Key Account Manager

• Sales Administrator
• Customer Support
• Operations
• Management

• Resellers
• Customers

In the role of Key Account Manager, the primary mandate is to grow and retain high-value enterprise accounts by developing strategic, long-term partnerships with key decision-makers. This includes understanding each client’s operational needs, challenges, and digital transformation goals, and positioning CipherWave’s connectivity, cloud, and managed security solutions as enablers of business growth and resilience. The Key Account Manager is responsible for expanding wallet share within assigned accounts, driving account planning and solution alignment, and ensuring exceptional service delivery to reinforce CipherWave’s position as a trusted technology partner. The role requires a balance of strategic relationship management, solution-focused selling, and proactive account development to support sustained revenue growth across the enterprise client base.

Strategic New Business Development

• Identify, target, and acquire new mid-market and large enterprise customers aligned with CipherWave’s strategic growth objectives.
• Develop and execute territory and account acquisition strategies to drive new revenue growth within assigned verticals or geographic regions.
• Build and maintain a strong pipeline of qualified enterprise opportunities to consistently achieve or exceed new business revenue targets.
• Lead the full sales lifecycle including prospecting, solution design, proposal development, negotiation, and deal closure.

Enterprise Sales & Pipeline Management

• Maintain an accurate and healthy sales pipeline, sales forecast, and opportunity management process through the CRM system.
• Drive consistent pipeline growth through proactive prospecting, networking, industry engagement, and partner collaboration.
• Achieve agreed net new revenue targets through successful closure of enterprise connectivity, cloud, and managed service solutions.

Strategic Customer Engagement

• Build trusted relationships with C-level executives, senior IT leadership, procurement teams, and key decision-makers within enterprise organisations.
• Conduct discovery sessions with enterprise customers to understand business challenges, digital transformation initiatives, and technology requirements.
• Position CipherWave solutions strategically to align with customer operational and business objectives.

Solution Selling & Value Positioning

• Collaborate with internal Sales Specialists, Product Managers, and Technical Pre-Sales teams to develop tailored enterprise solutions.
• Translate complex technical capabilities into clear business value propositions for enterprise customers.
• Present enterprise-level proposals, business cases, and solution architectures to executive stakeholders.

Competitive Positioning & Market Intelligence

• Monitor competitor activity, market trends, and emerging technologies within the telecommunications, connectivity, and cloud markets.
• Identify strategic opportunities where CipherWave solutions provide competitive differentiation.
• Maintain strong awareness of enterprise market trends including SD-WAN, cloud infrastructure, cybersecurity, and hybrid networking.

Strategic Account Development

• Once new enterprise customers are acquired, develop account growth strategies to expand CipherWave’s footprint through cross-selling and upselling opportunities.
• Identify “white space” opportunities within enterprise accounts to increase share of wallet and long-term contract value.

Collaboration & Internal Engagement

• Work closely with internal teams including engineering, product, operations, and service delivery to ensure successful solution implementation.
• Participate in internal sales strategy sessions, pipeline reviews, and business planning meetings.
• Contribute to strategic initiatives that support CipherWave’s enterprise market growth.

Professional Conduct & Industry Engagement

• Attend relevant industry conferences, workshops, and networking events to promote CipherWave’s enterprise capabilities.
• Maintain strong knowledge of telecommunications, cloud, and managed security industry trends.
• Represent CipherWave professionally and consistently align with the company’s vision, mission, and core values.

• Industry Background: 7–10 years of enterprise B2B sales experience within the ICT, telecommunications, cloud, or ISP sector.
• Enterprise Sales Expertise: Proven track record of acquiring and closing large enterprise deals involving complex technology solutions.
• Connectivity Knowledge: Experience selling enterprise connectivity solutions including Fiber, Microwave, Direct Internet Access (DIA), MPLS, SD-WAN, and LEO services.
• Cloud & Security Solutions: Experience selling cloud infrastructure (IaaS), cloud connectivity, and managed security services.
• Executive Engagement: Proven ability to engage and influence C-level executives and senior IT leadership.
• New Business Hunter: Strong prospecting, pipeline development, and enterprise account acquisition capabilities.
• Commercial Acumen: Strong negotiation and contract management skills for complex enterprise agreements.
• Technical Literacy: Solid understanding of networking, cloud architectures, cybersecurity solutions, and digital transformation strategies.
• Strategic Selling: Ability to manage long enterprise sales cycles and multi-stakeholder decision-making processes.
• Communication & Negotiation: Exceptional presentation, communication, and negotiation skills.
• CRM & Sales Tools: Experience using CRM platforms (e.g., Odoo, Salesforce, HubSpot) for pipeline management, forecasting, and reporting.

• Bachelor’s degree in Business Administration, Marketing, Information Technology, or equivalent experience.
• Relevant industry certifications in networking, cloud, or cybersecurity are advantageous (e.g., Azure, AWS, Fortinet, Cisco, etc.).