Job
ICT Sales Lead
- Organization: Safaricom
- Location: Kenya
- Deadline: Mon Aug 03 2026
About this opportunity
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 Chief Enterprise Business Officer , the role purpose is as highlighted below;
The ICT Sales Lead is strategically accountable for driving end-to-end commercial execution, revenue growth, and market leadership across ICT solutions within the Enterprise Business Unit (EBU). The role leads the development and execution of a high-performance ICT sales strategy across Large Enterprise, SME, and Public Sector segments, ensuring delivery of integrated, customer-centric solutions spanning connectivity, cloud, cybersecurity, managed services, IoT, digital platforms, and enterprise applications.
The role translates the Enterprise strategy into disciplined go-to-market execution, structured account management, and solution-led selling, ensuring strong alignment between customer needs and the organization’s converged ICT offerings. The Lead owns the full ICT sales lifecycle—including pipeline generation, deal conversion, contract closure, and revenue realization—while ensuring profitability, pricing discipline, and margin protection.
Operating as the single point of accountability for ICT sales performance, the Lead ensures sustained pipeline health, bid excellence, and execution rigor across all segments. The role champions consultative and solution-based selling, driving cross-sell and upsell of ICT solutions by orchestrating internal teams across product, technology, solution architecture, and delivery functions.
The role works in close partnership with Converged Business Solutions, Systems Integration & Enterprise Platforms, Enterprise Operations, Commercial Excellence, Financial Services, Technology (TES), and external partners to ensure seamless Lead → Order → Delivery → Care execution, safeguarding both revenue realization and superior customer experience.
A strong emphasis is placed on industry verticalization, ensuring that ICT offerings are tailored to sectors such as Government, BFSI, Healthcare, Manufacturing, and Transport, enabling the organization to deliver differentiated, value-driven solutions. The Lead also drives capability development within the sales organization, building strong commercial acumen, solution-selling capabilities, and execution discipline.
Ultimately, the role ensures that ICT solutions become a key driver of enterprise transformation, delivering scalable, secure, and future-ready technologies that enable customers to achieve operational efficiency, innovation, and growth.
Thus, the Lead is strategically accountable for:
• ICT Revenue Performance & Growth Execution: Drive delivery of annual and multi-year ICT revenue, bookings, and margin targets across all enterprise segments through disciplined pipeline management, conversion optimization, and profitability control.
• Unified ICT Go-To-Market Execution: Lead centralized ICT sales execution, embedding structured account management, vertical-specific playbooks, and data-driven targeting to drive scalable growth.
• Converged ICT Solution Selling: Champion integrated solution selling across cloud, connectivity, cybersecurity, IoT, managed services, and digital platforms to maximize cross-sell and customer value.
• Strategic Account & Executive Relationship Management: Provide strategic leadership for ICT sales by driving solution-led growth, shaping complex opportunities, overseeing commercial execution, and enabling effective collaboration across Account Management and cross-functional teams to deliver revenue growth and customer business outcomes.
• Public Sector & Large Deal Ownership: Lead complex ICT bids and proposals, ensuring strong governance, competitive positioning, and successful deal conversion in Public Sector and large enterprise accounts.
• Vertical Industry Penetration: Drive sector-specific growth strategies by aligning ICT solutions with unique industry needs, supported by specialized sales capabilities and tailored offerings.
• Sales Governance & Commercial Discipline: Embed strong forecasting, deal governance, pricing discipline, and margin protection mechanisms in collaboration with Commercial Excellence.
• Pipeline Development & Conversion Excellence: Ensure sustainable pipeline growth, improved win rates, and reduced sales cycle times through structured sales processes and performance management.
• Cross-Functional Orchestration: Coordinate effectively with product, technology, solution architecture, and operations teams to deliver end-to-end solutions and seamless execution.
• Capability Development & Sales Excellence: Build a high-performing ICT sales organization through coaching, training, and strengthening solution-selling and commercial competencies.
• Innovation & Market Leadership: Continuously evolve ICT propositions by leveraging market insights, emerging technologies, and partner ecosystems to maintain competitive advantage.
Anchored in Safaricom’s purpose of Transforming Lives, the role ensures that ICT and digital solutions are widely adopted, commercially scalable, and deeply integrated into the operations of enterprises, SMEs, and public sector institutions. It drives digital transformation by enabling organizations to leverage connectivity, cloud, cybersecurity, IoT, and data-driven platforms to improve efficiency, unlock new revenue streams, and enhance customer experiences, while fostering inclusive growth, innovation, and sustainable expansion of the digital ecosystem.
In keeping with our current business needs, we are looking for a person who meets the criteria indicated below
Reporting to the Chief Enterprise Business Officer , the role purpose is as highlighted below;
The ICT Sales Lead is strategically accountable for driving end-to-end commercial execution, revenue growth, and market leadership across ICT solutions within the Enterprise Business Unit (EBU). The role leads the development and execution of a high-performance ICT sales strategy across Large Enterprise, SME, and Public Sector segments, ensuring delivery of integrated, customer-centric solutions spanning connectivity, cloud, cybersecurity, managed services, IoT, digital platforms, and enterprise applications.
The role translates the Enterprise strategy into disciplined go-to-market execution, structured account management, and solution-led selling, ensuring strong alignment between customer needs and the organization’s converged ICT offerings. The Lead owns the full ICT sales lifecycle—including pipeline generation, deal conversion, contract closure, and revenue realization—while ensuring profitability, pricing discipline, and margin protection.
Operating as the single point of accountability for ICT sales performance, the Lead ensures sustained pipeline health, bid excellence, and execution rigor across all segments. The role champions consultative and solution-based selling, driving cross-sell and upsell of ICT solutions by orchestrating internal teams across product, technology, solution architecture, and delivery functions.
