Background

Our client is seeking an ambitious and highly skilled Head of Regional Software Sales for their operations in Nairobi. The successful candidate will be responsible for driving the sales of software products and solutions across East and Southern Africa. He/She will lead the development and execution of market strategies, strengthen the value proposition of the organisation’s software offerings, and oversee the delivery of product and service solutions through the regional sales team.

Key Responsibilities.

• Develop and implement strategic sales plans to achieve revenue and market growth targets.
• Lead, coach, and mentor the regional sales team to ensure strong performance and accountability.
• Set sales targets, quotas, and performance metrics while monitoring progress and applying corrective actions when needed.
• Identify and prioritize key markets, customer segments, and regional sales opportunities through competitive and market analysis.
• Build and maintain strong relationships with key clients, partners, and stakeholders to drive long-term value.
• Manage pricing strategies, discount structures, and major deal negotiations to maximize profitability and competitiveness.
• Collaborate with marketing, product, and operations teams to align sales initiatives with product launches and business objectives.
• Oversee sales forecasting, pipeline management, reporting, and continuous improvement of sales tools and processes.
• Monitor competitor activity, industry trends, and market developments to refine sales strategies and positioning.
• Represent the company at industry events, conferences, and trade shows to promote brand visibility and generate new business leads.

Key Qualifications.

• Bachelor’s degree in a business-related field such as Business Administration, Economics, Marketing, or Information Systems.
• MBA and/or relevant professional certification is an added advantage.
• Minimum of 8 years’ experience in a similar role, including at least 3 years in a sales leadership or management position.
• Strong capabilities in sales and budget planning, strategy development, and execution.
• Proven track record in market development and driving business growth in the software or IT solutions sector.
• Demonstrated analytical skills, with experience in business intelligence and data-driven decision-making.
• Excellent negotiation, client relationship management, and conflict resolution skills.
• Strong people management skills, including coaching, mentoring, and performance management.

Summit Recruitment and Search Africa is a leading Recruitment and Executive Search agency headquartered in Kenya providing outstanding talent to a wide range of companies and NGOs in various business sectors across Africa. We endeavour to make contact with all of our applicants, but unfortunately, high volumes of applications make this unrealistic. If you do not hear from us within two weeks your application has not been successful on this occasion. This does not mean you will not be considered for future roles so please keep an eye on our job board and apply for positions that match your skills and experience. Summit Recruitment and search Africa upholds a steadfast commitment to sustainability, inclusivity, and equality as integral pillars of our operations. Dedicated to driving positive change through the adoption of sustainable practices that minimize our ecological footprint. We firmly believe in fostering an inclusive and diverse workforce that embraces individuals from all races, genders, and backgrounds, ensuring equal opportunities for every candidate. Summit recruitment actively advocate for equality by cultivating an environment of respect, fairness, and non-discrimination. By prioritizing sustainability, inclusivity, and equality, we aim to set a high industry standard and contribute to the betterment of society as a whole. *** Summit Recruitment & Search, as a policy, does not charge any fee as a pre-employment or post-employment requirement***

• Develop and implement strategic sales plans to achieve revenue and market growth targets.
• Lead, coach, and mentor the regional sales team to ensure strong performance and accountability.
• Set sales targets, quotas, and performance metrics while monitoring progress and applying corrective actions when needed.
• Identify and prioritize key markets, customer segments, and regional sales opportunities through competitive and market analysis.
• Build and maintain strong relationships with key clients, partners, and stakeholders to drive long-term value.
• Manage pricing strategies, discount structures, and major deal negotiations to maximize profitability and competitiveness.
• Collaborate with marketing, product, and operations teams to align sales initiatives with product launches and business objectives.
• Oversee sales forecasting, pipeline management, reporting, and continuous improvement of sales tools and processes.
• Monitor competitor activity, industry trends, and market developments to refine sales strategies and positioning.
• Represent the company at industry events, conferences, and trade shows to promote brand visibility and generate new business leads.

• Sales and budget planning
• Strategy development and execution
• Market development
• Business growth driving
• Analytical skills
• Business intelligence
• Data-driven decision-making
• Negotiation skills
• Client relationship management
• Conflict resolution skills
• People management skills
• Coaching
• Mentoring
• Performance management

• Bachelor’s degree in a business-related field such as Business Administration, Economics, Marketing, or Information Systems.
• MBA and/or relevant professional certification is an added advantage.
• Minimum of 8 years’ experience in a similar role, including at least 3 years in a sales leadership or management position.