Ali Mandalawi

As an Inside Sales Representative during my apprenticeship in IT sales, I primarily look after customers from the public sector – including authorities, ministries, and public institutions. I support the sales process from initial contact to offer creation and ensure structured customer communication as well as thorough needs analysis.

My tasks:

• Support and qualification of public clients (federal, state, local governments)

• Telephone and written contact with contact persons from administration, IT, and specialist departments

• Needs analysis and solution consulting in the area of IT services, software, and digitalization

• Creation of individual offers, taking into account award guidelines

• Maintenance and management of sales data in the CRM system (SAP C4C)

• Support for field sales and participation in tenders and award procedures

What I learned:

• Specifics of sales to the public sector (e.g., decision-making processes, award procedures)

• Professional communication with IT and administrative managers in the public sector

• Handling SAP C4C for managing leads, opportunities, and customer projects

• Creation of convincing offers and technical consulting at eye level

• Understanding of typical IT solutions in the public administration environment (e.g., cloud, collaboration, security)

Tools & Methods:

• SAP C4C, Microsoft 365, Outlook, Teams

• Public tenders and framework agreements

• Offer and opportunity management

• Sales and communication techniques