The role works in close partnership with Converged Business Solutions, Systems Integration & Enterprise Platforms, Enterprise Operations, Commercial Excellence, Financial Services, Technology (TES), and external partners to ensure seamless Lead → Order → Delivery → Care execution, safeguarding both revenue realization and superior customer experience.
A strong emphasis is placed on industry verticalization, ensuring that ICT offerings are tailored to sectors such as Government, BFSI, Healthcare, Manufacturing, and Transport, enabling the organization to deliver differentiated, value-driven solutions. The Lead also drives capability development within the sales organization, building strong commercial acumen, solution-selling capabilities, and execution discipline.
Ultimately, the role ensures that ICT solutions become a key driver of enterprise transformation, delivering scalable, secure, and future-ready technologies that enable customers to achieve operational efficiency, innovation, and growth.
Thus, the Lead is strategically accountable for:
• ICT Revenue Performance & Growth Execution: Drive delivery of annual and multi-year ICT revenue, bookings, and margin targets across all enterprise segments through disciplined pipeline management, conversion optimization, and profitability control.
• Unified ICT Go-To-Market Execution: Lead centralized ICT sales execution, embedding structured account management, vertical-specific playbooks, and data-driven targeting to drive scalable growth.
• Converged ICT Solution Selling: Champion integrated solution selling across cloud, connectivity, cybersecurity, IoT, managed services, and digital platforms to maximize cross-sell and customer value.
• Strategic Account & Executive Relationship Management: Provide strategic leadership for ICT sales by driving solution-led growth, shaping complex opportunities, overseeing commercial execution, and enabling effective collaboration across Account Management and cross-functional teams to deliver revenue growth and customer business outcomes.
• Public Sector & Large Deal Ownership: Lead complex ICT bids and proposals, ensuring strong governance, competitive positioning, and successful deal conversion in Public Sector and large enterprise accounts.
• Vertical Industry Penetration: Drive sector-specific growth strategies by aligning ICT solutions with unique industry needs, supported by specialized sales capabilities and tailored offerings.
• Sales Governance & Commercial Discipline: Embed strong forecasting, deal governance, pricing discipline, and margin protection mechanisms in collaboration with Commercial Excellence.
• Pipeline Development & Conversion Excellence: Ensure sustainable pipeline growth, improved win rates, and reduced sales cycle times through structured sales processes and performance management.
• Cross-Functional Orchestration: Coordinate effectively with product, technology, solution architecture, and operations teams to deliver end-to-end solutions and seamless execution.
• Capability Development & Sales Excellence: Build a high-performing ICT sales organization through coaching, training, and strengthening solution-selling and commercial competencies.
• Innovation & Market Leadership: Continuously evolve ICT propositions by leveraging market insights, emerging technologies, and partner ecosystems to maintain competitive advantage.
Anchored in Safaricom’s purpose of Transforming Lives, the role ensures that ICT and digital solutions are widely adopted, commercially scalable, and deeply integrated into the operations of enterprises, SMEs, and public sector institutions. It drives digital transformation by enabling organizations to leverage connectivity, cloud, cybersecurity, IoT, and data-driven platforms to improve efficiency, unlock new revenue streams, and enhance customer experiences, while fostering inclusive growth, innovation, and sustainable expansion of the digital ecosystem.
Requirements / Eligibility
- Must have technical / professional qualifications:
- • Bachelor’s degree in Business Administration, Commerce, Economics, Engineering, ICT, Telecommunications, or a related field from a recognized institution
- • Master’s degree in Business Administration (MBA), Strategic Management, Finance, Technology Management, or a related discipline
- • Minimum of 12–15 years’ progressive experience in enterprise/B2B ICT sales, telecommunications, cloud services, cybersecurity, or digital solutions, with at least 5–7 years in a senior leadership role managing large enterprise and channel sales teams
- • Demonstrated track record of consistently delivering large-scale revenue growth, market share expansion, and margin targets within complex and highly competitive ICT markets
- • Proven experience in solution and consultative selling across connectivity, cloud computing, cybersecurity, IoT, managed services, data centres, and digital platforms
- • Strong commercial acumen with hands-on experience in complex deal structuring, bid and tender management (including public sector), pricing strategy, contract negotiations, and full P&L accountability
- • Experience operating in highly matrixed organizations with cross-functional collaboration across Technology, Product Development, Finance, Legal, Risk, Operations, and Regulatory functions
- • Demonstrated experience engaging and influencing C-suite executives, Boards, and government stakeholders, with the ability to manage long sales cycles and strategic enterprise accounts
- • Strong understanding of the ICT ecosystem, including digital transformation trends, cloud adoption, AI-driven solutions, platform-based business models, and enterprise technology architectures
- • Professional certifications in sales leadership, key account management, project/program management, or cloud and ICT technologies (e.g., PMP, ITIL, AWS/Azure, Cisco, TOGAF, or equivalent) will be an added advantage
- • Member in good standing of a recognized professional body relevant to sales, marketing, ICT, or commercial leadership
- • Demonstrated ability to embed governance, compliance, and risk management frameworks in enterprise sales operations, including regulatory and data protection requirements
- • Strong analytical and strategic capability with proficiency in CRM platforms, sales pipeline management, forecasting tools, and performance analytics dashboards
- • Proven leadership experience managing large, diverse, and geographically dispersed sales teams, with strong focus on talent development, coaching, succession planning, and building high-performance cultures
- • Demonstrated commitment to integrity, accountability, and ethical business practices in alignment with corporate governance standards and regulatory frameworks
How to apply
How to apply If you feel that you are up to the challenge and possess the necessary qualification and experience, kindly click on the apply button. Remember to attach your resume
Full-Time
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