- The Enterprise Sales Manager - Cassava Portfolio is a strategic sales leadership and industry-consulting role within Liquid Intelligent Technologies Kenya. The primary responsibility is to drive high-value revenue growth across key enterprise accounts (including Financial Services, Health, FMCG, and Large Corporate segments) by positioning the full spectrum of Cassava Technologies solutions.
- This role requires a consultative business development expert who combines deep industry insight, economic and regulatory awareness, and multi-product technical capabilitiesspanning Cloud, Cybersecurity, Compute AI, Colocation, Enterprise Connectivity and Payment Solutions
- The incumbent will serve as the primary industry authority, leading account strategies, cross-functional collaboration with product and enterprise architecture teams, C-suite relationship management, and team performance enablement.
Strategy Input & Industry Thought Leadership
- Serve as the primary point of contact and subject matter expert for key vertical industries (e.g., Banking & FSI, Healthcare, Manufacturing, etc.).
- Provide strategic guidance on market trends, industry regulations, competitor positioning, and macroeconomic developments.
- Lead the formulation of industry-specific account strategies that align with Liquid Kenya's commercial goals, ensuring product offerings remain future-proof and relevant to market dynamics.
- Represent Liquid Intelligent Technologies at major industry forums, executive roundtables, and public events, establishing the company as the premier digital transformation partner.
- Produce executive summaries, industry whitepapers, and market research reports to inform executive decision-making.
Key Account Management & Revenue Growth
- Develop, own, and execute growth strategies for a portfolio of Tier-1 and Tier-2 Enterprise and Key Accounts.
- Build, maintain, and leverage senior-level (C-suite and board-level) relationships across targeted vertical markets.
- Drive aggressive revenue growth, track account performance, and expand Liquid's Share of Wallet (SoW) across the full Cassava solution suit.
- Identify new monetization opportunities, unearth emerging revenue streams, and develop segment-specific value propositions.
- Gather client feedback from Account Managers and Service Delivery teams, creating structured feedback loops to refine sales execution and client retention.
Solution Selling & Pre-Sales Execution
- Drive a consultative, solution-selling model tailored to address specific client pain points and industry requirements.
- Work collaboratively with Solutions and Product teams to ideate and customize enterprise-grade solutions.
- Drive the creation of bid proposals, responses to RFPs/RFIs, and commercial presentations, ensuring alignment with client business objectives.
Enterprise Architecture Oversight & Alignment
- Provide strategic guidance to Enterprise Architecture teams to ensure technical solution designs align directly with Liquid's vertical strategy.
- Leverage enterprise architecture expertise to guide the development of industry reference models, framework blueprints, and technical thought leadership content.
- Utilize executive networks to facilitate high-value architecture and digital transformation discussions with client CIOs, CTOs, and CISOs.
Governance, Policy & Risk Management
- Enforce sales governance, commercial policies, and compliance procedures in line with Cassava systems, policies and processes.
- Implement risk mitigation strategies during commercial structuring, negotiation, and bid pricing.
- Maintain complete documentation of business activities, client contracts, pipeline updates, and strategic account plans.
- Provide regular input during commercial reviews and audits to ensure strict adherence to corporate governance.
Team Leadership, Coaching & Culture
- Set clear performance goals (KPAs/KPIs) and manage performance across account management.
- Foster a high-performance culture grounded in Cassava Key behaviors: accountability, Agility, Collaboration and follow-through.
- Provide continuous technical, procedural, and consultative coaching to sales teams, sharing domain expertise and leading internal capability-building sessions.
- Attract, mentor, and retain top sales talent; create personal development plans to cultivate the next generation of commercial leaders.
- Champion company values and cultivate an inclusive, professional environment that positions Liquid as an employer of choice.
Required Qualifications & Experience
- Required: Bachelor's degree (4-year tertiary qualification) in Business, Telecommunications, Information Technology, Computer Science, Engineering, or a related field (Mandatory).
- Preferred: Master of Business Administration (MBA) or relevant master's degree (Preferred).
- Industry Experience: Minimum 5 years of progressive Enterprise and Direct Sales leadership experience in the Telecommunications, Managed ICT Services, System Integration, or Technology sector.
- Enterprise Focus: Deep background in managing Large Enterprise or Public Enterprise accounts, with a proven track record of consistently exceeding revenue quotas.
- Consultative Selling: Demonstrated expertise in consultative solution selling, complex deal structuring, and managing long, multi-stakeholder enterprise sales cycles.
- Cross-Functional Leadership: Proven experience leading and influencing cross-functional teams across sales, product development, enterprise architecture, and marketing.
Core Competencies & Skills
- Consultative & Solution Selling: Mastery of strategic value-selling frameworks (e.g., SPIN, Challenger) to position complex multi-product digital platforms.
- Market Intelligence & Strategic Analysis: Advanced capabilities in market analysis, competitive intelligence, data interpretation, and economic forecasting.
- Financial & Numerical Acumen: Strong financial modeling skills, including profit-and-loss evaluation, commercial risk assessment, and contract pricing.
- C-Suite Communication: High-level persuasive communication skills for executive presentations, negotiation, and report writing.
- Software & Tools: Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and Enterprise CRM systems (e.g., Salesforce).
- Regulatory & Compliance Knowledge: Deep familiarity with telecommunications regulation, data privacy laws (e.g., Kenya Data Protection Act), and sector-specific financial regulations.
Key Performance Indicators (KPIs)
- Sales & Revenue Performance: Order Intake, Pipeline Management, Total Gross Customers Additions, Annual Recurring Revenue (ARR) Quota attainment across key accounts
- Leadership & Performance Management: Telent Identification, Recruitment, Coaching, Performance Reviews and leadership development
- Portfolio Diversification: Multi-pillar solution penetration (percentage of accounts utilizing all Cassava Portfolio of Solutions).
- Pipeline Health: Maintenance of a healthy Monthly Recurrent Revenue (MRR) qualified sales pipeline maintained at a minimum of 4x of annual quota across the 6 Cassava Product Areas
- Account Retention: 99.8% Net Revenue Retention (NRR) rate and minimized churn within key vertical accounts.
- Strategic Leadership: Execution of vertical-specific go-to-market plans and successful executive engagement initiatives.