5222 Senior Enterprise Account Manager jobs in WhatJobs Direct

• Manage and grow a portfolio of assigned enterprise accounts, exceeding revenue targets.
• Develop and execute strategic account plans to drive customer loyalty and expansion.
• Identify and pursue upsell and cross-sell opportunities within existing accounts.
• Build and maintain strong, long-lasting relationships with key stakeholders, including C-level executives.
• Act as a trusted advisor, understanding client business objectives and demonstrating how our solutions can address them.
• Orchestrate internal resources (e.g., pre-sales, support, product) to ensure client success.
• Conduct compelling presentations and product demonstrations to potential and existing clients.
• Negotiate contracts and close complex deals.
• Accurately forecast sales opportunities and manage your sales pipeline effectively.
• Stay informed about industry trends and competitor activities.

• Bachelor's degree in Business, Marketing, or a related field. MBA is a plus.
• Minimum of 7 years of experience in enterprise sales, account management, or a related client-facing role, preferably in SaaS.
• Proven track record of consistently meeting and exceeding sales quotas.
• Demonstrated success in managing complex enterprise sales cycles and closing large deals.
• Excellent understanding of consultative selling and value-based selling methodologies.
• Exceptional communication, presentation, negotiation, and interpersonal skills.
• Ability to build rapport and establish trust with C-level executives.
• Strong organizational and time management skills, with the ability to thrive in a remote work environment.
• Proficiency in CRM software (e.g., Salesforce) and sales enablement tools.

• Manage and grow a portfolio of key enterprise client accounts, building strong, long-term relationships.
• Develop and execute strategic account plans to maximize client retention, satisfaction, and revenue growth.
• Identify opportunities for upselling and cross-selling new products and services to existing clients.
• Act as the main point of contact, addressing client inquiries, concerns, and escalations in a timely and effective manner.
• Conduct regular business reviews with clients to assess their needs, demonstrate value, and identify areas for improvement.
• Collaborate with internal teams (sales, support, product) to ensure seamless client experience and successful service delivery.
• Stay informed about client business objectives, industry trends, and competitive landscapes.
• Educate clients on new features, product updates, and best practices to enhance their utilization of our solutions.
• Develop and deliver compelling presentations and proposals to clients.
• Track and report on account health, key performance indicators (KPIs), and revenue forecasts.

• Bachelor's degree in Business Administration, Marketing, Communications, or a related field.
• Minimum of 6 years of experience in account management, sales, or client relationship management, with a focus on enterprise-level clients.
• Proven track record of successfully managing and growing a portfolio of high-value accounts.
• Exceptional communication, negotiation, and interpersonal skills.
• Strong business acumen and ability to understand complex client needs and business challenges.
• Proficiency in CRM software (e.g., Salesforce) and account management tools.
• Ability to work independently and manage time effectively in a remote environment.
• Strategic thinker with a proactive approach to client engagement.
• Demonstrated ability to collaborate effectively with cross-functional teams.

• Developing and executing strategic account plans to achieve and exceed sales targets for assigned enterprise clients.
• Building and maintaining strong, long-lasting relationships with key stakeholders within client organizations, including C-level executives.
• Identifying upsell and cross-sell opportunities within existing accounts by understanding client business needs and challenges.
• Conducting regular business reviews with clients to assess satisfaction, demonstrate value, and identify new opportunities.
• Collaborating with internal teams, including sales engineers, customer success, and product development, to ensure client needs are met.
• Negotiating and closing complex deals, including renewals and expansion contracts.
• Acting as a trusted advisor to clients, providing insights and solutions that drive their business objectives.
• Tracking and reporting on sales pipeline, account status, and forecast accuracy.
• Contributing to the development of sales strategies and best practices within the remote sales organization.
• Staying informed about industry trends and competitive landscape to better serve clients.

• Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
• Minimum of 5-7 years of experience in enterprise sales, account management, or business development, preferably within the SaaS industry.
• Proven track record of successfully managing large, complex enterprise accounts and exceeding sales quotas.
• Exceptional negotiation, communication, presentation, and interpersonal skills.
• Demonstrated ability to understand complex business problems and articulate how SaaS solutions can address them.
• Experience with CRM software (e.g., Salesforce) and sales enablement tools.
• Strong understanding of sales methodologies and consultative selling.
• Ability to thrive in a fast-paced, fully remote work environment, demonstrating self-motivation and discipline.
• Experience working with clients across various industries and geographies.
• A passion for technology and a commitment to delivering outstanding client value.

Description
Join AWS's Enterprise Sales team in Kenya and help shape the future of cloud computing while working with some of the country's largest organizations. As an Enterprise Account Manager within AWS Global Sales (AGS), you'll drive digital transformation for major enterprises sectors.

This role offers an exciting opportunity to build and grow strategic customer relationships with Kenyan enterprises, drive cloud adoption and digital transformation initiatives, work with innovative AWS technologies and solutions, collaborate with experienced sales and technical teams, develop expertise in key industry verticals

As part of AGS, you'll work with some of Kenya's most innovative organizations, helping them leverage AWS services to transform their businesses. This role combines strategic account management with solution-based selling, offering significant opportunity for growth and impact.

