Sales & Partnerships Specialist: Nairobi at ALX

Role Summary

• As a Sales & Partnerships Specialist, you will play a critical role in driving ALX Kenya’s corporate training growth and sustainability through revenue generation.
• You will be responsible for building and converting a strong pipeline of B2B (primary focus) and B2G opportunities into structured, revenue-generating partnerships. This role is fundamentally sales-driven, with clear accountability for prospecting, deal execution, and closing.
• A key priority of the role is to develop and scale corporate training as a new and strategic growth lever for ALX. This requires a builder mindset, with the ability to originate opportunities, structure offers, and close deals in an evolving space.
• Beyond corporate training, you will also identify and close additional revenue-generating partnerships, such as sponsorships, learner funding mechanisms, access fee coverage, and other commercial collaborations that contribute directly to the sustainability of ALX’s mission.

Specific Responsibilities

Revenue Generation & Pipeline Ownership

• Build and manage a strong pipeline of B2B and B2G opportunities
• Proactively source leads through outbound outreach, networking, and market mapping
• Maintain a high level of activity (calls, meetings, follow-ups)
• Own the full sales cycle from prospecting to closing
• Deliver against defined revenue targets
• Maintain clear pipeline visibility and forecasting

Corporate Training Development

• Drive corporate training as a core and emerging revenue stream
• Identify companies’ needs in upskilling and workforce development
• Structure and close corporate training engagements
• Contribute to refining the offering based on market feedback
• Act as a builder in developing this vertical

Revenue-Generating Partnerships

• Identify and develop additional revenue opportunities beyond corporate training
• Structure partnerships that contribute directly to financial sustainability
• Explore models such as sponsorships, access fee coverage, and other commercial collaborations
• Ensure strong alignment between revenue generation and ALX’s mission

Deal Structuring & Negotiation

• Lead negotiations with corporate and institutional stakeholders
• Clearly articulate value propositions and commercial terms
• Structure agreements that lead to measurable outcomes
• Convert relationships into revenue-generating deals

Performance Tracking & Reporting

• Track key metrics such as pipeline health, conversion rates, and revenue
• Maintain structured reporting on deals and forecasts
• Use data to continuously improve performance

Essential Skills & Experience

• 6–8 years of experience in sales, business development, or commercial roles
• Proven track record of closing deals and generating revenue (mandatory)
• Strong experience managing full sales cycles from prospecting to closing
• Demonstrated ability to meet or exceed sales targets consistently
• Experience in corporate training, education, consulting, or similar services is a strong advantage
• Strong negotiation and deal structuring skills
• High level of proactivity and ability to generate leads independently
• Comfortable with high activity levels (calls, meetings, outreach)
• Excellent communication and presentation skills
• Strong data literacy (Excel / Google Sheets)
• Ability to operate independently with minimal supervision

Person Specification/Attributes

We believe the right mindset is just as important as the right skills. We look for team members who embody our values:

• Courage: Willing to challenge norms and drive bold ideas forward.
• Humility: Open to feedback, always learning, and focused on serving others.
• Adventure: Motivated by ambitious goals and inspired by the unknown.
• Initiative: Takes ownership, moves fast, and finds solutions independently.
• Resilience: Recovers from setbacks, adapts quickly, and never gives up.

Additionally, this role requires:

• Strong results orientation and focus on closing deals
• High ownership and accountability for revenue outcomes
• Strong execution discipline and follow-through
• Commercial mindset and ability to identify value creation opportunities
• Ability to operate autonomously while staying aligned with strategic priorities

Compensation

• The role includes a fixed base salary complemented by a variable commission structure tied to revenue generated and partnerships successfully closed.