Strategic Account Manager

About CloudPlexo: CloudPlexo is a global leader in IT consulting, helping businesses unlock the potential of the technology and AI to achieve agility, scalability, flexibility, and security. An AWS and Microsoft Consulting Partner, we specialize in services such as Cloud, Cybersecurity, Data Analytics & AI. By leveraging cutting-edge strategies, CloudPlexo helps enterprises achieve their IT and business transformation goals. With a commitment to empowering businesses worldwide, CloudPlexo drives digital transformation to deliver meaningful results.

About the role
This is a pure hunting role. As a Strategic Account Manager focused on new logos, you own the full sales cycle into a defined set of [10–25] named Strategic accounts that do not yet do business with us — from first touch through signed contract. You will work complex, multi-stakeholder deals, engaging everyone from practitioners to the C-suite. Success here looks less like managing an inbound pipeline and more like building a business: researching accounts nobody has cracked, creating demand where none exists today, and orchestrating internal teams to win. If you are energized by long-horizon, high-stakes pursuits and want ownership of a territory rather than a queue of leads, this role is built for you.

What you'll do
Own the territory
- Build and maintain account plans for each named target, including org maps, buying-center hypotheses, compelling events, and entry strategies.
- Develop a territory strategy that sequences accounts by propensity to buy rather than treating all logos as equal.
- Maintain [3–4x] pipeline coverage against quota through your own prospecting efforts. Create pipeline
- Generate the majority of your own pipeline through outbound: executive outreach, referrals, industry events, partner networks, and existing relationships.
- Partner with SDR/BDR, marketing, and channel teams to amplify — not replace — your own prospecting motion.
- Identify and develop champions inside accounts before an active buying cycle exists. Run complex deals
- Lead discovery that uncovers business pain, quantifies impact, and maps it to measurable outcomes.
- Multithread across [4–8+] stakeholders per opportunity, including economic buyers, technical evaluators, procurement, security, and legal.
- Build and execute mutual action plans that keep evaluations, pilots, and approvals on track.
- Orchestrate internal resources — solutions engineering, product, professional services, legal, and executive sponsors — as a deal team lead.
- Negotiate commercial terms that protect margin and set up a healthy long-term customer relationship. Operate with rigor
- Qualify and inspect opportunities using [MEDDPICC / MEDDIC / Command of the Message / Challenger].
- Maintain accurate, current records in Zoho CRM and forecast within [±10%] accuracy.
- Deliver structured account reviews and share competitive and market intelligence back to product and marketing. What you'll bring Required
- 7+ years of quota-carrying B2B sales experience, with at least [3] years selling enterprise technology.
- Demonstrated track record of landing net-new logos — not just expanding existing ones. Be ready to walk us through specific deals you sourced and closed.
- Consistent quota attainment: [100%+ in at least 3 of the last 4 years / top 20% of your peer group].
- Experience navigating complex, multi-stakeholder sales cycles with ACVs.
- Proven ability to engage and hold credibility with senior executives  C-level.
- Strong command of a formal sales methodology and disciplined CRM hygiene.
- Excellent written and verbal communication; able to build a business case, not just a demo narrative. Preferred
- Domain experience in [industry vertical(s)].
- Experience selling into complex environments and navigating procurement and regulatory processes.
- Experience in a high-growth or early-stage environment where playbooks were still being written.
- Established network within the East African Region.
- Experience co-selling with OEM partners.  What success looks like
- 90 days: Ramped on product and ICP, account plans built for your full territory, [X] qualified opportunities created.
- 6 months: [X] opportunities in late stage, first new logo closed, repeatable outbound motion established.
- 12 months: [100%] of annual quota attained across [X] new logos, with a healthy pipeline carried into the following year.

What we offer
Compensation Competitive base salary + uncapped commission structure Flexibility Hybrid working model with travel to client sites as required Career Growth Clear pathways to Director, VP, and Partner-level roles Development Annual L&D budget, certifications support, and executive coaching programs Benefits Comprehensive health, dental, and vision insurance plus wellness allowance Culture Inclusive, collaborative culture with a strong commitment to diversity and belonging