National Account Manager — Enterprise x2

Job Purpose

The National Account Manager — Enterprise is responsible for driving sustainable, long-term revenue growth within the company in 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.

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 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.

● 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 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.

● 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

● 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)