The profession of Public Sector Sales Manager
The Public Sector Sales Manager is responsible for developing and managing business relationships with public sector entities. Their success depends on their ability to understand the specific needs of public clients and to propose tailored commercial solutions, all while adhering to relevant regulatory frameworks.
This role requires expertise in the legal, economic, and commercial aspects of public markets, as well as strong interpersonal skills to build trust with public sector contacts. A master's degree (bac+5) in public affairs management is particularly suitable for this profession. Université Paris Dauphine-PSL offers an excellent Master's program with a multidisciplinary approach to prepare students for a career as a Public Sector Sales Manager.
Comments from Alumni
" C’est un métier passionnant et
toujours au plus près des acteurs publics !"
Can you tell us a bit about your professional background?
After six years as the Sales Director of a software company targeting local authorities, I joined the French company Niji (1,500 employees), specializing in digital transformation for businesses and public administrations. As the Public Sector Director, I support my public sector clients in all digital transformation projects.
What does the role of a Public Sector Sales Manager involve on a daily basis?
As head of the public sector department, I lead the company's public commercial activities, ensuring a deep understanding of how administrations operate. Analyzing and responding to requests for proposals, meeting with departments and IT directors within Ministries, and presenting over 70 digital transformation solutions across multiple expertise areas: it's an exciting role that keeps me closely connected with public sector stakeholders!
What aspect of this job interests you the most?
The diversity of public sector stakeholders I get to meet and persuade (municipalities, ministries, agencies…)
Why did you choose Université Paris Dauphine-PSL for your training?
For its work-study offer in the public sector, which perfectly complements a political science curriculum!
What is the one essential skill that the Master in Public Affairs provided, which still serves you in this field today?
Working in sales with the public sector requires a unique approach and attitude: understanding decision-making circuits and sales cycles is key… The Master in Public Affairs taught me how to effectively address public stakeholders and navigate these structures!
What advice would you give to a student considering a career as a Public Sector Sales Manager?
Stand out by making your knowledge of the public sector a real commercial strength for your future company!
LEO POUGET
PUBLIC SECTOR SALES MANAGER - NIJI
His background:
Master’s in Public Advocacy and Public Affairs
Role and missions of the Public Sector Sales Manager
The Public Sector Sales Manager supports companies in their commercial relationships with public sector entities. They must master various aspects of public markets and tailor proposed solutions to meet the specific needs of each public client: administrations, local authorities, public services... The Public Sector Sales Manager carries out the following tasks:
Daily tasks
- Identify opportunities within public entities and propose customized offers;
- Prepare and submit comprehensive proposals in response to public tenders;
- Oversee contract execution to ensure commitments are met in terms of quality and timelines;
- Negotiate contractual terms while considering the budgetary and regulatory constraints of the public sector;
- Stay informed about legislative changes and public projects that could create new commercial opportunities;
- Collaborate with other departments within the company and external partners involved in public projects;
- Maintain long-lasting trust-based relationships with public decision-makers by providing tailored and innovative solutions;
Salaries and career progression
The average salary for a Public Sector Sales Manager graduating from Université Paris-Dauphine PSL is around €50,000 at the start of their career, following a Master’s in Public Affairs or an equivalent degree. This base salary is typically supplemented with bonuses or commissions tied to sales results, particularly for signing new public contracts. Dauphine graduates enjoy strong job placement, with over 75% finding employment within months of completing their studies.
Early in their career, a Public Sector Sales Manager may work in companies across various sectors (IT, infrastructure, consulting), or in consulting firms specializing in public markets. With experience, they can advance to roles such as Sales Director, Business Development Manager, or Director of Public Affairs. Some experienced sales managers also choose to start their own consulting firm specializing in commercial development for public markets.
Required skills
To become a Public Sector Sales Manager, several skills and qualities are essential:
- Expertise in public markets and tendering processes;
- Strong negotiation skills;
- Excellent interpersonal skills to maintain relationships with public stakeholders;
- Rigor and organization for managing files and meeting deadlines;
What studies are needed to become a Public Sector Sales Manager ?
The position of Public Sector Sales Manager typically requires a Master's degree, or five years of study after high school. At Université Paris Dauphine-PSL, the Master 2 in Public Advocacy and Public Affairs is particularly suited to this field, whether pursued in full-time study or through an apprenticeship.
This program allows students to develop expertise in interactions with public institutions, as well as skills in public affairs management, contract negotiation, and responding to tenders. Through this multidisciplinary training, which covers legal, economic, and commercial dimensions, graduates gain a comprehensive understanding of public sector challenges.
Training to Become a Public Sector Sales Manager at Université Paris Dauphine-PSL
Université Paris Dauphine-PSL offers the Master 2 in Public Advocacy and Public Affairs, a multidisciplinary program ideal for preparing for careers involving interactions between companies and the public sector. This program provides students with a solid understanding of public market mechanisms, specific regulations, and negotiation strategies with public sector actors.
Graduates of this master’s program are thus equipped to develop sustainable commercial relationships with administrations, local authorities, and other public entities, while mastering the complex processes of public tenders and procurement.