Regional Sales Manager at ITM Kenya Ltd

About the job

• The Regional Sales Manager / Sales Director Africa is a senior revenue-owning role responsible for driving Mantra's commercial growth across Sub-Saharan and North Africa. You will lead business development, manage and grow a channel partner ecosystem, and directly close strategic deals with governments, system integrators, banks, telecom operators, and enterprise customers. This is a founder-level sales role you will define the Africa go-to-market playbook, establish our company's brand credibility, and be the single point of accountability for the region's revenue targets.

Responsibilities

• Revenue & Business Development
• Own and exceed quarterly and annual revenue and pipeline targets for biometric hardware, OEM sensor modules, and software solutions across assigned African territories.
• Identify, qualify, and close high-value opportunities with government bodies (national ID, voter registration, border security), telecom operators (SIM/eKYC biometric mandates), banks (financial inclusion, AML/eKYC), and enterprise clients.
• Develop and execute territory-specific go-to-market plans aligned with Mantra's global strategy and regional market dynamics with over 90% forecasting accuracy and optimizing CRM data integrity.
• Monitor industry RFPs and tender portals; lead or coordinate proposal responses, BOQ preparation, and technical- commercial submissions.
• Channel Partner Management
• Build and manage a structured partner ecosystem: Value-Added Distributors (VADs), System Integrators (SIs), Value- Added Resellers (VARs), and ISVs.
• Recruit, onboard, enable, and certify new channel partners in priority markets; maintain a partner scorecard and
• quarterly business review cadence.
• Co-sell and co-develop pipeline with partners; provide deal registration, pricing support, and competitive positioning guidance.
• Drive partner revenue accountability through joint GTM plans and structured incentive frameworks.
• Strategic Account Management
• Develop and maintain relationships with senior stakeholders (C-suite, procurement heads, technical decision makers) at key accounts and government ministries.
• Lead commercial negotiations, contract structuring, and deal closure for high-value projects; coordinate with Mantra legal, finance, and leadership for approvals.
• Manage post-sale relationship and reference development to ensure high renewal, upsell, and referral rates.
• Market Intelligence & Reporting
• Track competitive landscape across the region; deliver actionable intelligence to product and leadership teams.
• Maintain accurate pipeline, forecast, and activity data in CRM; deliver weekly/monthly reporting to leadership.
• Provide inputs to product roadmap and pricing strategy based on customer feedback and regional requirements.
• Brand & Thought Leadership
• Represent Mantra at regional industry events, government forums, trade exhibitions, and biometric/ID standards
• body meetings.
• Collaborate with marketing for regional campaigns, case studies, and PR initiatives.

Requirements

• Bachelor's or Master's degree in Engineering, Business, IT, or related field
• 6–12 years of total experience; minimum 4 years in Africa-focused sales of technology products English (fluent, written & spoken mandatory); Swahili, French, Arabic, or Portuguese a strong advantage
• Comfortable reading product datasheets, SDK documentation, and RFP technical annexures
• Valid passport; ability to travel across Sub-Saharan and North Africa; multi-entry visa experience
• preferred