Customer Success

Indepth Research Services (IRES) is an international training and consultancy organization with its head office in Nairobi, Kenya. IRES offers a comprehensive portfolio of technical training and education services designed for individuals, and organizations working in the agriculture; climate change and environment; disaster management; education; food an...

Role Summary

They are seeking dynamic and results-driven Customer Success Executives to join their high-performing team. This role is central to their growth strategy, focusing on consultative selling of our portfolio to a diverse client base. You will be responsible for understanding complex client challenges and aligning them with our solutions.

Key Responsibilities

Consultative Selling & Client Engagement:

• Identify/prospect, qualify, and develop new business opportunities within assigned public and private sector territories.
• Conduct in-depth needs analysis with clients to understand their strategic objectives and challenges.
• Design and propose tailored solutions from our portfolio that address specific client pain points and deliver measurable value.

Relationship Management & Stakeholder Engagement:

• Key Account Management: Build and nurture long-term relationships with decision-makers (C-level executives, procurement officers, project managers) in the public, private, and not-for-profit sectors.
• Public Sector Engagement: Navigate government procurement processes, tender submissions, and compliance requirements for public sector contracts.
• Private Sector Engagement: Master corporate procurement ecosystems including RFP processes, vendor qualification requirements, and multi-tier approval chains

Solution Portfolio Expertise:

• Develop a deep understanding of our entire product suite.
• Articulate the technical and business value of our solutions effectively.

Sales Process & Technology Utilization:

• Utilize CRM (e.g., Salesforce, HubSpot) proficiently to manage pipeline, track interactions, and forecast accurately.
• Collaborate with digital sales assistants to run campaigns to generate leads, access relevant content, and personalize client communications at scale.
• Manage the full sales cycle from prospecting to negotiation and closure.

Market Intelligence & Competitive Analysis:

• Industry Trends: Stay updated on regulatory changes, funding opportunities, and emerging trends within the assigned sector.
• Competitor Benchmarking: Analyze competitor offerings and adjust sales strategies to maintain a competitive edge.

Qualifications & Experience:

• Bachelor’s degree in Economics, Statistics, Finance, Accounting, or a related field.
• A minimum of 2 years of proven experience in consultative/B2B sales, preferably selling solutions (not just products) to public, private sector, and not-for-profit clients.
• Sales Certifications will be an added advantage.
• Demonstrable experience or strong understanding of data analytics principles and their business application.
• High proficiency in using CRM software.
• Exceptional communication, presentation, and negotiation skills.

• Identify/prospect, qualify, and develop new business opportunities within assigned public and private sector territories.
• Conduct in-depth needs analysis with clients to understand their strategic objectives and challenges.
• Design and propose tailored solutions from our portfolio that address specific client pain points and deliver measurable value.
• Build and nurture long-term relationships with decision-makers (C-level executives, procurement officers, project managers) in the public, private, and not-for-profit sectors.
• Navigate government procurement processes, tender submissions, and compliance requirements for public sector contracts.
• Master corporate procurement ecosystems including RFP processes, vendor qualification requirements, and multi-tier approval chains
• Develop a deep understanding of our entire product suite.
• Articulate the technical and business value of our solutions effectively.
• Utilize CRM (e.g., Salesforce, HubSpot) proficiently to manage pipeline, track interactions, and forecast accurately.
• Collaborate with digital sales assistants to run campaigns to generate leads, access relevant content, and personalize client communications at scale.
• Manage the full sales cycle from prospecting to negotiation and closure.
• Stay updated on regulatory changes, funding opportunities, and emerging trends within the assigned sector.
• Analyze competitor offerings and adjust sales strategies to maintain a competitive edge.

• High proficiency in using CRM software.
• Exceptional communication, presentation, and negotiation skills.

• Bachelor’s degree in Economics, Statistics, Finance, Accounting, or a related field.
• A minimum of 2 years of proven experience in consultative/B2B sales, preferably selling solutions (not just products) to public, private sector, and not-for-profit clients.
• Sales Certifications will be an added advantage.
• Demonstrable experience or strong understanding of data analytics principles and their business application.