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Wednesday, October 6, 2010


Our client is a large multinational information technology corporation with reputable brand in ICT products and solutions for personal and corporate usages. With a network of offices all over the world, the company specializes in developing and manufacturing and sale of ICT related services and products. The company is recruiting a Sales Specialist – Networking to be based in Nairobi, Kenya. Below is the brief outline of the position to be recruited.

Sales Specialist –Networking

Key Responsibilities:
• Seeking out new opportunities, expanding and enhancing existing opportunities to build and manage the pipeline in specialty area
• Maintaining knowledge of competitors in account to strategically position the company's products and services better
• Developing prospect pursuit plans and managing the pipeline to ensure alignment with account managers
• Establishing a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry
• Contributing to proposal development, product presentations, negotiations and deal closings
• Working closely with and supporting account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts
• Focusing on growing contractual renewals for mid size accounts with some complexity, to higher-total contract-value renewals
• Interfacing with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
• Building sales readiness and reducing client learning curve through effective knowledge transfer in area of specialization.

Scope and Impact- Key Result Areas
• Coordinating internal & external partners to deliver appropriate solution sale.
• Establishing relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups
• Assigning average or higher size quota.
• Managing Account size ranging from Small-Medium Enterprise to Corporate Segment; varied sales cycle.

Minimum qualifications:
• University or Bachelor's degree preferred.
• Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota.
• Extensive vertical industry knowledge required.
• Typically 5-8 years advanced sales experience required.

Knowledge and Skills Required:
• Expert in knowledge and understanding of;
o products, solution or service offerings as well as competitor's offerings to be able to sell large solutions
o the industry trends, associated solutions and market segment in which key accounts are situated and integrate this knowledge into consultative selling
o the role of IT within area of specialization and how the company solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
o The process of leveraging the company’s portfolio and change the playing field on our competitors.
o ICT new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Practical and proven knowledge and experience with;
o Program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
o Account planning and accurate account revenue forecasting skills
o Making accurately forecast for business.
o High service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers..
• Demonstrate ability to;
o Collaborate with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
o Cultivate & maintain positive relationships with customers to ensure account retention & growth, and position the company as the preferred vendor for meeting all business needs
o Establish a professional working relationship, up to the executive level, with the client.
o Demonstrate leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Understand and be able to selling services – especially high value software solutions

If you meet the minimum requirements, kindly forward your application and CV AS ATTACHMENT through email ONLY, CLEARLY INDICATING THE ROLE YOU ARE APPLYING FOR ON THE SUBJECT LINE to by 12th October 2010. Please note that ONLY shortlisted candidates will be contacted.

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