Job Description

What we’re looking for;

In keeping with our current business needs, we are looking for a person who meets the criteria indicated below

Reporting to the Industry Vertical Lead, the role purpose is as highlighted below;

The role is responsible for managing, retaining and growing a portfolio of corporate customers by developing strong customer relationships, understanding their business needs, identifying and converting revenue opportunities, and ensuring high levels of customer satisfaction. The holder will focus on winning new business, deepening existing relationships, and maximizing customer lifetime value through a combination of competitive acquisition strategies and strong account management.

At its core, the role leads with fixed connectivity as the anchor product, using it as a strategic entry point to penetrate new accounts and displace competitors. By leveraging superior network capabilities and service reliability, the role ensures strong differentiation and establishes a foundation for long-term customer relationships.

A key priority is driving the adoption of converged solutions, integrating fixed, mobile, cloud, security, and digital services into tailored offerings that address customer needs holistically. This approach enhances customer value, improves stickiness, and increases the organization’s share of wallet across accounts. The role ensures that customers transition from single-product relationships to multi-product, high-value partnerships.

The role is also accountable for growing Average Revenue Per Account (ARPA) and expanding wallet share through targeted upsell and cross-sell initiatives. By identifying new use cases and aligning solutions to customer business objectives, it drives incremental revenue and strengthens account profitability.

In addition, the role ensures customer retention and loyalty by proactively managing relationships, addressing service gaps, and delivering consistent value. Through structured engagement such as monthly service reviews, the role monitors performance, resolves issues, and identifies new growth opportunities, ensuring a high-quality customer experience.

The role works closely with cross-functional teams including sales, product, network, and customer experience to ensure seamless delivery and execution of solutions. It also leverages customer insights and market intelligence to continuously refine strategies and maintain a competitive edge.

Ultimately, the role delivers increased market share, stronger customer relationships, and sustainable revenue growth, driven by competitive acquisition, converged solutions adoption, and exceptional service experience.

Responsibilities

Health & Safety

• Uphold the company code of conduct, policies and procedures, ensuring integrity and accountability in every aspect of your work.
• All employees have a responsibility to adhere to safety, health, and wellbeing policies, guidelines and procedures in all actions and decisions.

Acquire Customers from Competition

• Identify target customers within competitor portfolios
• Develop and execute competitive win-back strategies
• Position differentiated value propositions to displace competitors
• Drive new customer acquisition targets
• Build strong engagement with newly acquired customers
• Track conversion success rates from competitors
• Strengthen market share through competitive wins

Lead with Fixed

• Position fixed connectivity as the primary entry point
• Drive adoption of fixed solutions across target customers
• Align fixed offerings to customer needs
• Use fixed as a foundation for account penetration
• Strengthen fixed-led sales strategy execution
• Grow fixed customer base and usage
• Deliver fixed-led revenue growth

Drive Adoption of Converged Solutions

• Promote bundled offerings across customers
• Drive multi-product adoption within accounts
• Position converged solutions in customer engagements
• Increase uptake of integrated service offerings
• Align solutions to customer requirements
• Track adoption levels across customer base
• Deliver growth in converged solution usage

Grow ARPA & Wallet Share

• Increase revenue per account (ARPA)
• Expand services within existing customer accounts
• Drive upsell opportunities across product lines
• Identify opportunities to grow customer spend
• Strengthen account monetization strategies
• Track wallet share growth per customer
• Deliver incremental revenue from existing base

Retain Customers

• Maintain ongoing engagement with customers
• Identify and manage churn risks proactively
• Strengthen customer relationships
• Ensure consistent service delivery
• Address customer issues to support retention
• Track retention performance metrics
• Deliver improved customer retention rates

Conduct Monthly Service Reviews

• Schedule and conduct structured monthly reviews
• Assess service performance against expectations
• Discuss customer needs and priorities
• Identify areas for improvement
• Ensure follow-up on agreed actions
• Maintain consistent customer touchpoints
• Use insights to drive account growth

Drive Adoption of Converged Solutions (Reinforced)

• Reinforce value of integrated solutions to customers
• Continuously promote converged offerings
• Increase penetration across customer base
• Ensure consistency in solution positioning
• Drive repeat adoption and usage
• Align solutions with evolving customer needs
• Deliver sustained growth in converged offerings usage

Qualifications

• Bachelor’s degree in Business, Sales, Marketing, ICT, or related field; postgraduate qualification is an advantage
• 5–8+ years’ experience in B2B sales, customer acquisition, or account management within telecom, ICT, or technology environments
• Strong understanding of fixed connectivity solutions and converged product offerings
• Proven track record in acquiring customers from competitors and growing existing accounts
• Demonstrated ability to drive ARPA growth, wallet share expansion, and customer retention
• Experience in managing customer relationships and conducting structured service reviews
• Strong commercial acumen, negotiation skills, and stakeholder management capability

• Uphold the company code of conduct, policies and procedures, ensuring integrity and accountability in every aspect of your work.
• All employees have a responsibility to adhere to safety, health, and wellbeing policies, guidelines and procedures in all actions and decisions.
• Identify target customers within competitor portfolios
• Develop and execute competitive win-back strategies
• Position differentiated value propositions to displace competitors
• Drive new customer acquisition targets
• Build strong engagement with newly acquired customers
• Track conversion success rates from competitors
• Strengthen market share through competitive wins
• Position fixed connectivity as the primary entry point
• Drive adoption of fixed solutions across target customers
• Align fixed offerings to customer needs
• Use fixed as a foundation for account penetration
• Strengthen fixed-led sales strategy execution
• Grow fixed customer base and usage
• Deliver fixed-led revenue growth
• Promote bundled offerings across customers
• Drive multi-product adoption within accounts
• Position converged solutions in customer engagements
• Increase uptake of integrated service offerings
• Align solutions to customer requirements
• Track adoption levels across customer base
• Deliver growth in converged solution usage
• Increase revenue per account (ARPA)
• Expand services within existing customer accounts
• Drive upsell opportunities across product lines
• Identify opportunities to grow customer spend
• Strengthen account monetization strategies
• Track wallet share growth per customer
• Deliver incremental revenue from existing base
• Maintain ongoing engagement with customers
• Identify and manage churn risks proactively
• Strengthen customer relationships
• Ensure consistent service delivery
• Address customer issues to support retention
• Track retention performance metrics
• Deliver improved customer retention rates
• Schedule and conduct structured monthly reviews
• Assess service performance against expectations
• Discuss customer needs and priorities
• Identify areas for improvement
• Ensure follow-up on agreed actions
• Maintain consistent customer touchpoints
• Use insights to drive account growth
• Reinforce value of integrated solutions to customers
• Continuously promote converged offerings
• Increase penetration across customer base
• Ensure consistency in solution positioning
• Drive repeat adoption and usage
• Align solutions with evolving customer needs
• Deliver sustained growth in converged offerings usage

• B2B sales
• customer acquisition
• account management
• fixed connectivity solutions
• converged product offerings
• commercial acumen
• negotiation skills
• stakeholder management

• Bachelor’s degree in Business, Sales, Marketing, ICT, or related field; postgraduate qualification is an advantage
• 5–8+ years’ experience in B2B sales, customer acquisition, or account management within telecom, ICT, or technology environments
• Strong understanding of fixed connectivity solutions and converged product offerings
• Proven track record in acquiring customers from competitors and growing existing accounts
• Demonstrated ability to drive ARPA growth, wallet share expansion, and customer retention
• Experience in managing customer relationships and conducting structured service reviews
• Strong commercial acumen, negotiation skills, and stakeholder management capability