Head of ICT Sales and Presales

About the role

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 the company's own platforms (network, data centre, cloud, security and connectivity) and from a third-party ecosystem of vendors, hyperscalers and integrators working on back-to-back agreements.

Key responsibilities

• Define and execute the annual ICT sales strategy, targets and commercial plan.
• Own ICT revenue, order intake, margin, forecasting and pipeline across direct and overlay sales channels.
• Drive growth through ICT penetration in the existing B2B base and among new customers.
• Develop and manage the ICT portfolio, including 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.
• Lead ICT Presales and Solution Architecture, covering solution design, proposals, customer business cases and technical governance.
• Manage public and private tenders, including bid strategy, compliance, consortiums and post-bid reviews.
• Oversee deal qualification, pricing, contract negotiations, margins and deal approvals.
• Partner with B2B Sales to sell ICT solutions under the overlay model and manage strategic technology partnerships.
• Hand over projects smoothly to Delivery while staying accountable for renewals, upsell and customer satisfaction.
• Monitor market trends, competition and customer feedback, and ensure compliance with regulatory, cybersecurity, data protection, procurement and governance requirements.
• Lead and develop the ICT Sales and Presales team through performance management, training and certifications.

Required profile

• Bachelor's degree in Information Technology, Telecommunications, Computer Science, Engineering or a related field; Master's or MBA is an advantage.
• 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, complex ICT deals, C-level engagements and revenue targets.
• Proven track record in winning public tenders; experience with internationally funded projects is an advantage.
• Fluent English and Albanian, written and spoken.

Required skills

• Strong knowledge of ICT solutions: 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.
• Consultative solution selling, back-to-back structuring, deal financial modelling, leadership of technical experts and executive communication.