Sales Roles at ITM Kenya Ltd

About the job

• We are seeking a highly experienced International Sales professional with strong exposure to e-Governance
• (eGov) and Digital Public Infrastructure (DPI/DPG) domains. The role requires expertise in National ID
• programs, MOSIP-based implementations, Trust Frameworks, and deep understanding of banking/financial
• inclusion ecosystems, especially within the African region.

Responsibilities

• Partner Ecosystem Development
• Develop and execute a global partner strategy for Identity & eGov solutions.
• Identify, onboard, and manage channel partners, system integrators (SIs), and technology alliances.
• Build and scale a strong partner ecosystem across Africa and emerging markets.
• Leverage existing partner networks to accelerate go-to-market execution.
• Establish partner programs, incentives, and engagement frameworks.
• International Business Development
• Drive revenue growth across MEA, Africa, and Southeast Asia regions.

Identify and develop opportunities in:

• Digital Public Infrastructure (DPI/DPG)
• National ID programs
• Civil identity and population registry systems
• Financial inclusion and banking identity solutions
• Build and execute region-specific go-to-market strategies.
• Develop strong pipelines through direct and partner-led engagements.
• eGov & Identity Domain Expertise

Lead business development initiatives around:

• MOSIP-based identity platforms
• National ID implementation programs
• Digital identity & authentication frameworks
• Trust frameworks and secure identity ecosystems
• Engage with government bodies, regulators, and ecosystem stakeholders.
• Align solutions with country-specific compliance and regulatory requirements.
• Banking / Financial Inclusion Focus (Africa)
• Drive opportunities within Banking, Financial Institutions (FI), and Fintech sectors.

Leverage understanding of:

• KYC / eKYC frameworks
• Financial inclusion programs
• Micro-ATM / digital payment ecosystems
• Build relationships with banks, central banks, and financial regulators across Africa.
• Strategic Relationship Management

Build executive-level relationships with key stakeholders:

• Government authorities
• Financial institutions
• Technology partners
• Collaborate with marketing teams for joint campaigns and demand generation.
• Represent the organization at international forums, exhibitions, and industry events.
• Market Intelligence

Track trends in:

• Digital identity
• DPI/DPG ecosystems
• Cybersecurity and trust frameworks
• Analyze competitor strategies and regulatory landscapes.
• Provide insights to product and leadership teams.
• Solution Sales & Market Expansion

Position solutions including:

• Digital Identity
• Biometric Authentication
• Identity Lifecycle Management
• Trust & Security Frameworks
• Lead complex enterprise sales cycles, RFPs, and negotiations.
• Work closely with pre-sales and product teams for solution design.
• Revenue Responsibility
• Own and deliver assigned international revenue targets.
• Drive sustainable growth through direct and partner-led channels.

Requirements

• Bachelor’s degree in Business, Engineering, or related field (MBA preferred).
• 8–15 years of experience in international sales/business development.
• Strong experience in eGov, DPI/DPG, Digital Identity, or National ID programs.
• Hands-on exposure to MOSIP ecosystem and implementations (preferred).
• Proven experience in African markets, especially in Banking / Financial Institutions / Fintech sectors.
• Strong partner ecosystem development and management experience.
• Demonstrated success in solution-based and consultative sel

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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