies and part of ICAP People & Employment Solutions, the largest HR Services Provider in Greece, Cyprus and Romania. With more than 50 years of experience, we specialize in assessing and recruiting Senior to Middle Level Executives across all sectors.

ICAP Executive Search & Selection, on behalf of its client, a well-established Greek technology company, is seeking an experienced professional for the position of Director of Public Sector Sales & Strategic Partnerships

Director of Public Sector Sales & Strategic Partnerships

Key Responsibilities

• Identify and develop new business opportunities within the Greek Government and Public Sector, focusing on large-scale technology projects.
• Build and manage a structured pipeline of public-sector opportunities and upcoming tenders.
• Lead tender strategies, bid/no-bid decisions and the preparation of competitive proposals.
• Coordinate cross-functional teams, including technical, commercial, legal and financial stakeholders, throughout the tendering process.
• Establish strategic partnerships, consortium structures and collaborations with technology providers and prime contractors.
• Drive business development initiatives across transportation, defence & security, telecommunications, logistics and digital government.
• Lead commercial negotiations and ensure a smooth transition from successful bids to project execution.
• Ensure compliance with Greek and EU public procurement regulations and applicable legal requirements.

Requirements

• 10+ years of relevant professional experience in Public Sector Business Development, Government Contracts or Technology Tender Management, preferably at a senior management level.
• Proven track record of successfully securing major public-sector technology contracts in Greece.
• Strong knowledge of Greek and EU public procurement frameworks, tendering procedures and contractual requirements.
• Demonstrated experience in managing complex technology tenders, from opportunity identification to contract award.
• Solid understanding of software development, systems integration and large-scale IT projects.
• Experience in establishing strategic partnerships, consortium structures and commercial agreements.
• Strong commercial acumen, negotiation skills and ability to engage effectively with senior-level stakeholders.
• Previous exposure to transportation, defence & security, telecommunications, maritime/logistics, cybersecurity or digital government projects will be considered a strong asset.
• Excellent leadership, communication and stakeholder management skills.
• Excellent command of Greek and English, both written and spoken.

In full compliance with the EU Pay Transparency Directive (EU) 2023/970, please note that the applicable salary range defined by our client for this role will be disclosed to candidates by our consulting team within a reasonable timeframe before the interview process begins.