Overview

Head of Sales

Responsibilities

Build and execute the overall go-to-market sales and partnership strategy, including the identification and development of new partnerships and strategic alliance opportunities.
Lead the sourcing, negotiating, signing, and launching of commercial and partnership deals.
Manage relationships with executives at partner companies.
Analyze existing and new business opportunities, developing a thorough understanding of market conditions, product requirements, demand for products, and resource requirements to properly support business goals.
Work closely with the marketing team on lead generation initiatives
Work closely with the Product team to advance our platform strategy and lead our business development in this area.
Serve as the primary point of contact for channel partners, building relationships with multiple stakeholders at various levels of the partner’s organization
Own end-to-end relationships with partners and maintain senior executive-level relationships
Build and manage a portfolio of partners, and strategic alliances focused on upmarket pipeline generation
Collaborate with internal teams (Marketing, Customer Experience, Product) to drive more partner-sourced revenue.
Document and implement the execution of partnerships and forecast the financial impact of these partnerships and alliances.
Advise senior management on return on investment (ROI), risk management, and cost-benefit strategies.
Identify and execute opportunities to expand the partnership, proactively assess partners’ needs and support them as challenges arise.
Actively manage, monitor, and improve the overall sales process to ensure a successful productivity ramp to exceed revenue and commercial goals.
Optimize lead-to-close rate by taking a hands-on approach to every stage of the sales cycle, from prospecting and demoing to closing.
Design and refine existing inbound and outbound sales practices and tools to create repeatable, scalable sales processes that accelerate growth quickly.
Establish, monitor, and report on goals and key performance indicators (KPIs), for sales and partnership.
Analyze existing and new business opportunities, developing a thorough understanding of market conditions, product requirements, demand for products, and resource requirements to properly support business goals.

Skills and Qualifications

5 Years of experience in sales of financial products (B2B)
Experience building go-to-market partnerships with strategic partners. Ability to build and deliver on a strategic plan to grow partner revenue.
Proven ability to develop deep, internally and externally, and build upon those relationships to scale sales and partnerships.
Experience negotiating deals of various sizes and complexity
Experience selling solutions to business decision-makers
Partner and collaborate with peers and parallel teams across the business to ensure that expectations set during the sales process are met in delivery
Ability to plan and manage at both the strategic and operational levels
Ability to work in a fast-paced, entrepreneurial environment
Self-motivated, creative, and flexible with the ability to perform well under pressure
Up to date on Financial services trends in Kenya
Fluent in CRM platforms (Salesforce) and tools (Slack, JIRA, Google Suite) to drive productivity, report on forecast deal pipelines, and analyze conversion rates.

 

Preferred Skills

Experienced in Technological products
Experience in Fintech/Startups
Experience working in a bank and managing commercial relationships

MODE OF APPLICATION

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About Umba

Umba combines advanced tools and techniques to optimize risk exposures in emerging markets that are currently underserved by traditional banking services. The Umba platform allows users to apply, receive and repay microloans through their mobile phone while using machine learning to underwrite using a risk score that is highly accurate and improves over time. umba has just rolled out a new online POS solution and is teaming up with some of the biggest e-commerce merchants to increase customers access to online goods and services.