Job Purpose

The National Account Manager — Enterprise is responsible for driving sustainable, long-term revenue growth within Liquid Intelligent Technologies Tanzania’s 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.

Responsibilities

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.

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.

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 client’s 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.

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.

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 company’s 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.

Key Tasks & Activities

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

Knowledge and Experience

• Bachelor’s 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)

• 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.
• 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.
• 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 client’s 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.
• 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.
• 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 company’s 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.
• Conduct a minimum of 15 client-facing engagements (calls, meetings, demos) per week across new and existing account
• 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

• B2B enterprise technology sales
• Telecommunications
• ICT solutions
• Solution selling
• Account management
• New business development
• Cloud solutions
• Cybersecurity solutions
• Managed services
• Consultative selling
• C-suite engagement
• Relationship management
• Pipeline management
• CRM proficiency
• Proposal writing
• RFP response
• Market analysis
• Professional development

• Bachelor’s 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