Channel & Public Sector Business Manager

H3C; Lisboa; On-site; EUR 55,000 - 90,000; Full time

Job summary

H3C is seeking a senior ICT sales professional to develop and execute the channel strategy in Portugal, focusing on distributors, VARs, and SIs. You will drive growth across Public Sector and enterprise accounts, identifying opportunities and expanding the market through close collaboration with pre-sales, product, and marketing teams.

You will support partners across the sales cycle, manage tenders, and position H3C solutions to win key projects.

Qualifications

• 5–10 years of ICT sales, channel management, or business development experience.
• Strong knowledge of the Portuguese ICT market and partner ecosystem.
• Excellent communication, negotiation, and relationship management skills.

Responsibilities

• Develop and execute the channel strategy in Portugal focusing on distributors, VARs, SIs, and strategic partners.
• Drive growth across Public Sector and enterprise accounts, including government, education, healthcare, and cloud providers.
• Identify new business opportunities and market expansion plans.
• Collaborate with pre-sales, product, and marketing to deliver competitive ICT solutions.
• Support partners throughout the sales cycle, including opportunity development, tender management, and project execution.
• Monitor market trends and competitor activities to identify growth opportunities.
• Achieve assigned sales targets and contribute to overall business objectives.

Skills

Communication skills

Negotiation skills

Relationship management

Networking

IT background

Education

Bachelor's degree in Computer Science or related field

Job description

• Develop and execute the channel strategy in Portugal, focusing on distributors, value-added resellers (VARs), system integrators (SIs), and strategic partners.
• Drive business growth across the Public Sector (Central & Local Government, Education, Healthcare, and Cloud Service Providers) as well as key enterprise accounts.
• Identify new business opportunities and develop market expansion plans.
• Work closely with pre-sales engineers, product teams, and marketing to deliver competitive ICT solutions.
• Support partners throughout the sales cycle, including opportunity development, solution positioning, tender management, and project execution.
• Monitor market trends, competitor activities, and customer requirements to identify new growth opportunities.
• Achieve assigned sales targets and contribute to the company's overall business objectives.

What We're Looking For

• Bachelor's degree in Computer Science, Information Technology, Telecommunications, or a related field.
• 5–10 years of experience in ICT sales, channel management, or business development.
• Strong knowledge of the Portuguese ICT market and partner ecosystem.
• Solid networking and IT technical background, with the ability to present and position the H3C portfolio.
• Proven experience working with both Public Sector and Enterprise customers.
• Familiarity with leading ICT vendors such as Cisco, Huawei, HPE, Dell Technologies, Lenovo, or equivalent.
• Excellent communication, negotiation, and relationship management skills.
• Self-motivated, proactive, and able to thrive in a fast-paced, results-driven environment.