Head of Enterprise Sales

Role Overview

This executive sales leader owns the company’s enterprise growth agenda across East Africa, blending direct C-suite relationship building with hands-on management of a nine-person sales team. Day to day, the role turns technology infrastructure, cybersecurity, cloud, and digital transformation propositions into signed enterprise contracts while keeping pipeline quality, margin, and receivables under control. It matters because the employer needs a commercial operator who can open large accounts, align global vendor programmes with local demand, and protect cash flow as regional revenue scales.

Key Responsibilities

• Set and execute a regional account strategy for East Africa, targeting key enterprise sectors and expanding the company’s share of the enterprise technology market.
• Lead executive-level engagements with C-suite decision-makers, key account executives, and senior business leaders to build long-term customer relationships.
• Direct, coach, and performance-manage nine enterprise sales specialists, establishing clear KPIs, conversion targets, and accountability for results.
• Own strategic relationships with tier-1 OEM partners such as HP, Dell EMC, IBM, VMware, Microsoft, and Cisco, including joint go-to-market plans, vendor funding programmes, and partner certification requirements.
• Drive sales across enterprise infrastructure, cybersecurity frameworks, cloud integration, and digital transformation portfolios.
• Enforce credit control, debt recovery, and collections discipline across enterprise accounts to maintain commercial financial health.
• Maintain forecast accuracy, pipeline hygiene, quarterly revenue projections, margin protection, and working capital optimisation.
• Review deal structures, commercial bids, and contract terms to balance profitability against financial and delivery risk.

Requirements & Qualifications

• Education: Bachelor’s degree in Business Administration, Information Technology, Computer Science, Marketing, or a related discipline.
• Advantageous: An MBA or a professional industry certification such as ITIL or vendor sales certification.
• Experience: 8–10 years of progressive enterprise technology sales experience, including at least 3–5 years in senior commercial management.
• Leadership record: Documented success managing sales teams to meet multi-million shilling targets in competitive IT landscapes.
• Financial oversight: Proven expertise in credit management, cash flow tracking, and client debt collection protocols.
• Vendor ecosystem: Hands-on experience navigating tier-1 IT vendor partner programmes and distribution networks.
• Core skills: Exceptional negotiation, strategic planning, and C-suite presentation capabilities, with a strong understanding of enterprise IT infrastructure, hardware, cloud, and security frameworks.
• Travel: Flexibility to travel across the East Africa region as business demands require.

What This Role Offers

• Net monthly compensation of KES 450,000.
• A full-time executive appointment covering regional East Africa field operations and corporate coordination.
• Direct leadership of nine sales professionals.
• Regular engagement with global OEM partners including HP, Dell EMC, IBM, VMware, Microsoft, and Cisco.
• A senior commercial mandate spanning regional B2B expansion, vendor alliance management, and financial discipline.