Our client is a Kenyan based ICT organisation which has been in business for over 21 years and one of East Africa’s strongest ICT business houses with regional offices in Kenya, Uganda, Tanzania and Rwanda.
Job Purpose / Summary
It has strategic partnerships with HP, Microsoft, Cisco, Oracle, Symantec, Vmware, EMC, 3i InfoTech etc. with a clientele base between 300 and 500 customers.
They have an interesting position of Relationship Manager reporting to General Manager - Business Development
Responsible for the HP sales growth of both Hardware and Software products in the region.
Encompassing product training (internally and externally); working with sales teams to prospect, qualify, design and close hardware & storage opportunities across the region; interfacing with key stakeholders and the Sales team.
Encompassing product training (internally and externally); working with sales teams to prospect, qualify, design and close hardware & storage opportunities across the region; interfacing with key stakeholders and the Sales team.
To promote the company and its solutions to reseller and end user customers so that revenue and margins should be maximized and sales targets met across the territory.
Maintain a healthy pipeline encompassing both Hardware & Software solutions.
Duties and Responsibilities
Vendor Focus
- Regular contact with Accounts Managers and Fulfilment teams.
- Review and compare opportunity pipeline to ensure cohesive management of all opportunities
- Attend all product initiated events
- Ensure proper brand positioning within the market
Channel Focus
- Help Partners to identify potential new end users and sales opportunities for development by the company in conjunction with Channel resources
- Invite Partners and their end user customers to vendor and vendor sponsored events and ensure their attendance
- Conduct regular meetings with key partners with opportunity values exceeding $500k+
- Develop and implement business plans with GM – Biz Development, Account Managers and Solution Architects targeting adoption and sales growth of Hardware and Software across key vertical industries.
- Establish a value proposition with key Partners
Marketing
- Work with the Marketing Manager to agree and deploy approved marketing plans for
- Hardware and Software technologies for the region.
- Provide info to update the company’s website and share-point.
- Develop sales depth and breadth across Hardware & Software Systems.
Internal Processes
Sales:
Sales:
- Where appropriate involve Solution Architect and System Engineers in discussions around appropriate Solution, Bill of Materials and up sell opportunities
- Ensure that all opportunities are technically validated and approved by Pre-Sales resources before quotation
- Sell vendor products at best possible margins and ensure that sales targets are achieved
- Cross sell within “Affinity” products to maximise revenue and margin
Customer Satisfaction:
- Follow up with customers to ensure that all orders have been correctly fulfilled
- Assist business teams to ensure 100% Customer Satisfaction
Other duties
- Monitor competitor activities and report to the GM- Biz Development.
- Monitor and report grey product activities
- Assist finance team with debt collection
- Assist with the opening of new accounts
- Perform any other duty as assigned by the management.
Qualifications
- BSc degree in IT/Sales and marketing or its equivalent
- MBA will be an added advantage
- More than 5 years extensive sales experience in the IT industry
- Key account management
- Face-to-face selling and group presentations
- Sales in a technical IT environment with hardware/software solutions
- Proven track record in managing multiple opportunities and ability to negotiate and close complex deals
Knowledge and skills requirements
- Computer literacy
- Strong written, verbal, and interpersonal skills.
- Very good time management skills.
- Intermediate MS Office
- Advanced knowledge of hardware & software solutions
Key Competencies
- Ability to multi-task
- Ability to work effectively in cross-functional business teams
- Integrity and change oriented.
- customer service orientation
- organizing and planning
- attention to detail
- Proactive and stress tolerant.
- Ability to travel as needed
- Building and maintaining relationships
- Analytical and attention to detail
- Organizational and Industry knowledge
Salary: 180 – 300k
How to apply: If you are interested in the position and have the skills and talents our client is
looking for, we would like to hear from you.
looking for, we would like to hear from you.
Please forward a copy of your updated resume, and your current salary and benefits package to
info@dorbe-leit.co.ke before close of business 18th September 2013.
info@dorbe-leit.co.ke before close of business 18th September 2013.
Only successful candidates will be contacted.