Join us at Seacom

The successful candidate will report to the MD: Digital Infrastructure East Africa and Middle East, and will be responsible for, inter alia, the following:

Key Responsibilities:

• Develop and own strategic account plans for a named portfolio across ISPs, carriers, MNOs, OTTs/hyperscalers and CDNs; drive multi-year pipeline, bookings and net cash flow.
• Achieve or exceed quarterly and annual targets for orders (TCV), revenue, gross margin and collections while protecting price and mix.
• Lead complex, cross-border deal shaping and negotiations (IRUs, long-term leases, capacity trading, MOFN, DCI, Cloud On-Ramp, wavelength and IP transit).
• Grow share of wallet by positioning SEACOM’s AI-ready, low-latency routes and on-net footprint
• Drive retention and churn mitigation with proactive renewals, price strategy, and service reviews; implement save plans for at-risk accounts.
• Maintain accurate, timely forecasting and hygiene in Salesforce (pipeline coverage, next steps, MEDDICC/Miller Heiman stages).
• Coordinate high-quality service delivery and customer experience across pre-sales, provisioning, operations and billing; resolve escalations end-to-end.
• Unlock partnerships with data centres and open-access metro/long-haul providers; enable on-net builds and cost-optimised off-net extensions where necessary.
• Inform product roadmap (MOFN, DCI, GPUaaS, Cloud On-Ramp, edge) with market feedback; craft business cases with Finance and Product to support investments.
• Monitor competitive activity and respond with differentiated value propositions and defensible commercial strategies.
• Ensure commercial governance and compliance: credit terms, order forms/MSAs, legal T&Cs, export controls/sanctions, and internal approval policies.

Carry out all other reasonable and lawful instructions and generally doing all such things which, although not specifically referred to herein, are necessary and/or required for the due, proper, and efficient rendering of the services for the purposes contemplated by this role.

EDUCATION:

• Degree in Business, Marketing, Engineering/Telecoms or related field; MBA or advanced commercial/technical certifications would be advantageous.

SKILLS, KNOWLEDGE & EXPERIENCE:

• 10+ years in B2B telecom/wholesale sales with 5+ years at senior/key account level serving East African markets
• Strong relationships across the wholesale value chain and ability to forge partnerships while maintaining a thorough understanding of the Customer/Territory and competitive landscape in East Africa.
• Proven track record closing complex cross-border capacity, transport deals and IP transit with ISPs, resellers, carriers, OTTs/hyperscalers and MNOs.
• Strong understanding of subsea systems and its driving forces, open-access models, and metro/long-haul economics.
• Familiarity with sales methodologies (e.g., MEDDICC, Miller Heiman/LAMP) and Salesforce.com pipeline management.
• English fluency required; Swahili and/or other regional language are an advantage.

REQUIRED KEY COMPETENCIES/ATTRIBUTES:

• Strategic Account Leadership: Executive engagement (CXO/Director), multi-stakeholder orchestration, and account planning across regions.
• Commercial Acumen: Pricing strategy, FX awareness, TCO/NPV modelling, margin management, value-based negotiation and basic financial understanding (CAPEX, OPEX, TCO, NPV etc.)
• Wholesale & Hyperscaler Expertise: Deep knowledge of IP transit, IPL/wavelengths, IRUs/leases, DCI/MOFN, peering, and content distribution.
• Network & Technology Fluency: Subsea and terrestrial transport technologies and providers, routing/optical fundamentals, latency design, and service resilience.
• AI & Cloud Understanding: Basic Understanding of AI themes, traffic patterns, GPUaaS, edge and cloud connectivity requirements for hyperscalers and telcos.
• Operational Excellence: Forecast accuracy, Salesforce discipline, deal governance, and cross-functional execution.
• Collaboration & Influence: Cross-cultural teamwork, clear written/verbal communication and ability to energize internal and external stakeholders.

Interested people should please submit an updated and condensed CV by clicking Apply Now.