Sales Lead – Cloud and Security – East Africa at BUI

• As a Sales Lead Consultant at BUI, you will drive sales and revenue growth by identifying and closing new business opportunities, building and maintaining relationships with customers, and providing exceptional customer service.

Key Responsibilities:

• Lead Generation and territory planning: Respond to incoming business inquiries and proactively generate self-sourced leads.
• Business Growth: Identify new business opportunities within the East Africa region, convert leads into contracts, and consistently achieve financial targets.
• Sales Negotiation: Lead and support negotiation processes, securing advantageous agreements and fostering long-term relationships.
• Client and Partner Engagement across East Africa: Build and sustain strong client relationships through both telephone and face-to-face interactions, ensuring a solution-based approach to selling security services.
• Regional Expansion: Develop go-to-market strategies for Kenya, Uganda, Tanzania, Rwanda, and Ethiopia.
• Public & Private Sector Engagement: Build trusted relationships with both commercial and government stakeholders, navigating procurement processes where necessary.
• Channel Development: Identify and develop relationships with local resellers, technology partners, and strategic alliances to increase BUI’s market footprint.
• Technical Solution Selling: Sell across multiple Cloud, Cyber Security, and Networking products and Managed Security Services, Compliance Solutions, and Cloud Cost Optimisation.
• Vendor Collaboration: Work closely with strategic vendors, including Microsoft, to uncover and build on new opportunities.
• Customer Satisfaction: Improve customer satisfaction with enterprise customers and own key Customer Executive-level relationships.
• Account Management: Build and maintain relationships within an assigned account base of customers.
• Product Introduction: Facilitate the introduction of BUI products and services, and drive the sale of technical products, programs, and/or services.
• Persuasive Presentations: Deliver persuasive presentations to both technical and business decision-makers.

Requirements:

• Sales Acumen: Demonstrable success in achieving targets, with an understanding of margins and profitability.
• Experience: Minimum 8-10 years of IT sales experience in East Africa, with a focus on cloud, cybersecurity, or enterprise technology services.
• Network: Strong existing network within enterprise IT and public sector organisations across Kenya and East Africa.
• Cultural Fluency: Understanding of regional business culture, public procurement frameworks, and ICT investment trends.
• Solution Selling: Proven sales success and expertise in solution selling.
• Skills: Strong organisational and problem-solving skills.
• Teamwork: Ability to work as a team member.
• Adaptability: Must respond to rapid change, perform duties with accuracy and urgency.
• Independence: Prioritize and perform work with minimal supervision.
• Accuracy: Able to handle large quantities of information while maintaining a high level of accuracy.
• Travel:  Travel required both domestic, regional and international travel.