Head of Regional Software Sales – Nairobi

About the role

A client of Summit Recruitment & Search Africa is looking for a Head of Regional Software Sales based in Nairobi. The successful candidate will drive sales of software products and solutions across East and Southern Africa, develop and execute market strategies, strengthen the value proposition of the software offerings and oversee delivery through the regional sales team.

Key responsibilities

• Develop and implement strategic sales plans to achieve revenue and market growth targets.
• Lead, coach and mentor the regional sales team, setting targets, quotas and performance metrics and taking corrective action when needed.
• Identify and prioritize key markets, customer segments and opportunities through competitive and market analysis.
• Build strong relationships with key clients, partners and stakeholders.
• Manage pricing strategies, discount structures and major deal negotiations.
• Collaborate with marketing, product and operations teams on product launches and business objectives.
• Oversee sales forecasting, pipeline management, reporting and improvement of sales tools and processes.
• Monitor competitors, industry trends and market developments, and represent the company at industry events, conferences and trade shows.

Required profile

• Bachelor's degree in a business-related field such as Business Administration, Economics, Marketing or Information Systems; MBA and/or professional certification is an added advantage.
• Minimum of 8 years' experience in a similar role, including at least 3 years in a sales leadership or management position.
• Proven track record in market development and business growth in the software or IT solutions sector.

Required skills

• Sales and budget planning, strategy development and execution.
• Analytical skills, including business intelligence and data-driven decision-making.
• Negotiation, client relationship management and conflict resolution.
• People management, including coaching, mentoring and performance management.

The recruiter states that it cannot reply to every applicant and advises candidates to check back after two weeks if they have not heard back. The agency charges no fee to candidates.