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Job Description

Key Responsibilities

• Builds and maintains relationships with key partners in assigned accounts/prospects
• Facilitates customer relationships to ensure timely resolution of customer issues
• Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)
• Uses network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
• Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed
• Develops account plans focused on maintaining/growing accounts on occasion
• Identifies customer’s business needs, challenges, and technical requirements and matches to company solutions in partnership with SEs/SAs.
• Proactively create and build relationships with decision makers up to C-suite level at prospective and newly acquired customers, directly or through leads generated by local Marketing, Business Development or partner channels.
• Actively use LinkedIn/structured social media campaigns and traditional “cold calling” and prepare for and attend appropriate local industry events to gain appointments, build relationships and increase awareness of the company’s value proposition.
• Identify, qualify, pursue (design and propose), negotiate and profitably close net new business, in close collaboration with local Management and Operations team, as well as Marketing & Strategy and Legal.
• Conduct commercial and customer contract negotiations within own delegated authority and predefined ranges/guidelines.
• Achieve new bookings target.
• Delivers pitch on company product set and solutions in partnership with SE/SAs and Sells full suite of company offerings to include entire footprint.
• Uses external partners to drive solution development in new areas/prospects.
• In terms of contract renewal, addressing high churn risk customers using internal resources and external partners proactively.
• Hand-over closed business to the Customer Implementation/Operations team.
• After an appropriate period of time, hand-over the customer relationship to a local Sales/Account Manager.
• Facilitates customer contract renewals and negotiations to protect revenue.
• Uses internal resources to understand customers contractual obligations around notice periods, renew terms, company exposure.
• Ensure proper information maintenance in ZohoCRM.
• Maintain up to date and accurate information on all customer and sales activity in ZohoCRM.
• Monitors and maintains status of opportunities in ZohoCRM, following the principles of forecasting.
• Identifies at risk accounts, expiring contracts and forecast churn.
• Prioritizes list of accounts/prospects for short and long term pursuit to achieve assigned sales objectives and provide accurate forecasts.
• Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification.
• Pursues the highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts.
• Facilitates the commercial offer and contract negotiations in partnership with Sales   management, using internal resources as needed to acquire the best commercial terms possible.
• Partners with sales leadership, commercial solutions, and P&L to recommend deal structure.
• Maintain up to date and accurate information on all customer and sales activity in ZohoCRM.
• Manage opportunities in compliance with Sales processes and policies and Sales standards of performance.
• Direct, oversee and support immediate post-sale activity to ensure continuity and satisfactory customer onboarding.

Qualifications & Experience

• Bachelor degree or equivalent through experience
• At least 2-3 years of experience, preferably in B2B IT Services/data center/telco/network environment
• Track record of sales achievement in the Kenya ICT market
• Good understanding of cloud, enterprise digital transformation
• Demonstrable understanding of direct sales and the Data Center industry
• Keen understanding of value of LinkedIn and other social media platforms for engaging with prospective customers
• Pro-active attitude, can do mentality, can thrive on a relatively “high rejection/low hit rate” ratio
• Ability to self-start, self-motivate, self-sustain, self-improve and work independently
• Excellent solution/consultative selling skills, proven ability to articulate clear value propositions
• Experience in cold-calling
• Good understanding of Microsoft office applications
• Good team-working skills
• Active on social media

How To Apply

If you are up to the challenge, possess the necessary qualification and experience; kindly send your CV only quoting the job title on the email subject to [email protected] or [email protected]

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