Company Overview
Our client in the Information and Communications Technology (ICT) and Cybersecurity sector is a premier end-to-end solutions provider in East Africa. Based in Nairobi, they deliver robust digital infrastructure, cloud management, and resilient cyber defense solutions to major financial institutions, telecom giants, and corporate enterprises across the region.
Role Overview
The Sales Manager will be based in Nairobi and will be responsible for driving business growth, generating B2B revenue, and expanding the client footprint within the enterprise market. This role focuses on hunting for new enterprise accounts and nurturing existing relationships, specifically pitching high-value cybersecurity, unified communications, and cloud infrastructure solutions to corporate C-suite executives.
Salary & Benefits
- Gross Salary: KES 180,000 – KES 230,000 per month.
- Commission: Highly competitive, performance-based commission structures on achieved sales targets.
- Benefits: Standard statutory benefits, medical insurance, and transport/communication allowances.
Key Responsibilities
- Revenue Strategy & Generation: Formulate and execute aggressive sales strategies to meet and exceed monthly, quarterly, and annual B2B revenue targets.
- Lead Generation & Pipeline Management: Identify, target, and prospect new business opportunities across key economic verticals, including Banking, Financial Services, Insurance (BFSI), Fintech, and Telecom.
- Account & Relationship Management: Build and maintain deep, trusted relationships with key corporate decision-makers, including Chief Information Security Officers (CISOs), Chief Technology Officers (CTOs), and IT Directors.
- End-to-End Sales Cycle Management: Lead the sales process from initial cold outreach and solution presentation to commercial negotiations, contract closures, and post-sale handovers.
- Tender & Bid Management: Take ownership of the preparation, compilation, and submission of high-quality technical proposals, commercial bids, and expressions of interest for RFPs/tenders.
- Market Intelligence: Continuously monitor competitors, emerging tech trends, and evolving client pain points within the East African region to adjust corporate positioning and pricing models.
- CRM Reporting: Maintain flawless and accurate documentation of the sales pipeline, client interactions, and revenue forecasts using corporate CRM tools.
Qualifications & Requirements
- Education: Bachelor’s degree in Business Administration, Marketing, Information Technology, Computer Science, or an equivalent business/technical hybrid degree.
- Experience: 5+ years of demonstrable success in B2B corporate sales, specifically selling enterprise IT solutions, cloud computing, managed security services, or telecom packages in Kenya.
- Track Record: Proven history of consistently hitting individual sales quotas and managing long, complex corporate sales cycles valued in the millions of shillings.
- Technical Acumen: Ability to articulate technical value propositions to non-technical stakeholders (e.g., explaining the business ROI of a cybersecurity solution or a cloud migration).
- Soft Skills: Exceptional presentation, consultative selling, closing, and contract negotiation skills. High emotional intelligence, self-drive, and resilience.