TECHNICAL SALES MANAGER(Enterprise Solutions & SaaS)

1. JOB SUMMARY

The Technical Sales Manager is responsible for driving revenue growth, acquiring enterprise clients, and ensuring long-term customer retention. This role combines technical solution selling, enterprise relationship management and consultative account management. The ideal candidate has strong commercial acumen, technical credibility, and proven experience in SaaS, CRM, and enterprise technology sales.

2. PURPOSE OF THE ROLE

• Drive aggressive revenue growth through enterprise solution sales.
• Build and maintain a high-value sales pipeline.
• Position the company as a trusted digital transformation partner.
• Strengthen client retention and account expansion opportunities.
• Enhance market visibility and business development activities.

3. DUTIES AND RESPONSIBILITIES

A. Business Development & Pipeline Generation

• Identify and pursue new business opportunities across corporate, SME, government, and NGO sectors.
• Build and manage a sustainable sales pipeline through prospecting, networking, and partnerships.
• Conduct market mapping and develop sector-specific sales strategies.
• Initiate client outreach, presentations, and executive engagements.

B. Technical & Consultative Selling

• Articulate the organization’s technology solutions and SaaS offerings.
• Conduct product demonstrations and solution presentations.
• Translate client challenges into practical technology solutions.
• Support proposal development, Statements of Work (SOWs), and solution documentation.

C. Account Management & Client Retention

• Maintain strong client relationships to ensure satisfaction and retention.
• Conduct account reviews and identify upsell/cross-sell opportunities.
• Coordinate with delivery teams for smooth project execution.
• Act as the commercial point of contact for strategic accounts.

D. Revenue & Commercial Performance

• Achieve monthly, quarterly, and annual sales targets.
• Monitor opportunity progression and conversion performance.
• Negotiate commercial terms and contract structures.
• Drive profitability and sustainable business growth.

E. Market Intelligence & Strategic Positioning

• Monitor industry trends, competitor activities, and emerging technologies.
• Provide insights to support strategic planning and product positioning.
• Represent the organization at industry events and networking forums.

F. CRM & Sales Administration

• Maintain accurate client records and pipeline updates in the CRM system.
• Ensure timely follow-up on opportunities and engagements.
• Prepare weekly and monthly sales reports.
• Support structured sales processes and governance.

4. QUALIFICATIONS

• Bachelor’s Degree in Business, IT, Computer Science, Marketing, or related field.
• Minimum 5–7 years’ experience in enterprise sales, SaaS sales, or technology consulting.
• Demonstrated experience selling SaaS platforms, CRM systems, ERP solutions, cloud solutions, or consulting services.
• Exposure to Salesforce, Microsoft Dynamics, Oracle, or similar platforms is highly advantageous.

5. COMPETENCIES

Technical Competencies

• Enterprise solution selling
• Technical presentations & demonstrations
• Proposal writing & documentation
• Pipeline management & forecasting
• Negotiation & commercial structuring
• CRM utilization

Behavioral Competencies

• Strong commercial acumen
• High ownership and accountability
• Excellent communication skills
• Strategic thinking and resilience
• Confidence in executive engagements
• Results orientation and adaptability