Kenya

Sales

Business Development

Sheila Maweu

Senior Territory Manager - Strategic Accounts (Public Sector)

Relationship management

Communication

Collaboration

Problem-solving

Critical-thinking

Organisation skills

Conflict resolution

Stakeholder management

Leadership

Negotiation

Deal strategy

Forecasting and reporting

Sales plan and process

Salesforce

Canva

ChatGPT

LinkedIn Ads

Empathy

Project management

Brand strategy

Campaign execution & analysis

Marketing strategy

Partnership

Probability

Product strategy

In my current role, I manage 12+ Strategic Public Sector accounts, executing revenue-driven strategic plans tailored to meet their unique business needs. My focus is on ensuring customer success, retention, and expanding Oracle's presence.

**Collaboration:** I work closely with cross-functional teams like Solution Engineering, Marketing, Legal, Finance, and others, in our complex organizational structure, to drive customer engagement.

**Customer Acquisition:** I co-create and execute a strategy to accelerate Oracle's product adoption in areas like Data Management, Middleware, Analytics, Security, and Integration, consistently exceeding annual revenue targets.

**Geographic Focus:** Currently, I oversee Oracle's Strategic Key Public Sector accounts in Kenya, with a focus on technology adoption and long-term transformational strategies.

**Stakeholder Engagement:** I introduce new products and ideas to key decision-makers, forging strong relationships, often at the C-level.

**Understanding Needs:** My approach begins with a deep understanding of client challenges. I manage prospecting, forecasting, pipeline, and deal closure.

**Upselling Success:** I've identified opportunities within existing clients, resulting in $850,000 in upsell revenue.

**Data-Driven:** I utilize Oracle Sales Cloud and other tools for data analysis, uncovering market opportunities and customer trends.

**Key Achievement:** Notably, I closed a Transformational project in a greenfield EMEA account in FY22 (2021), highlighting my commitment to impactful results.

In summary, my role entails managing public sector accounts, driving customer success and revenue growth through collaboration, strategic planning, and data-driven insights, with a notable track record of achievements.

I specialized in collaborating with customers to craft strategies that maximized their investment value and optimized their experience with Oracle Cloud products.

**Revenue Growth:** I achieved a 14% revenue increase in existing Enterprise Accounts by introducing Oracle Cloud Technologies like Autonomous Database, Analytics, Blockchain, ML, AI, Cloud Computing, and Digital Assistant.

**Trusted Advisor:** I understood customers' long-term strategies, aligning Oracle Cloud solutions with their objectives.

**C-Suite Facilitation:** I developed C-suite relationships and promoted collaboration among industry peers using Oracle Cloud.

**Stakeholder Management:** I managed 4 Key Strategic Public Sector Accounts, coordinating internal teams for their success.

**Cross-Functional Collaboration:** As a liaison between Marketing, Legal, Product, and Engineering, I expedited project execution.

**Client-Centric Approach:** Effective communication met client needs and increased profitability through optimized contracts.

**ROI Enhancement:** Guiding clients to leverage relevant features led to a 45% increase in ROI.

In summary, my role focused on customer-centric strategies, revenue growth, and being a trusted advisor, contributing to Oracle's success in delivering exceptional cloud solutions.

I built strategic relationships across diverse sectors, including Start-ups (Fintech and Retail/eCommerce), Commercial Banks (Tier 1&2), Government Agencies, ISVs, & Telcos. My role focused on promoting Oracle's upstream Cloud data management platforms and fostering enthusiasm for data democratization & cross-industry digital collaboration.

**Sales Success:** I played a key role in driving sales of Oracle Technology Solutions, including Big Data & Analytics, Application Integration, IaaS & PaaS. Offering flexible deployment options (Cloud, On-Premise, and hybrid) empowered IT Enable Business teams to meet their goals.

**Pipeline Development:** I cultivated a substantial $4 million pipeline through active engagement with greenfield accounts in my territory. This success was achieved by aligning Oracle's Technology products with each customer's unique challenges and strategic objectives.

**Customer Coaching:** I provided guidance to 30 monthly PS customers, sharing insights and identifying revenue opportunities to support their growth.

**Vertical Focus:** My responsibilities included developing sales opportunities in Cloud, Database, Middleware, BI, and Big Data, while nurturing strong customer relationships within a specific vertical industry.

**Cloud Strategy:** I maintained a deep understanding of Oracle's Cloud Strategy, translating it into actionable insights for our customers within the industry sector.

**Product Expertise:** Stayed informed about Oracle's current and future products and services, especially in PaaS and IaaS, enabled me to deliver informed recommendations to clients.

**Industry Insights:** I conducted thorough research to stay updated on industry trends, drivers, and opportunities. This research informed my advice to customers in my assigned territory.

In summary, my role involved building strategic relationships, driving sales, developing pipelines, coaching customers, and staying informed about Oracle's offerings and industry trends.

I leveraged my local expertise to facilitate KNS's expansion into Eastern Africa.

**Bid Launch:** I successfully launched bid responses for Request for Proposals (RFPs), collaborating with nine contractors while consistently achieving 96% profitability targets and ROIs.

**Expansion Strategy:** I developed a robust expansion strategy that led to the acquisition of 15 new enterprise accounts.

**Sales Funnel Optimization:** I implemented a B2B sales funnel that significantly improved the lead conversion rate, resulting in a remarkable 24% increase.

