Enterprise Sales Manager at Liquid Intelligent Technologies

ROLE OVERVIEW

• The Enterprise Sales Manager – Cassava Portfolio is a strategic sales leadership and industry-consulting role within Liquid Intelligent Technologies Kenya. The primary responsibility is to drive high-value revenue growth across key enterprise accounts (including Financial Services, Health, FMCG, and Large Corporate segments) by positioning the full spectrum of Cassava Technologies solutions.
• This role requires a consultative business development expert who combines deep industry insight, economic and regulatory awareness, and multi-product technical capabilities—spanning Cloud, Cybersecurity, Compute AI, Colocation, Enterprise Connectivity and Payment Solutions
• The incumbent will serve as the primary industry authority, leading account strategies, cross-functional collaboration with product and enterprise architecture teams, C-suite relationship management, and team performance enablement.

KEY RESPONSIBILITIES

Strategy Input & Industry Thought Leadership

• Serve as the primary point of contact and subject matter expert for key vertical industries (e.g., Banking & FSI, Healthcare, Manufacturing, etc.).
• Provide strategic guidance on market trends, industry regulations, competitor positioning, and macroeconomic developments.
• Lead the formulation of industry-specific account strategies that align with Liquid Kenya’s commercial goals, ensuring product offerings remain future-proof and relevant to market dynamics.
• Represent Liquid Intelligent Technologies at major industry forums, executive roundtables, and public events, establishing the company as the premier digital transformation partner.
• Produce executive summaries, industry whitepapers, and market research reports to inform executive decision-making.

Key Account Management & Revenue Growth

• Develop, own, and execute growth strategies for a portfolio of Tier-1 and Tier-2 Enterprise and Key Accounts.
• Build, maintain, and leverage senior-level (C-suite and board-level) relationships across targeted vertical markets.
• Drive aggressive revenue growth, track account performance, and expand Liquid’s Share of Wallet (SoW) across the full Cassava solution suit.
• Identify new monetization opportunities, unearth emerging revenue streams, and develop segment-specific value propositions.
• Gather client feedback from Account Managers and Service Delivery teams, creating structured feedback loops to refine sales execution and client retention.

Solution Selling & Pre-Sales Execution

• Drive a consultative, solution-selling model tailored to address specific client pain points and industry requirements.
• Work collaboratively with Solutions and Product teams to ideate and customize enterprise-grade solutions.
• Drive the creation of bid proposals, responses to RFPs/RFIs, and commercial presentations, ensuring alignment with client business objectives.

Enterprise Architecture Oversight & Alignment

• Provide strategic guidance to Enterprise Architecture teams to ensure technical solution designs align directly with Liquid’s vertical strategy.
• Leverage enterprise architecture expertise to guide the development of industry reference models, framework blueprints, and technical thought leadership content.
• Utilize executive networks to facilitate high-value architecture and digital transformation discussions with client CIOs, CTOs, and CISOs.

Governance, Policy & Risk Management

• Enforce sales governance, commercial policies, and compliance procedures in line with Cassava systems, policies and processes.
• Implement risk mitigation strategies during commercial structuring, negotiation, and bid pricing.
• Maintain complete documentation of business activities, client contracts, pipeline updates, and strategic account plans.
• Provide regular input during commercial reviews and audits to ensure strict adherence to corporate governance.

Team Leadership, Coaching & Culture

• Set clear performance goals (KPAs/KPIs) and manage performance across account management.
• Foster a high-performance culture grounded in Cassava Key behaviors: accountability, Agility, Collaboration and follow-through.
• Provide continuous technical, procedural, and consultative coaching to sales teams, sharing domain expertise and leading internal capability-building sessions.
• Attract, mentor, and retain top sales talent; create personal development plans to cultivate the next generation of commercial leaders.
• Champion company values and cultivate an inclusive, professional environment that positions Liquid as an employer of choice.

Required Qualifications & Experience

Education

• Required: Bachelor’s degree (4-year tertiary qualification) in Business, Telecommunications, Information Technology, Computer Science, Engineering, or a related field (Mandatory).
• Preferred: Master of Business Administration (MBA) or relevant master’s degree (Preferred).

Experience

• Industry Experience: Minimum 5 years of progressive Enterprise and Direct Sales leadership experience in the Telecommunications, Managed ICT Services, System Integration, or Technology sector.
• Enterprise Focus: Deep background in managing Large Enterprise or Public Enterprise accounts, with a proven track record of consistently exceeding revenue quotas.
• Consultative Selling: Demonstrated expertise in consultative solution selling, complex deal structuring, and managing long, multi-stakeholder enterprise sales cycles.
• Cross-Functional Leadership: Proven experience leading and influencing cross-functional teams across sales, product development, enterprise architecture, and marketing.

Core Competencies & Skills

• Consultative & Solution Selling: Mastery of strategic value-selling frameworks (e.g., SPIN, Challenger) to position complex multi-product digital platforms.
• Market Intelligence & Strategic Analysis: Advanced capabilities in market analysis, competitive intelligence, data interpretation, and economic forecasting.
• Financial & Numerical Acumen: Strong financial modeling skills, including profit-and-loss evaluation, commercial risk assessment, and contract pricing.
• C-Suite Communication: High-level persuasive communication skills for executive presentations, negotiation, and report writing.
• Software & Tools: Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and Enterprise CRM systems (e.g., Salesforce).
• Regulatory & Compliance Knowledge: Deep familiarity with telecommunications regulation, data privacy laws (e.g., Kenya Data Protection Act), and sector-specific financial regulations.

Key Performance Indicators (KPIs)

• Sales & Revenue Performance: Order Intake, Pipeline Management, Total Gross Customers Additions, Annual Recurring Revenue (ARR) Quota attainment across key accounts
• Leadership & Performance Management: Telent Identification, Recruitment, Coaching, Performance Reviews and leadership development
• Portfolio Diversification: Multi-pillar solution penetration (percentage of accounts utilizing all Cassava Portfolio of Solutions).
• Pipeline Health: Maintenance of a healthy Monthly Recurrent Revenue (MRR) qualified sales pipeline maintained at a minimum of 4x of annual quota across the 6 Cassava Product Areas
• Account Retention: 99.8% Net Revenue Retention (NRR) rate and minimized churn within key vertical accounts.
• Strategic Leadership: Execution of vertical-specific go-to-market plans and successful executive engagement initiatives.