Senior Digital Account Manager

Key responsibilities

• Maintain a structured, accurate sales pipeline in the CRM — deal stages, values, close dates, and next actions — updated weekly and reviewed with the SM: Agency & Direct Sales.
• Develop and execute a client and agency revenue plan, identifying the highest-value opportunities by vertical, client type, and deal structure.
• Identify and develop incremental revenue opportunities through innovative packaging of CTV inventory, audience products, and sponsorship integrations.
• Ensure all commission split agreements with linear sales teams are CRM-logged before proposals are issued, in line with the co-sell referral commission framework.
• Build and maintain senior relationships with media agency groups, independent agencies, and digital trading desks operating in Kenya and East Africa.
• Develop and execute an agency engagement plan — regular briefings, investment reviews, and joint planning sessions — to maintain DStv Media Sales' position as a preferred CTV partner.
• Manage RFP responses, rate negotiations, and preferred partner discussions, ensuring commercial terms are competitive, sustainable, and approved by the SM.
• Build and maintain a direct client portfolio across the three industry verticals (Commerce & Consumer; Telco, Technology & Auto; Government, Health & Media) relevant to Kenya and East Africa.
• Identify and prioritise direct client prospects with high CTV affinity and develop tailored, insight-led proposals.
• Lead data-informed sales conversations with direct clients, translating audience analytics and campaign performance data into compelling investment rationales.
• Manage direct client retention through proactive account management, regular business reviews, and post-campaign analysis.
• Identify cross-sell and upsell opportunities on active linear campaigns, ensuring CTV and digital extensions are always part of the client conversation.
• Collaborate with the Product & Partnerships team on packaging and pricing feedback — providing commercial validation to inform product development.
• Maintain accurate and up-to-date CRM records at all times — deals, contacts, pipeline stages, activities, and commission split agreements.
• Ensure all client proposals, contracts, and deal terms are processed in accordance with the division's commercial governance framework with appropriate SM/SVP approval.
• Ensure all client and agency activities comply with applicable data protection regulations in Kenya (DPA) and East African markets.
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Candidate requirements

• Location Nairobi
• Job Field Marketing and Communication &nbsp.
• Job Description:
• The Organisation:
• Irdeto which is MCG’ s technology business, provides platform cybersecurity services which protect over 6 billion devices and applications globally for some of the world’ s best media and technology brands, as well as clients in the connected industries.
• Purpose of the Position:.
• The Senior Digital Account Manager: Kenya is responsible for driving Direct CTV, OTT, and digital advertising revenue across Kenya and East Africa (ESA cluster) through structured agency relationships and direct client development.
• Reporting to the Senior Manager: Digital Advertising Agency & Direct Sales, the role is the primary commercial point of contact for media agencies, independent agencies, and direct advertisers in Kenya and East Africa.
• The role owns and grows a client and agency portfolio, manages a disciplined sales pipeline, and positions DStv Media Sales as the premium CTV and digital advertising destination in market.
• It operates within a convergent TV selling framework consistently packaging Direct CTV with linear and programmatic inventory to deliver maximum commercial value for clients and the broadcaster.
• Key Performance Objectives.
• Tasks
• Revenue Delivery & Pipeline Management.
• Own and deliver the Direct CTV and digital advertising revenue target for Kenya and East Africa, covering display, video, sponsorship, branded content, and direct CTV inventory.
• Maintain a structured, accurate sales pipeline in the CRM — deal stages, values, close dates, and next actions — updated weekly and reviewed with the SM: Agency & Direct Sales.
• Develop and execute a client and agency revenue plan, identifying the highest-value opportunities by vertical, client type, and deal structure.
• Take proactive corrective action where pipeline or revenue performance is off plan; escalate risks with proposed mitigations to the SM.
• Identify and develop incremental revenue opportunities through innovative packaging of CTV inventory, audience products, and sponsorship integrations.
• Ensure all commission split agreements with linear sales teams are CRM-logged before proposals are issued, in line with the co-sell referral commission framework.
• Agency Relationship Management.
• Build and maintain senior relationships with media agency groups, independent agencies, and digital trading desks operating in Kenya and East Africa.
• Develop and execute an agency engagement plan — regular briefings, investment reviews, and joint planning sessions — to maintain DStv Media Sales' position as a preferred CTV partner.
• Attend agency planning, buying, and trading conversations; represent DStv Media Sales at market-relevant agency events, upfronts, and industry forums.
• Proactively educate agency partners on the CTV audience proposition, targeting capabilities, identity infrastructure, and measurement methodology.
• Manage RFP responses, rate negotiations, and preferred partner discussions, ensuring commercial terms are competitive, sustainable, and approved by the SM.
• Track agency share-of-wallet on a quarterly basis and identify recovery or growth opportunities from client spend data.
• Direct Client Development.
• Build and maintain a direct client portfolio across the three industry verticals (Commerce & Consumer; Telco, Technology & Auto; Government, Health & Media) relevant to Kenya and East Africa.
• Identify and prioritise direct client prospects with high CTV affinity and develop tailored, insight-led proposals.
• Lead data-informed sales conversations with direct clients, translating audience analytics and campaign performance data into compelling investment rationales.

Required skills