**Market Navigation:** I adeptly navigated the local regulatory environment and identified opportunities across various sectors, including Public Sector and Financial Services Institutions.

**Market Intelligence:** I continuously monitored the business environment, providing valuable market intelligence to drive KNS's success in Eastern Africa.

**Stakeholder Relationships:** I established, maintained, and cultivated strategic C-suite and partnerships with key stakeholders in both the public and private sectors, generating leads for business matching.

**Technical Collaboration:** I collaborated closely with the technical presales and projects delivery team to map designs into a product/services roadmap, helping customers achieve their objectives effectively.

**Go-To-Market Planning:** I contributed significantly to the creation, planning, and execution of strategic go-to-market plans. These initiatives spanned sales, marketing, consulting, customer success, and Vendor/OEM functions.

In essence, my role was pivotal in driving KNS's expansion, optimizing sales processes, and fostering strategic relationships across Eastern Africa, contributing to the company's overall success.

I developed and executed security account plans, utilizing all available resources. I drove revenue growth by identifying new projects and creating opportunities.

**Multi-Channel Campaign:** I orchestrated a successful campaign, boosting brand awareness by 15%.

**Customized Solutions:** I provided tailored pricing and configurations to meet customer and partner needs.

**Strategic Relationships:** I established high-level relationships within existing accounts, securing additional business.

**Technical Excellence:** I collaborated closely with technical experts to ensure excellence in positioning and proposals.

**Vendor Partnerships:** I worked with Network Security Vendors/OEMs like Fortinet, Cisco, and RSA on sales opportunities.

**Territory Management:** I managed and expanded the territory, optimizing revenue and building a strong sales pipeline.

**Content Creation:** I authored blogs, articles, and white papers for Xtranet's website and social media.

**Marketing Overhaul:** I led a strategy overhaul, resulting in a 20% increase in lead generation and online presence.

**Continuous Learning:** I maintained proficiency in Network Security solutions, staying updated on offerings and case studies.

In summary, my role involved strategic planning, revenue growth, marketing enhancement, customer relations, technical collaboration, and continuous learning in Network Security.

Responsible for sales and client relationship management within target accounts. Lead all sales activities, manage executive level relationships, handled contractual and financial issues.
 
•	Strategized with team to win market share from competitors
•	Monitored client accounts, analysed incomings and outgoings, and performed daily, weekly, and annual forecasts
•	Exceeded 2014 sales target by 47% through effective client networking and by introducing new sales strategies
•	Consistently exceeded target quota and growth objectives YoY.
•	Developed and maintained customer relationships at "C" level
•	Established pipeline, lead generation and developed methodologies to target and measure activity levels
•	Identified ways to address how software meets client's functional and technical requirements within global organizations and better position internal resources throughout the sales cycle
•	Successfully improved service level offerings among client base and negotiate add-on products, services, and software upgrades.
•	Proposal management, development, and delivery

Responsible for driving cross-functional technology and site expansion projects with a sense of urgency to achieve Xtranet's company objectives on-time and under budget.
 
Core responsibilities:
●	Lead and managed team of 20+ of engineers working towards internal and external projects including delegating work to complete major projects on-time and on-budget.
●	Employed a relationship-oriented approach to leadership yielding a high staff retention rate.
●	Technical project management for Enterprise IT, Infrastructure Operations, Networking, Lab IT
●	Operations, End User Experience, Information Security, Compliance + other technology teams
●	Collaborated with leadership to strategically prioritize high-value projects in IT Portfolio- Oversees deployment of scalable technology that meets or exceeds technical + functional requirements
●	Scope, Schedule, & Resource management
●	Procurement, Vendor & Contract management (domestic & international)
●	Mitigation of company risks and alignment with GRC controls
●	Regular, transparent communication with key stakeholders
●	Facilitates retrospectives to gather feedback and lessons learned to incorporate in future projects and agile sprint iterations
●	Performed data analysis and created 10+ reporting dashboards for executive and operations management
●	Established and maintained Change Management, Release Management and Customer Account Management processes

Responsibilities
●	Lead help desk operations and First level technical support to Xtranet's WAN, VSAT & P2P customers
●	Understanding Customer requirements and Assigning appropriate Field Engineer* Addressed escalations and coordination between Customers and Field Engineers.
●	Managed the hardware spare transaction between logistics and engineers.
●	Followed-up with customers to on ensure problem resolution and customer satisfaction
●	Daily status update to Management about Service activities and Daily Call Reporting to Corporate Office
●	 Customer Service

Alexandre Vu

Product Owner

Willem Gous

Founder

This hands-on session is designed to empower aspiring founders and innovators with the tools to launch and scale successful businesses. What You’ll Gain: Startup Fundamentals: Understand the building blocks of a successful startup and how to navigate the entrepreneurial journey. Idea Validation & Market Fit: Learn proven techniques to validate your ideas, identify target markets, and ensure your business concept resonates with customers. Go-to-Market Strategy: Develop a powerful customer acquisition plan that drives growth. We'll cover strategies for reaching your audience, building brand recognition, and creating a sustainable revenue stream. Overcoming Challenges: Navigate common challenges faced by new businesses with confidence and agility. Book a session for an inspiring discussion that equips you with a practical roadmap for turning ideas into profitable ventures. Looking forward to transforming your vision into reality and ignite your path to entrepreneurial success!

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Sheila Maweu🇰🇪

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