Why Work With Us?

Job Purpose:

Engage, on-board, grow and retain Enterprise Accounts. Deliver sales revenues and cash flow to the Enterprise Market (Private and Public Sector). The Enterprise Market is defined as Private and Public entities in various industry segments. Review, develop and implement the strategy for the Enterprise (Private and Public) in line with the overall group business strategy and objectives. Represent the company positively to all stakeholders in the region. Living the SEACOM brand and being an ambassador for the organisation at all times.

Specific Abilities:

Required Competencies

• Professional Expertise
• Information Sharing
• Effective Interpersonal and Communication Skills
• Customer & Partner Focus
• Influences and Energizes others
• Accountable for Results
• Cross-Cultural Competence
• Collaboration and Teamwork
• Positive attitude
• Time and Priority management
• Task-driven activity and time management
• Planning and execution
• Problem-solving

Other skills and knowledge:

Education: (Preferable) Degree/Diploma in Marketing or Business Management or equivalent from recognised Tertiary institution.

Other Skills and Knowledge:

• Sales Methodology (MH, LAMP, etc.)
• Value-Based and Solution Selling
• Complex “Deal Negotiation” Skills
• Strategic Thinking
• 5+ years’ experience in Sales at a senior level
• Ability to market and sell the SEACOM product/service portfolio
• In-depth understanding of the current market trends and competitors in the market and associated segment
• Key Account Management
• Good understanding of Sub-marine, Terrestrial & Satellite Telecommunications market & technology
• Ability to lead complex negotiations
• Ability to draft business cases for deals - commercial & technical solution
• Basic Financial Accounting (CAPEX, OPEX, TCO, NPV etc.)
• Knowledge/Experience in the Telecommunications industry

Languages: English

Key Relationships:

Reports to: Head of Sales

Direct Reports:

• None
• As assigned to projects

Ongoing Internal Interactions: ·

• Customer CXO levels
• Head of Sales (Global & Regional)
• CEO
• COO
• Heads of Departments
• General Council
• Key Suppliers

Ongoing External Interactions: ·

• Key Customer Engagements to support channel partners
• Customer Operational levels

Key Relationships:

• Management of Focused Customer/Territory Engagement for SEACOM and management of account plans
• Ownership of Key Customer Relationships on behalf of SEACOM
• Generation of Sales Revenue (Net Cash Flow) for SEACOM against agreed targets

Core Tasks to Accomplish Job Responsibility:

Key Responsibility: : Focused Customer/Territory Engagement Management and Management of Account Plans

Core Tasks

• Responsible and accountable for building and managing key customer relationships to secure SEACOM’s existing and future sales revenue with specific clients
• Gain a thorough understanding of the customers' environments and associated needs
• Develop a plan to penetrate the market and gain access to customers
• Enter forecasts & sales reports into Salesforce.com
• Engage the management team to sponsor and be aligned with the account plans

Key Responsibility: Own Key Customer Relationships on behalf of SEACOM

Core Tasks

• Responsible for relationship strategy and coordination of SEACOM contacts with the client in alignment with the client relationship strategies
• Identify key decision makers at the highest levels of the client organisation (owners, board, CXO) and manage the involvement of SEACOM management in dealing with those
• Build and maintain personal client relationships
• Oversee the delivery of products/services sold to customers

Key Responsibility: Generate Sales Revenue (Net Cash Flow) for SEACOM against agreed targets

Core Tasks

• Responsible and accountable for deals, sales revenue and profitability (net cash flow) and for achieving all performance targets
• Generate sales opportunities within defined Key Customers/Territories
• Assist with the management of customer payments (Debtors' days) as required.

Generally do all such things which, although not specifically referred to herein, are necessary and/or required for the due, proper and efficient delivery of your responsibilities as contemplated in your employment agreement.

To apply for this position please email your cv to vacancies@seacom.com.

Job Purpose:

Strategically delivers sales revenues and cash flow in a cost-effective way with the team and assigned resources to the Enterprise Market. The Enterprise Market is defined as selective industry segments (e.g. Financial Services – Banking & Insurance, Oil & Gas and Healthcare and NGO’s). Provide leadership and direction to the Enterprise sales team. Review, develop and implement the business strategy for the Enterprise Business in line with the overall group business strategy and objectives. Represent the company positively to all stakeholders in the region.

