Salesforce
Jimi Falaiye
Tech Business & Sales Leader
Lagos
Summary
Dynamic business and sales leader with over 10 years of experience in the ICT sector, specializing in SaaS, cybersecurity, networks, and IT infrastructure across Nigeria and West Africa. Proven track record of cultivating CxO-level relationships, spearheading complex enterprise negotiations, and driving triple-digit revenue growth in diverse markets. Expertise in translating intricate technical concepts into tangible business outcomes while aligning cloud, SaaS, and infrastructure solutions with enterprise transformation objectives. Recognized with multiple Top Performer and President’s Club awards for consistently surpassing sales targets.
Overview
16
16
years of professional experience
5
5
Certifications
1
1
Language
Work History
Regional Manager – West Africa & Tanzania
Sophos Inc.
04.2023 - Current
- Lead strategic expansion across West Africa & Tanzania, managing over 100 enterprise accounts and channel partners.
- Drive SaaS/cloud adoption in finance, telecom, and public sector accounts.
- Develop and manage CxO relationships to influence technology strategies.
- Developed and executed successful business plans that resulted in improved market share and profitability within the region.
- Boosted brand growth by devising strategic network and marketing tactics.
- Collaborated with executive leadership to establish long-term objectives, drive growth initiatives, and align regional efforts with corporate goals.
- Led cross-functional teams to achieve project deliverables on time and within budget, resulting in improved overall performance.
- Boosted regional sales by implementing targeted marketing strategies and fostering strong client relationships.
Territory Manager – West Africa
Sophos Inc.
04.2019 - 03.2023
- Delivered 125% growth in 1 year by expanding enterprise footprint across the region.
- Managed 250+ partners and executed multi-country enterprise negotiations.
- Awarded Top Sales Performer FY20/21 and EMEA Outstanding Achievement Award (2021).
- Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
- Improved customer satisfaction and retention through frequent visits, timely response to inquiries, and effective problem resolution.
- Optimized sales pipeline management through diligent follow-ups on leads, resulting in higher conversion rates across the territory.
- Organized regular training sessions for team members to enhance their product knowledge and overall sales skills.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
Country Manager – Nigeria
Sophos Inc.
02.2015 - 03.2019
- Exceeded quotas by 110%+ YoY, driving 4 years of consecutive growth.
- Built long-term partnerships with banks, telecoms, and government clients.
- Won 3x President’s Club Awards for outstanding regional sales performance.
- Established strong relationships with key industry players for business growth and expansion.
- Increased market share by developing and implementing effective sales strategies.
- Gathered information on competitor activities and market trends to enhance strategic decision-making.
Channel Manager Nigeria
Cyberoam (acquired by Sophos)
01.2013 - 02.2015
- Positioned Cyberoam as a top UTM solution in Nigeria, achieving $1M+ sales in 2014.
- Led efforts in developing customized promotions and incentives that drove increased sales from targeted channel partners.
- Collaborated with cross-functional teams to develop marketing materials tailored specifically for channel partners.
- Developed partner ecosystem and drove channel enablement programs.
- Winner of Sales Excellence Award (2014).
- Drove and delivered sales leads to convert into new business.
- Streamlined communication between internal teams and channel partners, improving overall efficiency in the sales process.
- Developed and executed strategic plans for channel sales growth and expansion into new markets.
- Conducted regular performance reviews of channel partners to identify areas of improvement and growth potential.
- Spearheaded initiatives aimed at improving product knowledge among channel partners through workshops, webinars, and other learning resources.
Technical Sales Manager
Telesol Ltd., Ghana
05.2011 - 12.2012
- Led an increase of about 48% enterprise adoption of OEM cloud-ready solutions (D-Link, Cyberoam, Alvarion) with first 12 months.
- Delivered solution designs, PoCs, and integration projects for over 15 enterprise customers.
- Prospected new customers to generate sales leads and increased revenue from existing clients.
- Provided technical expertise and recommendations to improve systems and processes, establish cost savings and increase productivity.
- Developed and executed product market strategy to determine distribution, price and promotion efforts.
- Prepared and delivered samples and quotations to customers while providing technical expertise to convert prospects into sales.
- Partnered with marketing team to contribute towards marketing strategy by monitoring competitive products and industry reactions.
- Traveled to customer locations to analyze technical challenges, create dynamic strategies and rapidly implement D-Link,Cyberoam and other networking solutions.
Presales Engineer (Intern)
D-Link West Africa
01.2010 - 01.2011
- Provided presales support and technical integration for over 50 customers monthly.
- Created solution documentation and conducted customer workshops.
- Educated clients on the technical aspects of products, ensuring they had a clear understanding of functionality and benefits.
- Participated in industry events and conferences, representing company products while engaging potential customers.
- Generated detailed reports outlining client requirements and proposed solutions, providing valuable information for both sales and engineering teams.
Education
MBA - Business Administration
01.2017
B.Eng - Electrical/Electronics (Telecoms)
01.2010
Skills
Enterprise SaaS/PaaS/IaaS Sales
C-level Engagement
Complex Negotiations
Multi-country Business Development
Sales and marketing strategies
Business development and planning
Performance management
Operational management
Revenue generation
Information analysis
Business administration
Sales reporting
Leadership development
Certification
Professional Scrum Master (PSM I) – Scrum.org (2022)
Accomplishments
- 125% overall growth in West Africa territory (2019–2020), expanding 15+ new enterprise accounts.
- Exceeded sales targets by 110%+ YoY for 4 consecutive years as Country Manager, Sophos Nigeria.
- First Cyberoam manager to achieve $1M+ in annual sales in Africa (2014).
- Multiple global sales awards: EMEA Outstanding Achievement (2021), Top Performer Africa (2018), 3x President’s Club.
Awards
3x President’s Club Winner – Sophos (2017–2019), Top Performer – Africa (Sophos, 2018), EMEA Outstanding Achievement Award – Sophos (2021), Sales Excellence Award – Cyberoam (2014)
Software
MS Office
Google workspace
Power BI
Clari
Zoom
AWS
Slack
Trello
Power BI
Timeline
Regional Manager – West Africa & Tanzania - Sophos Inc.
04.2023 - Current
Territory Manager – West Africa - Sophos Inc.
04.2019 - 03.2023
Country Manager – Nigeria - Sophos Inc.
02.2015 - 03.2019
Channel Manager Nigeria - Cyberoam (acquired by Sophos)
01.2013 - 02.2015
Technical Sales Manager - Telesol Ltd., Ghana
05.2011 - 12.2012
Presales Engineer (Intern) - D-Link West Africa
01.2010 - 01.2011
Business School Netherlands - MBA, Business Administration
University of Agriculture - B.Eng, Electrical/Electronics (Telecoms)