Account Manager- Nairobi at Summit Recruitment and Search

The successful candidate will be responsible for growing revenue from existing customers, identifying and converting new business opportunities, and protecting the installed customer base. This role requires a strong consultative sales professional with deep ICT market knowledge, capable of managing complex client relationships and consistently delivering against ambitious revenue targets.

Key Responsibilities

• Manage and grow an assigned portfolio of existing accounts while identifying upsell and cross-sell opportunities.
• Identify, prospect, and onboard new customers across assigned software and technology solutions.
• Meet and exceed annual and quarterly sales revenue and maintenance targets.
• Build and maintain a strong, healthy sales pipeline at least 3x the assigned target to ensure sustained growth.
• Work closely with presales and technical teams to position solutions effectively and close opportunities.
• Understand customer business needs, internal buying processes, and budget cycles to align solutions accordingly.
• Prepare and execute account plans and sales strategies aligned with overall business objectives.
• Monitor competitor activities, pricing, promotions, and market trends to inform sales strategy.
• Protect and grow the installed base by ensuring customer retention and long-term value realization.
• Prepare and present regular business reviews, forecasts, and pipeline updates to management.

Key Qualifications

• Bachelor’s degree in Business, Information Technology, or a related discipline.
• Minimum of 4–5 years’ experience in account management or enterprise sales within the IT industry.
• Proven track record of consistently meeting or exceeding sales targets.
• Strong experience selling multiple technology or software products across different industry verticals.
• Demonstrated ability to penetrate new accounts and engage decision-makers at senior levels.
• Strong understanding of ICT markets within financial and non-financial sectors.
• Excellent negotiation, presentation, proposal development, and closing skills.
• Proficiency in Microsoft Office tools, particularly Excel and PowerPoint.