Sales Engagement Manager at Execafrica Recruitment Limited

Title: Sales Engagement Manager
Duration (1 Year Contract)

Our client, with over 25 years of experience in the vast fields of ICT, Security & Audio Visual, Engineering & Design Sector is looking for a reliable Sales Engagement Manager who shows flexibility with a ‘can do’ attitude. A candidate who is confident in working closely across various verticals such as sales, marketing, and customer relations. The professional must have organizational and time management skills. A background in IT or cyber security would be beneficial. Excellent communication skills and understanding of the sales industry is a must.

The role will also include client management, ensuring the needs of the prospective customer are understood, repeatable, addressed, in addition to being able to represent the interests of the company and the services they offer in Kenya. The EM is an integral part of the sales cycle, acting as a pre-sales solution expert, coordinating closely with the executive team. The EM will be responsible for contract execution of engagement change orders and follow-on success solutions that may be
required as our customers’ needs evolve in their partnership with the company, in conjunction with its partners.

Key Duties & Responsibilities

1. Planning Sales strategies, positioning of the company and its services offered in contrast to the competitors.
2. Drive input/develop marketing concepts.
3. Initial engagement with the customers, interpretation and translation of customer needs mapped to their services.
4. Identify the required project phases, including key challenges that require attention.
5. Investigate, optimize, and develop a solution aligned to the needs of the customer.
6. Identify key customer requirements & potential areas of service offering.
7. Confirm the validity of a solution and its components.
8. Be able to roadmap a solution with support of the company management team.
9. Maintain excellent communications with customer executive management.
10. Analyze and provide support to opportunities/deals in the pipeline where needed.
11. Manage the solution delivery as the customer key point of contact, in accordance to the contract, statutory and regulatory requirements.
12. Maintaining engagement with client throughout the sales and delivery lifecycle.
13. Creating a library of standard proposal responses that can be used as basis when completing sales responses.
14. Providing key input to the engagement/technical team, including project plan development and delivery, including identification of applicable local standards, legislation, constraints, challenges, bottlenecks, etc. escalating where necessary to ensure overall project success.
15. Responsible for initial risk identification, highlighting issues, and providing solutions that are defined, and contain the appropriate level of detail, including ownership, priority and date.
16. Responsible for the handover of the presales project plan and estimates to delivery.
17. Clear and concise status and reporting, both internal and external of the opportunity.
18. Ensure deliverables defined in the business are agreed with the customer.
19. Managing the procurement and sales lifecycles.
20. Confidence and gravitas in front of clients, project teams and third parties.

Education & Experience

1. Bachelors or master’s degree is an advantage.
2. Any sales and security certifications would be advantageous.
3. 5+ years of relevant experience in sales and business development of cyber security solutions in a MUST.
4. Experience working alongside sales teams to successfully scope and sell relevant services, resulting in successful business outcomes.
5. 5+ years’ experience leading the delivery of enterprise -level IT/cyber security consulting projects.
6. Demonstrating a deep understanding of the country.
7. A wealth of existing and applicable contacts in Kenya.

Additional Requirements

1. A solid technical background.
2. Sound judgement and good business sense.
3. Independence, resilience, and tenacity.
4. Strong written and verbal communication skills.
5. Excellent listening skills to fully understand the customer requirements and pain points.
6. Ability to engage audiences of varying perception levels (IT and Business).
7. Creative problem solver with keen instincts, organizational experience and the ability to resolve conflict.
8. Excellent consultative, communication, and presentation skills.
9. Demonstrate business development & sales.
10. A highly motivated, dedicated, team player with creative ideas to inspire customer loyalty and adoption.
11. Strong social skills and experience building strong internal and external relationships.
12. A successful track record of highly professional customer service.
13. Has presented to C-level executives as well as to technical subject matter experts.
14. Autonomous with tactical ability driven on the strategy provided by the company.
15. Driving license and car required.