Eric Kamande
Cyber Security Expert
Nairobi
Summary
Dynamic and results-driven Regional Account Manager with 8 years of experience in the cybersecurity industry, currently managing key accounts across East Africa (Kenya, Uganda, and Tanzania) for Fortinet. Gifted coordinator with natural leadership talents, honed solution-oriented approach to problem solving and expertise in mapping out effective strategies.
Overview
8
8
years of professional experience
11
11
years of post-secondary education
7
7
Certifications
Work History
Regional Account Manager
Fortinet
07.2024 - Current
- Spearhead cybersecurity solution sales across East Africa, managing a portfolio of Tier 1, 2 and 3 commercial clients and partners to deliver Fortinet’s comprehensive Security Fabric solutions.
- Developing and executing strategic account plans, ensuring alignment with regional market dynamics and client-specific needs.
- Establishing and nurturing relationships with channel partners and distributors, driving pipeline growth and joint go-to-market strategies.
- Delivering tailored presentations, workshops, and demonstrations showcasing Fortinet’s solutions, including firewalls, endpoint protection, SD-WAN, and cloud security, achieving client buy-in and need to progress to the next purchase stage.
- Supporting cross-functional collaboration with technical teams to ensure successful implementation of cybersecurity solutions for clients, leading to seamless onboarding and adoption of our solutions in customer environments.
- Exceeding quarterly and annual sales quotas by 110%, securing deals with key accounts across the Healthcare, NGOs, Hospitality, Energy, Logistics, and Academic Institutions verticals.
Microsoft Brand Sales Manager
Redington
06.2021 - 06.2024
- Microsoft 365, Azure and Dynamics 365 subject-matter techno-commercial expert tasked with validating how proposed solutions meet and exceed customer requirements on behalf of partners to their end customers.
- Successfully managed and expanded strategic partner relationships, driving larger impact and targeted business growth.
- Built and maintained relationships with business and technical decision makers at high levels of partner's ecosystem through consultative engagement and consistently honoring commitments.
- Mobilized, mentored, and led partners towards successful digital transformation journeys for their customers.
- Identified business needs and industry readiness, collaborating with partner account management team to land value propositions for Microsoft solutions.
- Proactively scoped techno-commercial solutions required to address customer requirements, assess customers met and unmet needs, and recommend solutions that optimize value.
Customer Success Manager
Cloud Productivity Solutions Ltd
12.2018 - 06.2021
- Coordinated innovative strategies to accomplish marketing objectives and boost long-term profitability
- Conducted daily, weekly, and monthly meetings to check on progress, discussing on challenges and new ideas and aligning goals and objectives as CSM team lead
- Drove Adoption and Change Management for existing IT workloads in customer environments.
- Intuitively anticipated moves within assigned accounts, as well as potential problems and came up with ways to mitigate risks.
- Uncovered and qualified prospects and sales opportunities in targeted markets using external resources.
- Managed penetration of key accounts via strategic planning initiatives and leveraging best-in-class sales and communication techniques.
- Facilitated and executed presentations, demos and POCs for IT solutions.
- Developed new proposals, contracts and procedures to draw in more clients and streamline work operations.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
Sales Representative
Symphony Technologies Ltd
05.2017 - 11.2018
- Developed and delivered engaging sales presentations to convey product benefits
- Created professional sales presentations and seminars to effectively demonstrate product features and competitive advantages that drove business outcomes to generate business and upsells.
- Sought customer feedback, both formal and informal, of assigned accounts to identify and understand drivers of satisfaction or dissatisfaction. Leveraged internal resources to support customer needs.
- Enhanced territory operations through successful cold-calling of area business leaders.
- Served as liaison for company, clients and referred prospects regarding inquiries, issues, order management, post-sales follow-up and customer relations.
- Increased sales by offering consultation on products and services and applying customer service and upselling techniques.
Education
Diploma - ICT Management
Institute of Advanced Technology
05.2019 - 06.2021
Bachelor of Science - Economics And Finance
Kenyatta University
05.2012 - 07.2016
High School Diploma -
Murang'a High School - Murang'a
01.2008 - 11.2012
Skills
Regional Account Management & Strategic Sales
Certification
CSP - Certified Sales Professional
Accomplishments
- Increased the YoY revenue growth by 40% in FY23 in the East African region.
- Developed and executed account plans for multiple accounts, ensuring Microsoft revenue targets and customer business needs were met.
- Proactively developed a comprehensive understanding of customer's business and technology needs, identifying opportunities for optimizations and new solutions.
- Acted as an industry advisor to executive-level decision-makers, sharing best practices in stakeholder management across industries.
Referees
Name: Henry Gichohi
Company: Microsoft
Title: Channel Sales Lead - Azure for East and Southern Africa
Email: henrychira@microsoft.com
Phone No.: +254 720421629
Name: Jeremiah Kibanga
Company: Cloud Productivity Solutions Ltd.
Title: CEO
Email: jeremiah.kibanga@cloudproductivity-solutions.com
Phone No.: +254 721217079
Timeline
Regional Account Manager
Fortinet
07.2024 - Current
Microsoft Brand Sales Manager
Redington
06.2021 - 06.2024
Diploma - ICT Management
Institute of Advanced Technology
05.2019 - 06.2021
Customer Success Manager
Cloud Productivity Solutions Ltd
12.2018 - 06.2021
Sales Representative
Symphony Technologies Ltd
05.2017 - 11.2018
Bachelor of Science - Economics And Finance
Kenyatta University
05.2012 - 07.2016
High School Diploma -
Murang'a High School - Murang'a
01.2008 - 11.2012
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