Job Title: Business Development

Nairobi, Kenya

Role Profile

Position Overview

In this role, you will drive the entire sales cycle from pipeline generation through to close and follow up on post-sales opportunities.

Role and Responsibilities

• Develop and maintain a robust sales pipeline towards targeted entities to continuously grow the business and generate sales
• Employ a value-oriented sales methodology aligned to the vision and goals of the company with a focus on SME and Enterprise clients
• Maintain deal management excellence by executing sales excellence
• Build interaction opportunities e.g. Pilots, Round tables, Campaigns with Product Teams, Demos, etc
• Create timely proposals with Strategic Pricing Consideration for multi-year contracts
• Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities
• Leverage and coordinate cross-functional internal teams to efficiently navigate complex sales cycles
• Close deals by being accountable for the entire sales cycle 0-100%, intentionally selling AT Portfolio SMS, Voice, USSD, Payments, Airtime, and Data
• Efficiently manage cooperation with strategic partners (delivery on arranged milestones, etc.)
• Prepare weekly regular reports of progress
• Negotiate new agreements that will turn into long-lasting relationships with operators
• Expand relationships with existing partners and stakeholders by continuously proposing solutions that meet their requirements and goals
• Produce a go-to-market strategy for the various territories and/or sectors that you will be handling

Key Performance Indicators

• Increase in new business revenue
• Growth of existing business revenue
• Relationship Retention Rate
• Product adoption/utilization

Experience Profile

• Have 5+ years of quota-carrying sales experience, selling primarily to enterprise accounts
• Experience in a pipeline generation motion and a weekly metrics-based approach that measures key activities and pipeline additions
• Maintain a proven record of consistently exceeding quotas
• SaaS-based sales experience will be a plus
• Meticulous and vigilant, with a high level of attention to detail
• Effective at managing multiple tasks simultaneously and comfortable taking on responsibility
• Proficient in modern sales processes and methodologies
• Proven track record in influencing and selling at all levels, from individual contributors to C-suite
• Possess strong analytical skills with a deep understanding of forecasting and pipeline management
• Demonstrated record of entrepreneurial achievement

Personal Attributes

• Strong Leadership, Internal & External Stakeholder Management Skills
• Personal effectiveness and credibility
• Process discipline and quality orientation
• Efficient and results-oriented assertiveness
• Strong organization, presentation, and communication skills