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
Gmail
Yahoomail