Role Purpose

The Key Account Manager is responsible for developing, managing, and growing strategic customer accounts across the Rest of Africa and Middle East regions. The role focuses primarily on Microsoft solutions, supported by other strategic vendor offerings, and includes the sale of First Technology Group company services. The suitable candidate will drive revenue growth through consultative selling, long-term client relationships, and expansion of wallet share within key accounts.

Key Responsibilities

Key Account Management & Client Engagement

• Manage and grow a portfolio of strategic key accounts across the Rest of Africa and Middle East regions.

• Build strong, long-term relationships with key decision-makers and stakeholders within client organisations.

• Act as the primary point of contact for assigned accounts, ensuring high levels of customer satisfaction and retention.

• Develop account plans and execute strategies to grow revenue, margin, and market share within each account.

Sales & Business Development

• Drive new business opportunities within existing accounts and identify new strategic customers in the region.

• Promote and sell Microsoft solutions, as well as other strategic vendor offerings and FT Group services.

• Position solutions based on customer business needs, operational challenges, and digital transformation goals.

• Manage the full sales cycle from opportunity identification through to deal closure and handover to delivery teams.

• Achieve and exceed defined revenue, margin, and activity targets.

Solution Selling & Vendor Management

• Work closely with Microsoft and other strategic vendors to develop joint opportunities and go-to-market initiatives.

• Maintain a strong understanding of Microsoft licensing, cloud, infrastructure, and productivity solutions.

• Collaborate with pre-sales, technical, and delivery teams to ensure optimal solution design and proposal quality.

• Ensure all solutions sold are aligned to customer needs and FT Group capabilities.

Forecasting, Reporting & Governance

• Maintain accurate sales forecasts, pipeline reports, and account plans.

• Ensure all opportunities are correctly recorded and managed in the CRM system.

• Provide regular management updates on account performance, risks, and growth opportunities.

• Ensure commercial governance, pricing approvals, and contract processes are followed.

Internal Collaboration

• Work closely with internal business units and service lines across the FT Group to drive cross-sell and upsell opportunities.

• Coordinate with delivery, finance, and operations teams to ensure successful implementation and ongoing service delivery.

• Act as the customer advocate internally and ensure issues are escalated and resolved timeously.

• Matric or equvalent NQF Level 4 Qualification 

• Minimum 8 years experience in B2B solution sales or key account management, preferably in the ICT /Microsoft ecosystem

• Proven track record of selling Microsoft solutions and enterprise IT services

• Experience working with customers across Africa and/or the Middle East is highly advantageous

• Experience managing complex, multi-stakeholder enterprise accounts