Co-founder & Product Manager - Software Solutions (Africa)

• Jan 2020 - Present

Head Of Software - Microsoft (East Africa & Southern Africa)

• Jan 2018 - Dec 2019

Lead a Sales Team, with specific revenue goals to support Microsoft Business Sales across East Africa & Southern Africa. Developed and instituted marketing campaigns, created sales ideas and marketing content. Collaborated with various internal departments to develop multiple product marketing strategies and ensure accurate product positioning. Trained sales persons on product positioning & up-sell techniques. FYI 18 met 81% of Revenue Target & 8.1% Operating Gross Profit with Breadth of 766 Partner across East and Southern Africa. Increased market share in focused products over 15% and reduced overall ageing inventory by 40%. Signed up new product line, Microsoft CSP (Cloud Service Provider) with Crayon Distribution and within a span of 3 months attained a market share. Prepared and analyzed product profitability of new and existing products. Operations - Backend Order Loading on MOET & RMA Licensing Return Tools. Microsoft Compliance Team to ensure correct Licensing for End Users. Managing Microsoft Forecasted Target and Quarterly Review with Microsoft. OEM Digital Tool - Reporting Sale Out. Marketing Tools - Backend Rebates and Global Rebates Claims. Partner Enablement - Open, Open Value Subscription, OEM, ESD and CSP (Cloud Service Provider). Booth Camps - Across East & Southern Africa. Planning Quarterly, order, sales and forecasting. Maintaining Working Capital around Inventory, across all regions and overall Weeks of Stocks. Planning Quarterly, order, sales and forecasting. Managed a team of Senior Sales Executive to work on country specific stock requirement & to have right pricing strategy to maximize profitability. Credit Control - Collection and Keeping Customers within 45days Terms. Ensured consistency on stock rotation & timely delivery of back to back deals. Show less

Head Of Department - Enterprise Business Team (East Africa)

• Jan 2016 - Oct 2017

Product Portfolio – Digital Signage, Large Format Displays, Professional LCD Monitor & Thin Clients Terminals. Achieved 90% USD 5,000,000 Revenue target. Defined a vision and create a winning strategy that draws upon the strengths of Samsung and responds to specific market needs by generating competitive advantage on existing markets. Reporting to the East Africa President (Managing Director). Managing a team of Six (6) Sales Executives, One (1) Pre Sales, One (1) Technical Sales. Planning, Preparing Proposal and Presentations. Developing consistent new revenue streams that will guarantee short, long term achievements & sales follow up activities. Prospecting white space accounts to create a Pipeline. Driving each sales team member toward expected quarterly and annual sales objectives. Facilitate alignment, effective communication within sales team and customers by promptly resolve any conflict to encourage productive interaction. Facilitate individual growth & development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership. Resolving customer disputes, maintaining excellent client relationships, developing a personal business portfolio of high value clients. Prioritizing sales activities, client contact schedule to optimize sales initiatives and achieve stated business objectives. Actively participating in key marketing activities, networking with present and prospective clients. Maximizing sales opportunities across existing client portfolio, developing strategic partnerships and formulating account plans. Submitting regular reports on performance trends and revised projections on initial targets. Managing Sales Funnel for Enterprise Business. Show less

Channel Development Manager (East Africa)

• Jan 2015 - Nov 2015

Develop and implement Volume strategy in the East Africa Market. Covered all East Africa Revenue of USD 11,000,000 for Nutanix. System X, PureFlex & Storage. Work with the Distributors, key Business Partners and White Space Business Partners to create a sustainable volume dynamic. Enablement session Planning with Channel Partners. Create the customers awareness in the market with marketing activities & events. Develop combined Software and Hardware solutions to meet the evolving needs of East Africa customers (application servers, storage solutions, Big Data and Analytics). Channel Territory / Business Planning : Support the entire Lenovo territory team in channel territory planning process by: Providing insight on channel partner coverage and capabilities (in particular: partners performance and potential level based on existing transactional criteria and tools), white spaces in channel partner. Channel Recruiters. Help channel partners to analyze and leverage business potential allocated in the territory using available processes and best practices; ensures partners become self-sufficient. Create, monitor, review and execute business and marketing plans together with the assigned partners using standard tools and templates. Responsible for partner pipeline management, coverage and reporting. Partner Development & Relationship Management : Work with partners in order to improve their business performance in all relevant dimensions & linking into the entire value chain. Identify opportunities to establish new business areas for the partner and works towards establishing new lines of business. Monitor overall partner’s performance including partner satisfaction and develop action plans to correct as necessary. Ability to effectively communicate Lenovo support strategy to partners to ensure partners understand the services value proposition as well as requirements and obligations. Drive partner readiness to deliver service and support. Show less

