5,155 Senior Enterprise Account Manager jobs in Kenya

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.

• Manage and nurture a portfolio of high-value enterprise clients, serving as their primary point of contact.
• Develop and execute strategic account plans to achieve revenue growth and client retention targets.
• Proactively identify client needs and opportunities for our client's solutions to address business challenges and drive value.
• Conduct regular business reviews with clients to assess performance, gather feedback, and ensure satisfaction.
• Drive adoption and utilization of our client's products and services within enterprise accounts.
• Collaborate with internal teams (sales, support, product) to ensure seamless service delivery and client success.
• Negotiate contract renewals and identify opportunities for expansion within existing accounts.
• Stay informed about industry trends, competitor offerings, and the evolving needs of enterprise clients.
• Build strong, long-term relationships with key stakeholders at all levels within client organizations.
• Act as a client advocate internally, ensuring their needs are met and their feedback is incorporated into product development.
• Prepare and deliver compelling presentations and proposals to clients.

• Bachelor's degree in Business, Marketing, or a related field. An MBA or relevant professional certification is a plus.
• Minimum of 5 years of experience in enterprise account management, sales, or client success roles, preferably in the B2B SaaS industry.
• Proven track record of successfully managing large, complex accounts and exceeding revenue targets.
• Excellent communication, interpersonal, and negotiation skills.
• Strong business acumen and the ability to understand complex business challenges.
• Proficiency in CRM software (e.g., Salesforce) and sales tools.
• Demonstrated ability to build rapport and establish trust with senior executives.
• Highly organized, self-motivated, and capable of working independently in a remote environment.
• Ability to develop strategic account plans and execute them effectively.
• A proactive approach to problem-solving and client satisfaction.

• Manage a portfolio of key enterprise accounts, building strong, long-term relationships with C-level executives and decision-makers.
• Develop and execute strategic account plans to achieve sales targets and revenue growth.
• Identify and pursue upsell and cross-sell opportunities within existing accounts by understanding client needs and business objectives.
• Conduct regular business reviews with clients to assess satisfaction, identify areas for improvement, and reinforce the value proposition.
• Act as the primary point of contact for clients, coordinating with internal teams (e.g., product, support, marketing) to ensure seamless service delivery.
• Negotiate contract renewals and new business agreements, ensuring favorable terms for both parties.
• Analyze account performance data and market trends to inform account strategy and identify potential risks or opportunities.
• Stay updated on industry best practices, competitive landscape, and our client's product/service offerings.
• Prepare and deliver compelling sales presentations and proposals tailored to client needs.
• Achieve and exceed defined sales quotas and performance metrics.

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum of 5-7 years of proven experience in enterprise account management, sales, or business development, preferably in the technology or SaaS industry.
• Demonstrated success in managing large, complex accounts and achieving significant revenue growth.
• Excellent negotiation, communication, and presentation skills.
• Strong understanding of sales methodologies and CRM systems (e.g., Salesforce).
• Ability to build rapport and trust with senior-level executives.
• Strategic thinking and problem-solving capabilities.
• Proven ability to work independently and collaboratively in a hybrid work environment.
• Familiarity with the Kenyan market is a plus.
• Must be based in or willing to travel to **Nakuru, Nakuru, KE** for in-office meetings as required by the hybrid policy.

• Develop and execute strategic account plans for key enterprise clients.
• Identify and pursue new business opportunities within existing accounts.
• Build and maintain strong, long-lasting relationships with key stakeholders at enterprise level.
• Conduct regular business reviews with clients to ensure satisfaction and identify areas for growth.
• Negotiate contracts and close agreements to maximize profitability.
• Collaborate with internal teams to ensure timely and successful delivery of solutions.
• Manage the sales pipeline and provide accurate sales forecasts.
• Understand client needs and propose solutions that meet their business objectives.
• Stay informed about industry trends and competitor activities.
• Achieve and exceed annual sales targets and key performance indicators (KPIs).

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum of 7 years of experience in enterprise sales or account management.
• Proven track record of exceeding sales quotas and managing large enterprise accounts.
• Excellent negotiation, communication, and presentation skills.
• Strong business acumen and understanding of sales strategies.
• Ability to build and maintain relationships with senior-level executives.
• Experience working in a remote sales environment.
• Proficiency in CRM software (e.g., Salesforce).
• Self-motivated with a strong drive to succeed.
• Ability to travel occasionally as required by business needs.