Major Account Manager (BFSI)

Role Overview

This position is centred on driving revenue growth within Kenya's banking, financial services, and insurance sector by owning and expanding a portfolio of both established and newly acquired enterprise accounts. You will act as the primary link between the client and the organisation, translating complex business challenges into tailored security and networking solutions. The role demands a strategic mindset, as you will be responsible for shaping account and tender strategies, building executive-level trust, and ensuring long-term customer value through consistent engagement and planning.

Key Responsibilities

• Identify, qualify, and progress new business opportunities across the BFSI vertical while nurturing and expanding relationships within existing accounts to maximise share of wallet.
• Develop comprehensive account plans and bid strategies for upcoming tenders, aligning internal teams around clear objectives, timelines, and value propositions.
• Build and sustain trusted advisory relationships with C-level and senior IT stakeholders, using these connections to understand business priorities, digital transformation initiatives, and infrastructure challenges.
• Apply a consultative sales approach that positions the company's technology portfolio as the optimal response to each customer's unique risk profile and performance requirements.
• Coordinate and direct internal resources—including systems engineering, channel management, and specialist sales teams—to ensure cohesive execution of account strategies and timely responses to client requirements.
• Conduct scheduled business reviews with key accounts to assess solution value, track adoption, and identify emerging needs or risks before they become issues.
• Proactively educate customers on product development roadmaps, helping them plan for future technological shifts and mitigate potential disruptions to their operations.
• Maintain accurate pipeline and forecasting data, ensuring a steady flow of qualified opportunities that align with quarterly and annual sales targets.

Requirements & Qualifications

• Proven experience in enterprise sales within the technology sector, ideally with a focus on cybersecurity, networking, or related infrastructure solutions.
• A strong record of successfully developing and managing strategic relationships at senior levels within large enterprise accounts, with demonstrated ability to close complex, high-value deals.
• Deep familiarity with the BFSI market in Kenya, including its regulatory landscape, procurement dynamics, security concerns, and key decision-making structures.
• Highly self-driven and competitive, with the resilience to operate independently and the discipline to manage multiple priorities simultaneously.
• Excellent verbal and written communication skills, along with strong active listening abilities that foster credibility and collaboration in client interactions.
• Experience drafting business plans, account strategies, and tender responses with clear commercial and technical rationale.
• Fluency in English is essential; additional local language proficiency is an advantage but not mandatory.