Channel Manager (PureSystems & System x) East Africa

• Apr 2012 - Dec 2014

Started Volume Business in East Africa. Develop & Implement Volume strategy in the East Africa Market. Covered all East Africa Revenue of USD 12,000,000 for System X, PureFlex & Storage. Work with the Distributors, key Business Partners and White Space Business Partners to create a sustainable volume dynamic. Enablement session Planning with Channel Partners. Create the customers awareness in the market with marketing activities & events. Develop combined Software and Hardware solutions to meet the evolving needs of East Africa customers (application servers, storage solutions, Big Data and Analytics). Channel Territory / Business Planning : Support the entire IBM territory team in channel territory planning process by: Providing insight on channel partner coverage and capabilities (in particular: partners performance and potential level based on existing transactional criteria and tools), white spaces in channel partner. Channel Recruiters. Help channel partners to analyze and leverage business potential allocated in the territory using available processes and best practices; ensures partners become self-sufficient. Create, monitor, review and execute business and marketing plans together with the assigned partners using standard tools and templates. Responsible for partner pipeline management, coverage and reporting. Partner Development & Relationship Management : Work with partners in order to improve their business performance in all relevant dimensions & linking into the entire value chain. Identify opportunities to establish new business areas for the partner and works towards establishing new lines of business. Monitor overall partner’s performance including partner satisfaction and develop action plans to correct as necessary. Ability to effectively communicate IBM support strategy to partners to ensure partners understand the services value proposition as well as requirements. Drive partner readiness to deliver service and support. Show less

Enterprise Account Manager

• Mar 2010 - Apr 2012

Computing sales projections weekly, monthly & quarterly evolving sales strategies. Achieved Revenue Target USD 2,000,000 and grew HP Market Share by 18%. Reporting to the Managing Director. Computech Dell Champion on all Products and Dell Administrator (Rebate Claims) Certifications i.e. Partner Link between Dell and Computech, Dell Communications, Dell Configurations. Managing Dell Sales Funnel. Computech HP Champion for Image & Printing Solutions i.e. Partner Link between HP and Computech Group in East Africa, HP Communications, HP Outsourcing Design and Management. Managing HP IPG Funnel for Computech Kenya. Outsourcing Sales Consultant for Imaging and Printing Solutions (Designing Proposal, Calculation, Consultant, Solution Design, etc.) for HP Products. Sales Configurations Hardware (Business Servers, Storage, Racks, Workstations, etc.) HP & Dell Products. Debt Collections & projections reports weekly and monthly. Resolving customer disputes, maintaining excellent client relationships, developing a personal business portfolio of high value clients. Prioritizing sales activities and client contact schedule to optimize sales initiatives and achieve stated business objectives. Creating Solutions for Customers by designing Solutions using tools given by Computech Partners. Monitoring market trends and developing long term relationships with key clients, attending client meetings with individual members of the sales team, providing feedback and closing critical sales deals. Actively participating in key marketing activities, networking with - present and prospective - clients. Making strategic contributions to product launches, promotions. Maximizing sales opportunities across existing client portfolio, developing strategic partnerships and formulating account plans. Submitting regular reports on performance trends and revised projections on initial targets. Managing Sales Funnel for my business vertical. Show less

Sales Manager

• Jun 2002 - Mar 2010

Achieve Year to Year Growth. Sales Target of USD 1,000,000 (Achievement 80% + Yearly). Computing Sales projections, evolving sales strategies, ascertaining resource and budgetary requirements, contributing to critical policies and decisions necessary to attain stated sales figures. Reconciliation of Account & Debt Collection Weekly and Monthly. Reporting to the Sales Director. Evaluating and motivating the sales force. Conducting periodic reviews of team members aligning/planning individual activities with quarterly and year-end sales objectives. Resolving customer disputes, maintaining excellent client relationships, developing a personal business portfolio of high value clients. Prioritizing sales activities and client contact schedule to optimize sales initiatives and achieve stated business objectives. Actively participating in key marketing activities, networking with present and prospective clients. Making strategic contributions to product launches, promotions. Maximizing sales opportunities across existing client portfolio, developing strategic partnerships and formulating account plans. Managed a team of four (4) Sales Executives. Submitting regular reports on performance trends and revised projections on initial targets. Training sales staff, enforcing organizational rules and regulations within department. Summarizing on individual Sales Commission. Managing Sales Funnel for my business verticals (Manufacturing/Corporate/Government). Show less