AWS Global Sales

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and consistent support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

Key job responsibilities

• Own and develop relationships with key stakeholders across enterprises
• Create and execute strategic account plans aligned with customer goals
• Drive adoption of AWS services through solution-based selling
• Meet or exceed assigned sales quotas through effective pipeline management
• Collaborate with solutions architects and professional services teams
• Work closely with partners to drive customer success
• Understand customer technical and business requirements
• Build expertise in industry-specific solutions for multiple sectors
• Identify and develop new business opportunities
• Contribute market insights and customer feedback
• Help customers navigate their digital transformation journey

A day in the life

The AWS AGS Enterprise Sales team in Kenya partners with some of the country's largest and most influential organizations to drive their digital transformation journeys. We are deeply customer-obsessed, combining strong technical expertise with a passion for innovation to help our customers achieve meaningful impact across key sectors. As part of AGS, you'll be part of a global organization focused on delivering long-term success for enterprise customers.

About The Team
About AWS

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Why AWS?

Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth

We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.

Basic Qualifications

• More than 10 years experience in full sales cycle roles within technology sales, business development, sales engineering, consulting, or related fields
• Bachelor's degree or equivalent professional experience
• Proven track record of working with Enterprise customers to drive complex solutions and strategic outcomes

Preferred Qualifications

• Experience with sales CRM tools such as Salesforce or similar software
• Experience in engineering, computer science, or MIS
• Experience driving new business in Enterprise accounts at the C-suite level or equivalent

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.

Company
- AWS Kenya Limited

Job ID: A

• Manage and grow a portfolio of enterprise-level cloud service accounts.
• Develop and execute strategic account plans to achieve sales targets.
• Identify and pursue upsell and cross-sell opportunities.
• Build and maintain strong, long-lasting relationships with key stakeholders.
• Ensure high levels of client satisfaction and retention.
• Collaborate with sales engineers and technical teams to deliver solutions.
• Conduct regular business reviews with clients.
• Forecast sales revenue accurately.
• Stay updated on cloud technology trends and competitor offerings.
• Serve as a trusted advisor to enterprise clients.

Job Description
Major Account Manager
Location: Nairobi, Kenya
As a Major Accounts Manager, you will play an integral role in new business pitches, hold responsibility for the effective on-boarding of new clients and focus on growing and developing existing customers. This exciting role will allow you to use your extensive network to run and grow opportunities, write business and account plans for all current and new business tender opportunities and act as the key interface between the customer and all relevant divisions.

At Fortinet you will

• Learn and demonstrate a fundamental understanding of Fortinet's technology in order to articulate our value proposition to decision-makers.
• Develop strong relationships with customer contacts up to Executive C-level to gain insight into their business imperatives and IT drivers, enabling development of a strategy to sell Fortinet solutions.
• Sell Fortinet products and services through a consultative selling approach and maintain good relationships with key individuals within the accounts.
• Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Create and implement strategic account plans through a consultative selling approach focused on attaining enterprise-wide deployments of Fortinet products and services
• Develop strategies and orchestrate company resources to maximize sales volume within assigned accounts.
• Effectively engage and build cooperative relationships with System Engineers, Channel Managers, and specialist sales team and executives as required.
• Drive quarterly business reviews with customer to ensure value from Fortinet investment.
• Ensures the customer is kept up to date with Fortinet product roadmaps enabling the customer to plan and mitigate risks to their business.

Apply if you

• Have a proven track record of enterprise sales experience in hi-tech industry (preferably Cybersecurity and Networking) developing strategic customer relationships.
• Possess a consistent track record of quota (over) achievement and demonstrated both career stability and growth.
• Are a highly motivated self-starter with a competitive personality, strong attention to detail, and a hunger to win.
• Have exceptional communication skills, both oral and written, coupled with excellent listening skills.
• Fluency in English is a must.

Our Mission
At Palo Alto Networks everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren't easy goals to accomplish – but we're not here for easy. We're here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

We're changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we've rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description
Your Career
The Major Account Manager partners with our customers to secure their entire digital experience. You're motivated by the desire to solve critical challenges facing our customer's secure environment, so you're prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you're responsible for leading and driving sales engagements.

Palo Alto Networks is leading the charge in platformization, offering best-in-breed solutions that enable customers to build a truly zero-trust security architecture and navigate critical transformations. To ensure our sales team is equipped to guide customers, we've developed FLIGHT, an immersive onboarding program. Flight blends virtual and in-person learning at our headquarters, where new sales hires will participate in dynamic cohorts, fully dedicated to their training without customer distractions. This focused approach ensures they emerge as well-prepared sales professionals, ready to help customers leverage our comprehensive portfolio.

Your Impact

• As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer
• Your consultative selling experience will identify business challenges and create solutions for prospects and our customers
• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals and complete accurate forecasting through developing a detailed territory plan
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Travel as necessary within your territory, and to company-wide meetings

Qualifications
Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
• Excellent time management skills, and work with high levels of autonomy and self-direction

Additional Information
The Team
Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won't find someone at Palo Alto Networks that isn't committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Our Commitment
We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

Our Commitment
We're problem solvers that take risks and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No.
Please note that we will not sponsor applicants for work visas for this position.