National Account Manager — Wholesale

Job Summary

The National Account Manager — Wholesale is responsible for managing and growing Liquid Intelligent Technologies Tanzania's wholesale revenue base through strategic relationships with Internet Service Providers (ISPs), Mobile Network Operators (MNOs), and national and international carrier partners. The role holder drives revenue generation across the wholesale product portfolio — including IP Transit (IPT), International Private Leased Circuits (IPLC), Backhaul, Layer 2 (L2) services, and MPLS — while identifying opportunities to extend the value proposition through relevant Cassava technology pillars where applicable to the wholesale segment. The NAM — Wholesale helps build companies' partner ecosystem, positioning the company as the infrastructure and capacity partner of choice for telecommunications operators and service providers in Tanzania and across the East African corridor. The role demands deep technical fluency, strong commercial acumen, and established relationships within the regional carrier and wholesale community.

KRA 1 — Wholesale Revenue Target Achievement

Achieve a minimum of 70% of the assigned monthly wholesale revenue target, with a consistent drive towards 100% and above.

Manage the full revenue lifecycle for the assigned wholesale partner portfolio, from initial engagement through to contract execution and revenue recognition.

Ensure a qualified sales pipeline equivalent to a minimum of 5X TCV of the assigned revenue target is maintained at all times.

Identify and pursue incremental revenue opportunities within existing partner relationships through bandwidth upgrades, service expansions, and new route additions.

● KPI: Monthly revenue achievement (minimum 70% of target; 100% aspirational)

● KPI: Pipeline value maintained at ≥5X TCV at all times

● KPI: Revenue growth rate within existing wholesale partner portfolio (year-on-year)

● KPI: Revenue diversification across wholesale product lines

KRA 2 — Partner Acquisition & Ecosystem Development

Proactively identify, engage, and onboard new ISP, MNO, and carrier partners to expand Liquid Intelligent Technologies' wholesale partner ecosystem.

Develop and maintain a structured partner development plan, identifying strategic partnership opportunities that drive mutual commercial benefit.

Represent Liquid Intelligent Technologies at industry events, carrier summits, and peering forums to strengthen market presence and generate new wholesale leads.

Negotiate and execute wholesale agreements, interconnect arrangements, and capacity contracts within approved commercial frameworks.

● KPI: Number of new wholesale partner accounts onboarded per quarter

● KPI: Number of active partner relationships maintained

● KPI: New partner revenue contribution as a percentage of total wholesale revenue

● KPI: Number of wholesale agreements executed and renewed per annum

KRA 3 — Core Wholesale Product Management

Manage and grow the portfolio of core wholesale products including IP Transit (IPT), International Private Leased Circuits (IPLC), Backhaul services, Layer 2 (L2) Ethernet, and MPLS solutions.

Develop a sound technical understanding of each product's capabilities, routing, peering arrangements, and service level commitments to engage credibly with technical buyers.

Work with the Technical and Network Operations teams to ensure partner-specific requirements are accurately translated into service delivery instructions.

Identify opportunities to introduce relevant Cassava technology pillars (e.g. Cloud connectivity, Cybersecurity gateway services) where they complement the wholesale partner's service portfolio.

● KPI: Revenue per product line (IPT, IPLC, Backhaul, L2, MPLS)

● KPI: Partner satisfaction with service quality and delivery

● KPI: Number of multi-product wholesale engagements

● KPI: Uptake of Cassava pillar add-ons within wholesale partner base

KRA 4 — Relationship Management & Partner Retention

Serve as the primary relationship custodian for all assigned wholesale partner accounts, maintaining regular and structured communication.

Conduct quarterly business reviews (QBRs) with key wholesale partners to assess service performance, review commercial terms, and identify growth opportunities.

Manage partner escalations promptly, coordinating with Technical Support and Service Delivery to resolve service issues and protect revenue at risk.

Proactively manage contract renewals within the wholesale portfolio to minimise churn and protect committed revenue.

● KPI: Partner retention rate (% of wholesale revenue base retained annually)

● KPI: Contract renewal rate and average renewal lead time

● KPI: Partner NPS/satisfaction score

● KPI: Escalation resolution time (average time to resolve partner-raised issues)

KRA 5 — Commercial Governance & Reporting

Maintain accurate and current records of all wholesale partner engagements, pipeline stages, and revenue forecasts in the CRM system.

Submit weekly pipeline reports and monthly revenue forecasts to the Sales Manager — Wholesale, Partnership & Voice.

Ensure all wholesale pricing, commercial terms, and contract structures comply with Liquid Intelligent Technologies' approved frameworks and regulatory requirements.

Monitor and report on market pricing trends, competitor wholesale offerings, and regulatory developments impacting the wholesale market.

● KPI: Forecast accuracy (within ±10% of actuals monthly)

● KPI: CRM compliance — 100% of active wholesale opportunities logged and current

● KPI: Timely submission of all required commercial reports

● KPI: Zero non-compliant pricing or contractual exceptions outside approved authority

Key Tasks & Activities

● Conduct regular partner engagement calls, site visits, and technical discussions with ISP, MNO, and carrier clients

● Prepare and present wholesale capacity and service proposals, including routing options, SLAs, and commercial pricing

● Negotiate interconnect, transit, and capacity agreements in coordination with Legal and Finance

● Coordinate with the Network Planning and Engineering team on capacity upgrades, new circuit delivery, and route optimization

● Participate in weekly wholesale sales pipeline reviews with the Sales Manager

● Monitor and report on competitor wholesale pricing, capacity offerings, and market movements

● Represent Liquid Intelligent Technologies at regional peering forums, carrier summits, and industry events

● Facilitate smooth service transitions and onboarding for new wholesale partners

Requirements

● Bachelor's degree in Telecommunications, Information Technology, Engineering, Business Administration, or a related field (required)

● Postgraduate qualification in Business or Technology Management is advantageous

● Carrier/wholesale industry certifications or training (e.g. MEF, TM Forum) are advantageous

● Technical understanding of IP networking, BGP routing, and carrier interconnect frameworks is preferred

● Minimum 5 years' experience in wholesale telecommunications, carrier sales, or infrastructure sales

● Demonstrated track record of managing and growing wholesale or carrier partner revenue

● Established network of relationships within the East African ISP, MNO, and carrier community

● Experience with IP Transit, IPLC, backhaul, and managed data services in a carrier or wholesale environment

● Familiarity with the Tanzanian telecommunications regulatory environment (TCRA) is advantageous