National Account Manager — Enterprise x2

Job Purpose

The National Account Manager Enterprise is responsible for driving sustainable long-term revenue growth within Liquid Intelligent Technologies Tanzanias enterprise customer segment. The role holder is accountable for identifying developing and closing complex high-value opportunities across national enterprise accounts pan-African multinationals and global accounts operating in Tanzania and the broader East African corridor. The NAM Enterprise serves as the primary relationship custodian for a defined portfolio of strategic accounts positioning the company as the preferred technology partner of choice across the full suite of Cassava technology pillars: Connectivity Cloud Cybersecurity Compute & AI Colocation and Payments. The role demands a consultative insight-led sales approach and the ability to engage credibly at C-suite and senior executive level.

Key Result Areas

KRA 1 Revenue Generation & Target Achievement

Achieve and exceed assigned monthly quarterly and annual revenue targets across all Cassava technology pillars.

Manage and grow Total Contract Value (TCV) within the assigned enterprise portfolio.

Identify and close upsell and cross-sell opportunities within existing accounts to maximise revenue per account.

Ensure a qualified sales pipeline equivalent to a minimum of 5X TCV of the assigned revenue target is maintained at all times.

KPI: Monthly and annual revenue target achievement (% of target)

KPI: Pipeline value maintained at 5X TCV at all times

KPI: Cross-sell and upsell revenue as a proportion of total portfolio revenue

KPI: Average deal size and TCV growth year-on-year

KRA 2 New Business Development

Proactively prospect identify and qualify new enterprise multinational and global account opportunities within Tanzania and the East Africa region.

Develop and execute targeted account acquisition plans including stakeholder mapping needs assessment and solution positioning.

Represent company at industry forums networking events and trade expos to generate leads and build brand presence.

Maintain an accurate and up-to-date new business pipeline in the CRM system with stage-appropriate progression and forecasting.

KPI: Number of new logos acquired per quarter

KPI: New business revenue as a percentage of total portfolio revenue

KPI: Number of qualified prospects added to the pipeline monthly

KPI: CRM data quality and pipeline hygiene score

KRA 3 Strategic Account Management

Develop and maintain strategic account plans for all key accounts in the assigned portfolio reviewed quarterly.

Act as the primary point of contact and trusted advisor for enterprise clients ensuring deep understanding of each clients business objectives IT strategy and growth plans.

Orchestrate internal resources including Pre-Sales Solutions Architecture Technical Support and Finance to deliver seamless client engagements.

Conduct regular executive business reviews (EBRs) with senior client stakeholders to demonstrate value delivered and identify future opportunities.

KPI: Account plan coverage 100% of key accounts with active current account plans

KPI: Customer satisfaction score (CSAT) for managed accounts

KPI: Retention rate of existing enterprise portfolio revenue

KPI: Number of EBRs conducted per quarter per key account

KRA 4 Solution Selling Across Technology Pillars

Position and sell across the full Cassava technology portfolio with a strong capability in complex multi-pillar solution selling: Connectivity Cloud Cybersecurity Compute & AI Colocation and Payments.

Develop working proficiency in AI-driven business solutions and cloud migration pathways to advise enterprise clients on digital transformation journeys.

Collaborate with the Pre-Sales and Solutions Architecture team to design technically sound commercially competitive proposals and RFP responses.

Stay current with market trends competitor landscapes and technology developments relevant to the enterprise segment.

KPI: Revenue contribution per technology pillar (diversity of product mix)

KPI: Number of multi-pillar deals (3 pillars) closed per quarter

KPI: Win rate on competitive RFPs and proposals

KPI: Completion of mandatory product and solution certifications annually

KRA 5 Commercial Governance & Reporting

Prepare and submit accurate weekly pipeline reports monthly revenue forecasts and quarterly business reviews to the Enterprise Sales Manager.

Ensure all commercial activities comply with the companys pricing frameworks discount authorities and contract governance policies.

Manage contract negotiations within approved commercial parameters escalating exceptions through the appropriate approval channels.

Maintain complete and accurate records of all client interactions opportunities and contracts in the CRM system.

KPI: Forecast accuracy (within 10% of actuals monthly)

KPI: CRM compliance 100% of active opportunities logged and maintained

KPI: Commercial governance zero pricing/contractual exceptions outside approved authority

2.2 Key Tasks & Activities

Conduct a minimum of 15 client-facing engagements (calls meetings demos) per week across new and existing accounts

Prepare and deliver tailored solution presentations and commercial proposals aligned to client requirements

Lead and coordinate bid responses and RFP submissions for enterprise accounts

Facilitate onboarding engagements for newly signed enterprise clients in collaboration with the Service Delivery team

Participate in weekly sales pipeline reviews with the Enterprise Sales Manager

Attend and contribute to monthly Commercial team meetings

Monitor competitor activity and provide market intelligence inputs to the Head of Commercial and Marketing Manager

Engage in ongoing professional development including product training solution certifications and industry upskilling

Requirements

Bachelors degree in Business Administration Commerce Information Technology Telecommunications or a related field (required)

Postgraduate qualification (MBA or equivalent) is advantageous

Recognised sales methodology certification (e.g. SPIN Selling Miller Heiman Challenger Sale Sandler) is advantageous

Cloud or cybersecurity vendor certifications (e.g. AWS Microsoft Azure Cisco Fortinet) are advantageous

Minimum 5 years experience in B2B enterprise technology sales telecommunications or ICT solutions

Demonstrated track record of meeting and exceeding revenue targets in a complex solution-selling environment

Experience managing multinational or pan-African accounts is highly advantageous

Experience selling cloud cybersecurity or managed services solutions is preferred

Familiarity with the Tanzanian enterprise market and key industry verticals (financial services public sector manufacturing FMCG NGOs)