Specific Abilities:

Required Competencies

1. Strategic Outlook: Develop the Enterprise Market Sales Plan. Evaluates the business & market trends to identify work priorities and goals in the region. Interact with clients and stakeholders at a senior level.
2. Managing and Leading Change: Leads and manages with the ability to inspire. Guides the team and manages sales & business risks. Helps and encourages others to do their work, maintaining operational effectiveness.
3. Accountable for Results: Realises a sense of urgency around business imperatives. Business acumen. Sets aggressive, well-defined goals to meet business challenges and ensure performance against those goals.
4. Collaboration and Teamwork: Communicates and builds strong relationships & partnerships across the company to leverage ideas, capabilities & processes.
5. Customer and Partner Focus: Comprehends the needs and requirements of customers or business partners in order to bring mutual strategic value.
6. Critical Decision Making: Makes sound and difficult decisions even in the face of multiple obstacles, particularly when under pressure.
7. Influencing and Energising Others: Instils an energetic and enthusiastic response in others toward achieving company goals and priorities and arouses others’ commitment and support, even when embarking on unknown territory.
8. Professional Excellence: Masters an area of technical or professional expertise and seeks continuous development of skills and knowledge to remain on the leading edge. Pursues broad knowledge of other relevant areas of expertise in order to enhance one’s impact on strategic objectives. Coaches others in one’s technical area to ensure that the expertise grows within the Company.

Other skills and knowledge:

Education: Masters Business Administration, Engineering degree or equivalent experience greater than ten years

Other Skills and Knowledge: ICT business (Fibre Optics: submarine & backhaul etc.). Negotiation skills, Financial awareness, People management, Networking skills, high EQ, business planning with appropriate tools (Salesforce.com for CRM, Excel business cases, firm understanding of commercial negotiation and contract drafting.

Professional Memberships: Any ICT or Engineering membership would be beneficial.

Languages: English

Travel Requirements: Africa, Middle East, Europe and Asia

Key Relationships:

Reports to: Regional head of Sales (RHoS)

Direct Reports: SEACOM Kenya Enterprise Sales Team

Executive: Interacts with CXO's

Management: Country and Functional Heads – Lead Sales for Territories (eg. International, SADC & ENA)

Other Key Positions: Legal Counsel

Other Key Teams: Product Teams, Commercial Team, Marketing and Finance Teams

Core Tasks to Accomplish Job Responsibility:

Key Responsibility: Leadership and Management

Core Tasks

• Assume overall responsibility for sales development in the Enterprise Market, defined as selective industry segments (e.g. Financial Services – Banking & Insurance, Oil & Gas and Healthcare & NGOs.)
• Responsible and accountable for deals, sales revenue, and profitability (TCV & Cash). Work with SEACOM Service Provider Sales Leads to manage potential channel conflict on direct sales model to Enterprise Market.
• Collaborate with the RHoS to understand and articulate the organisation’s vision and to develop strategies for achieving that vision in the assigned region/territories.
• Define and agree to Enterprise Market and channel-specific goals and targets with RHoS with the aim to increase capacity, service and product sales and market share.
• Define account-specific goals and objectives and provide organisational leadership for the Enterprise sales team.
• Drive sales deal funnel/pipeline management via Salesforce.com, Deal approval & derive the deal qualification process.
• Assist the Legal Department in ensuring compliance with legal and regulatory requirements as required.
• Promote a team culture that reflects the organisation’s values, encourages good performance, and rewards results.
• Hire and manage the performance of Enterprise sales resources within the Enterprise Market team according to Company human resources policies and procedures.
• Own the client relationship and assume responsibility for relationship strategy and coordination of SEACOM contacts with the client in alignment with the client relationship strategies, identify key decision makers at the highest levels of the client organisation (owners, board, CXO) and manage the involvement of SEACOM management.
• Build and maintain personal client relationships.
• Ensure that sales resources have sufficient and up-to-date information.
• Evaluate the sales territory and the sales resource performance on a regular basis.
• Manage the Enterprise team’s development, policy development and documentation.
• Cover all internal practices and sub-processes for sales execution and managing territories and accounts (e.g. territorial strategy, account strategy, demand planning, project execution, sales process implementation, etc.) and people working in the team (e.g. resources, people processes, responsible for resource assignment according to process guidance.

Key Responsibility: Business inside and pricing benchmarking

Core Tasks

• Assist in aligning pricing strategies, tools, parameters, best practice sharing over territories, use pricing tools
• Facilitate regular reference price reviews and provide market price feedback to RHoS/Product.
• Assist in developing alternative pricing and business models.
• Drive client value thinking and pricing.
• Ensure sales management in commercial and risk management execution through facilitating transparency on offer / tender profitability/cash flow.
• Ensure that the organization and its mission, programs, and services are consistently presented as a strong, positive image to relevant stakeholders.

Key Responsibility: General Administration.

Core Tasks

• Evaluate existing systems and procedures and streamline where appropriate.
• Manage sales forecasting and reporting through the use of SFDC.
• Track debtors with Age-Analysis reporting.
• Evaluate and control travel, entertainment and all discretionary expenditures.

Generally do all such things which, although not specifically referred to herein, are necessary and/or required for the due, proper and efficient delivery of your responsibilities as contemplated in your employment agreement.

To apply for this position please email your cv to vacancies@seacom.com.