Account Manager - Software Sales, Nairobi

About the role

A client of Summit Recruitment & Search is looking for an experienced, results-driven Account Manager to join its Software Sales team in Kenya. The role focuses on growing revenue from existing customers, converting new business opportunities and protecting the installed customer base. It suits a consultative sales professional with deep ICT market knowledge who can manage complex client relationships and meet ambitious revenue targets.

Key responsibilities

• Manage and grow an assigned portfolio of existing accounts, identifying upsell and cross-sell opportunities.
• Identify, prospect and onboard new customers across assigned software and technology solutions.
• Meet and exceed annual and quarterly sales revenue and maintenance targets.
• Maintain a sales pipeline at least 3x the assigned target.
• Work with presales and technical teams to position solutions and close opportunities.
• Understand customer needs, internal buying processes and budget cycles.
• Prepare and execute account plans and sales strategies, and monitor competitors and market trends.
• Protect and grow the installed base through customer retention.
• Present regular business reviews, forecasts and pipeline updates to management.

Required profile

• Bachelor's degree in Business, Information Technology or a related discipline.
• Minimum 4-5 years' experience in account management or enterprise sales within the IT industry.
• Proven track record of meeting or exceeding sales targets.
• Experience selling multiple technology or software products across different industry verticals.
• Ability to penetrate new accounts and engage senior decision-makers.
• Strong understanding of ICT markets in financial and non-financial sectors.

Required skills

• Negotiation, presentation, proposal development and closing skills.
• Proficiency in Microsoft Office, especially Excel and PowerPoint.

Candidates apply through the recruitment agency, which states it cannot respond to every application and advises candidates to check back after two weeks if they do not hear back.