Account Manager - Partner at MTN

Mission/ Core purpose of the Job:

• This role will be responsible for the acquisition of new partners with the objective to grow Mobile and Fixed revenue for Enterprise Business Unit. The role will work across sales segments (SME, Large Enterprise and Public) and will carry sales and revenue targets. The individual will be responsible to issue targets to their partners and work with the sales support team to drive performance.

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)

Acquisition of Channel Partners

• Define and manage the budgets required to manage Partners
• Define partner targets and develop sales plans to achieve them
• Develop Partner commercial plans and execute sales joint actions to increase sales across defined product categories
• Manage sales activity to meet Partnership targets and agreements compliance
• Define budgets and commercial plans to be executed during the year
• Define strategies and activities to promote and support Partners
• Direct appropriate resources to best opportunities to maximise returns
• Increase Enterprise Business revenue and meet sales and revenue targets 

Account management

• Maintain a thorough knowledge of commercial terms of agreements and manage and grow commercial relationships  within assigned portfolio of targeted  partners  
• Management and maintenance of partner account plans and promotional plans for an assigned portfolio of partners
• Resolve escalated issues or escalate as appropriate.
• Implement innovative promotional activities in line with Marketing and channel objectives, requirements and  guidelines.
• Increase EBU Brand presence continuously by increasing influence within the allocated portfolio of accounts.
• Provide input into the forecasting of acquisition numbers, retention numbers and stock required for the allocated portfolio of partners
• Liaise with relevant areas to ensure delivery of SLA for the assigned portfolio of accounts (e.g. supply chain, billing, etc).
• Provide feedback on EBU’s risk exposure regarding the financial performance of the allocated portfolio of partners and provide recommendations as appropriate.
• Prepare reports on partner account performance as required.

Operational Excellence

• Support the EBU Business leads and Partnerships GM in the definition and setup of new Partnerships
• Operationally manage the Partner Channel program
• Define the partner enablement requirements
• Rollout activities & campaigns to support partners
• Ensure that a process is in place for seamless collaboration between pre-sales / technical support / solution  architects / product development etc.
• Be the overall custodian for the channel requirements and define plans per channel
• Ensure partner commission and incentives is aligned and in support of the required MTN EBU business growth
• Be the SPOC for all channel related matters, co-ordinate, liaise and engage closely with sales segments to resource each of the channels with the right amount of partners.

Ensuring appropriate Governance and Control measures

• Strictly follow and ensure team compliance of relevant policies and procedures
• Ensure effective qualification and due diligence process is in place and followed to support partner selection
• Ensure proper controls are in place to manage key risks across the business
• Measure and manage Partner satisfaction levels and compliance with Partner program
• Appropriate implementation of DoA
• Identify partner issues and ensure corrective measures are put in place with PAMs and their managers 

Quality Control

• Utilize sound practices that comply with best practice, legislation or other regulations / parameters / guidelines.
• Maintain quality standards that will enhance the customer experience and cost efficiency.
• Work consistently according to standard operating procedures.
• Analyse situations and take necessary action to ensure quality is maintained.
• Seek feedback from clients/ stakeholders and continuously seeks ways of improving on quality and customer service standards.
• Report on all opportunities and their status on a weekly basis and highlight all risks and issues promptly
• Manage the company’s exposure to debt by working closely with credit controllers
• Adhere to company policies and procedures at all times 

Education:

• 3 year Degree / Diploma in Commerce (Financial  /Marketing / Communication) or related
• Relevant Sales and Marketing qualification

Experience:

• Minimum of 3 years’ experience in telecoms industry
• Experience working in a medium  organization
• At least 3 years’ experience in partner Account Management is essential, preferably in fast  moving industry
• ICT Experience is preferable
• A solid sales track record (performance against target)