Head of Sales at Umba

Responsibilities

• Build and execute the overall go-to-market sales and partnership strategy, including the identification and development of new partnerships and strategic alliance opportunities.
• Lead the sourcing, negotiating, signing, and launching of commercial and partnership deals.
• Manage relationships with executives at partner companies.
• Analyze existing and new business opportunities, developing a thorough understanding of market conditions, product requirements, demand for products, and resource requirements to properly support business goals.
• Work closely with the marketing team on lead generation initiatives
• Work closely with the Product team to advance our platform strategy and lead our business development in this area.
• Serve as the primary point of contact for channel partners, building relationships with multiple stakeholders at various levels of the partner’s organization
• Own end-to-end relationships with partners and maintain senior executive-level relationships
• Build and manage a portfolio of partners, and strategic alliances focused on upmarket pipeline generation
• Collaborate with internal teams (Marketing, Customer Experience, Product) to drive more partner-sourced revenue.
• Document and implement the execution of partnerships and forecast the financial impact of these partnerships and alliances.
• Advise senior management on return on investment (ROI), risk management, and cost-benefit strategies.
• Identify and execute opportunities to expand the partnership, proactively assess partners’ needs and support them as challenges arise.
• Actively manage, monitor, and improve the overall sales process to ensure a successful productivity ramp to exceed revenue and commercial goals.
• Optimize lead-to-close rate by taking a hands-on approach to every stage of the sales cycle, from prospecting and demoing to closing.
• Design and refine existing inbound and outbound sales practices and tools to create repeatable, scalable sales processes that accelerate growth quickly.
• Establish, monitor, and report on goals and key performance indicators (KPIs), for sales and partnership.
• Analyze existing and new business opportunities, developing a thorough understanding of market conditions, product requirements, demand for products, and resource requirements to properly support business goals.

Skills and Qualifications

• 5 Years of experience in sales of financial products (B2B)
• Experience building go-to-market partnerships with strategic partners. Ability to build and deliver on a strategic plan to grow partner revenue.
• Proven ability to develop deep, internally and externally, and build upon those relationships to scale sales and partnerships.
• Experience negotiating deals of various sizes and complexity
• Experience selling solutions to business decision-makers
• Partner and collaborate with peers and parallel teams across the business to ensure that expectations set during the sales process are met in delivery
• Ability to plan and manage at both the strategic and operational levels
• Ability to work in a fast-paced, entrepreneurial environment
• Self-motivated, creative, and flexible with the ability to perform well under pressure
• Up to date on Financial services trends in Kenya
• Fluent in CRM platforms (Salesforce) and tools (Slack, JIRA, Google Suite) to drive productivity, report on forecast deal pipelines, and analyze conversion rates.

Preferred Skills

• Experienced in Technological products
• Experience in Fintech/Startups
• Experience working in a bank and managing commercial relationships