Background

At Pawa IT Solutions, we deliver the promise and offerings of Cloud to businesses and institutions. We strive to provide our customers with the best user and product experience in the cloud, enabling your organization to get the ROI it deserves from this investment right from our inception in 2013. Our Core Google Cloud Offerings, which we have certification and specializations for include G Suite, GCP and Google for Education

Responsibilities

Pre-Qualification & Opportunity Discovery

• Data-Driven Demand Generation: Utilize advanced demand generation tools, LLMs, and analytics to identify high-potential target accounts, analyze customer pain points, and uncover growth opportunities for Pawa IT’s product suite.
• Presales Discovery & Qualification: Engage prospective clients early to evaluate their technical architecture, operational readiness, budget, and business drivers to qualify lead viability.
• Strategic Market Intelligence: Synthesize market and client data across vertical sectors in Africa to craft compelling, customized technical and commercial value propositions.

Presales Engineering & Solution Selling

• Full-Touchpoint Client Engagement: Present solutions to C-suite, IT, and business leaders with executive charm, resolving both technical feasibility concerns and strategic business objectives concurrently.
• Technical Demos & Proof of Concepts (PoC): Design and deliver tailored product demonstrations (GCP, Google Workspace, Cloud Security, AI tools), proving ROI, total cost of ownership (TCO) benefits, and smooth migration pathways.
• End-to-End Deal Execution: Drive deals through initial engagement, proposal creation, Scope of Work (SOW) alignment, contract negotiation, and commercial close.

Post-Close Engagement & Cross-Functional Collaboration

• Technical Alignment with CTO: Partner closely with the CTO and engineering teams to ensure proposed architectures align with operational capabilities and technical roadmaps.
• Post-Sale Engagement & Success: Maintain long-term relationships post-close, collaborating with Customer Success to oversee smooth onboarding, client satisfaction, and ongoing account expansion.
• Insight Feedback Loop: Feed customer insights, technical feedback, and market gaps back to product and engineering teams to continuously refine Pawa IT’s product offerings.

Qualifications

• Experience: 3–5 years of proven experience in a hybrid role spanning B2B tech sales, presales engineering, and client engagement within SaaS, Cloud Solutions, or IT Infrastructure environments.
• Education: Bachelor’s degree in Computer Science, IT, Business Information Technology, Business Administration, or a related field.
• Technical & Business Problem-Solving: Ability to concurrently address complex technical architectures (Google Cloud, Google Workspace, AWS, or Azure) and strategic business objectives during client interactions.
• Multi-Touchpoint Customer Management: Demonstrated success managing relationships across all client stages—from initial discovery and presales qualification to active deal closing and post-sale account expansion.
• Modern Tooling & AI Proficiency: Practical experience utilizing LLMs, demand generation software, data analytics platforms, and modern CRMs (HubSpot, Salesforce) to drive insights and accelerate sales pipelines.
• Interpersonal & Commercial Acumen: Exceptional interpersonal charm to build long-term trust combined with a relentless commercial drive to achieve key business outcomes.

Benefits

• Competitive Compensation: Enjoy an attractive gross salary of KES 100,000 per month, rewarding your impact and expertise.
• Comprehensive Healthcare Coverage: We’ve got you and your loved ones covered with full medical insurance for you and your dependants.
• Daily Culinary Perks: Fuel your workday with fresh, delicious lunch provided free on-site every single day.
• Accelerated Professional Growth: Supercharge your career with sponsored cloud certifications (Google Cloud & Google Workspace), continuous learning resources, and direct 1-on-1 mentorship from senior executive leaders.
• Structured Work-Life Balance: Full-time on-site role with predictable, collaborative working hours (Monday to Friday, 8:00 AM to 5:00 PM).

• Data-Driven Demand Generation: Utilize advanced demand generation tools, LLMs, and analytics to identify high-potential target accounts, analyze customer pain points, and uncover growth opportunities for Pawa IT’s product suite.
• Presales Discovery & Qualification: Engage prospective clients early to evaluate their technical architecture, operational readiness, budget, and business drivers to qualify lead viability.
• Strategic Market Intelligence: Synthesize market and client data across vertical sectors in Africa to craft compelling, customized technical and commercial value propositions.
• Full-Touchpoint Client Engagement: Present solutions to C-suite, IT, and business leaders with executive charm, resolving both technical feasibility concerns and strategic business objectives concurrently.
• Technical Demos & Proof of Concepts (PoC): Design and deliver tailored product demonstrations (GCP, Google Workspace, Cloud Security, AI tools), proving ROI, total cost of ownership (TCO) benefits, and smooth migration pathways.
• End-to-End Deal Execution: Drive deals through initial engagement, proposal creation, Scope of Work (SOW) alignment, contract negotiation, and commercial close.
• Technical Alignment with CTO: Partner closely with the CTO and engineering teams to ensure proposed architectures align with operational capabilities and technical roadmaps.
• Post-Sale Engagement & Success: Maintain long-term relationships post-close, collaborating with Customer Success to oversee smooth onboarding, client satisfaction, and ongoing account expansion.
• Insight Feedback Loop: Feed customer insights, technical feedback, and market gaps back to product and engineering teams to continuously refine Pawa IT’s product offerings.

• LLMs
• Demand generation tools
• Data analytics platforms
• CRMs (HubSpot, Salesforce)
• Google Cloud
• Google Workspace
• Cloud Security
• AI tools
• Technical architecture analysis
• Business objective alignment
• Client relationship management
• Interpersonal skills
• Commercial acumen

• Bachelor’s degree in Computer Science, IT, Business Information Technology, Business Administration, or a related field.
• 3–5 years of proven experience in a hybrid role spanning B2B tech sales, presales engineering, and client engagement within SaaS, Cloud Solutions, or IT Infrastructure environments.
• Ability to concurrently address complex technical architectures (Google Cloud, Google Workspace, AWS, or Azure) and strategic business objectives during client interactions.
• Demonstrated success managing relationships across all client stages—from initial discovery and presales qualification to active deal closing and post-sale account expansion.
• Practical experience utilizing LLMs, demand generation software, data analytics platforms, and modern CRMs (HubSpot, Salesforce) to drive insights and accelerate sales pipelines.
• Exceptional interpersonal charm to build long-term trust combined with a relentless commercial drive to achieve key business outcomes.