Enterprise Sales Manager

Liquid Intelligent Technologies - Enterprise Sales Manager

ROLE OVERVIEW

• 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 capabilities—spanning 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.

KEY RESPONSIBILITIES

• 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

Education

• 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).

Experience

• 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 Ent