Client Success Manager – Cloud & Platform

Job Title: Client Success Manager – Cloud & Platform

Location: Nairobi, Kenya, with regular travel to Uganda and Tanzania

Territory: Kenya, Uganda, Tanzania

Portfolio: Red Hat OpenShift, Red Hat Enterprise Linux, Red Hat virtualization, Amazon Web Services (AWS)

Type: Full Time, Permanent

Pay: Base salary plus uncapped commission on new business margin

In one sentence: you own Envision Global's cloud and platform business across East Africa, winning new Red Hat and AWS customers and growing the ones we have.

About Envision Global

Established in 2016, Envision Global Ltd is a Nairobi-based technology and professional services firm, a Red Hat Premier Partner and an AWS Select Partner. We help banks, insurers, telcos and other large organisations in Kenya, Uganda and Tanzania modernise with enterprise software, cloud platforms, integration and managed services. We do this by combining deep business insight with technical expertise to deliver contextually relevant, future-proof solutions for our clients.

You’ll feel right at home if you:

• Are you looking to grow your skills and be in a continuous environment for learning both formally and informally;
• work with dynamic clients across different geographies;
• are looking to join a dedicated team that works together to deliver successful projects that make a difference for our customers;

Why this role exists

Banks and other large organisations across East Africa are moving workloads to containers, modernising their Linux estates, replacing legacy virtualization and adopting cloud. Envision Global has partnerships and the delivery skills to lead that work. Cloud & Platform is one of our five business units, and one of our newest. You will be its commercial owner from day one, with real influence over how it grows.

Position Summary

Banks and other large organisations across East Africa are moving workloads to containers, modernising their Linux estates, replacing legacy virtualization and adopting public cloud. Envision Global has partnerships and the delivery skills to lead that work. This role turns them into a growing book of business.

Key Responsibilities

o   Win and Grow Business

• Build and close a pipeline of Red Hat and AWS opportunities across Kenya, Uganda and Tanzania, both new customers and expansion in existing ones
• Lead the sales cycle on cloud and platform deals: discovery, business case, proposal, negotiation and close
• Position the right solution for each customer: container platforms (OpenShift), Linux standardisation (RHEL), virtualization migration, and AWS migration and consumption
• Protect and renew existing subscriptions by running regular customer reviews

o   Work with the team

• Partner with the Account Executives on their named accounts: agree account plans, join executive meetings and lead the cloud and platform part of each deal
• Work with Presales on solution design, demonstrations and Proofs of Concept
• Agree scope, pricing and handover with Delivery so that what we sell can be delivered well
• Give the Bid Manager solution content, references and compliance answers for tenders

o   Own the vendor relationships

• Be Envision Global's commercial lead with Red Hat and AWS: account managers, partner managers and distributors
• File every vendor deal registration
• Keep our Red Hat and AWS sales accreditations current and help the business keep its partner status
• Plan and claim vendor marketing funds and joint campaigns with the Marketing Manager

o   Run the business

• Register every Cloud & Platform opportunity in the CRM before the first proposal, and keep value, stage and close date accurate
• Submit a weekly forecast
• Track invoicing and chase collections on your deals

Skills & Qualifications

Essential

• 5+ years selling enterprise software, cloud or infrastructure in East Africa, with a record of meeting quota
• A track record selling Red Hat, AWS or a comparable platform (VMware, Microsoft Azure, Google Cloud, SUSE) to large organisations
• Enough technical depth to talk credibly with CIOs, architects and infrastructure teams about containers, Linux, virtualization and cloud
• Experience building a pipeline from scratch, not only managing an existing base
• Comfort working through partners: vendors, distributors and our own Account Executives
• A degree in business, computer science, engineering or a related field

 

Strongly Preferred

• Existing relationships in banking, insurance or telco in Kenya, Uganda or Tanzania
• Red Hat sales accreditations and AWS partner accreditations (business or technical), or the ability to earn them within 6 months
• Experience with public tenders and formal procurement in the region
• Experience of subscription and consumption-based selling