General Manager- Data Monetization Sales.Group Strategy and Transformation at MTN

Responsibilities

Commercial GTM Strategy Execution

• Develop and execute a comprehensive sales strategy for data monetization, ensuring a robust pipeline of opportunities and achieving aggressive sales targets
• Own and drive the full sales pipeline lifecycle: from lead generation and qualification to deal closure and post-sale success
• Drive the execution of DataCo’s go-to-market strategies across priority verticals and product lines, including mobility insights, retail intelligence, and SME targeting
• Translate product positioning into compelling sales narratives, ROI-driven messaging, and sector-specific value propositions
• Support the launch and localization of packaged offerings across MTN OpCos
• Stay abreast of industry trends, competitive landscapes, and emerging technologies in data analytics, geospatial intelligence, and data monetization

Sales Enablement & Deal Structuring

• Equip OpCo sales teams with enablement tools, including playbooks, pricing calculators, proposal templates, and objection-handling guides
• Lead complex deal structuring and pricing negotiations for strategic accounts and data aggregators
• Monitor proposal-to-close ratios and drive continuous uplift in sales capability
• Develop pricing, bundling, and packaging strategies for data products
• Serve as the technical lead in sales engagements, articulating product capabilities, use cases, and integration strategies
• Work closely with data science, engineering, and product teams to tailor solutions to customer needs
• Lead the design of campaigns and promotional strategies to accelerate client conversion
• Proactively identify and assess new market segments, use cases, and business models for data monetization, translating insights into tangible sales opportunities

Client Engagement & Pipeline Acceleration

• Technical Pre-Sales Leadership, Oversee and guide the technical pre-sales process, ensuring the team effectively demonstrates the value and capabilities of MTN's geospatial analytics and other data products
• Act as a primary point of contact for key clients, collaborating closely with them to understand their business challenges and co-create innovative data-driven solutions leveraging MTN and third-party data
• Manage the full pipeline lifecycle i.e., from lead qualification and co-creation workshops to pilot delivery and conversion
• Track traction metrics and lead conversion benchmarks to inform sales strategy and execution

Partner Ecosystem Activation & Team Build

• Identify, onboard, and co-develop joint offerings with hyperscalers, telco alliance partners, and data platform providers
• Forge strategic partnerships with data resellers, data brokers, platforms, and ecosystem partners
• Work closely with product development, marketing, and other internal teams to ensure alignment of sales efforts with product roadmaps and market demands
• Recruit, train, mentor, and manage a high-performing team of technical pre-sales specialists
• Define commercial agreements and joint go-to-market plans with strategic resellers
• Monitor partner sales performance, training effectiveness, and integration with MTN systems to ensure delivery consistency and impact

Sales & Revenue Performance Management

• Define and track revenue targets, segment specific KPIs, and partner contribution metrics
• Lead sales governance forums to review regional performance, pipeline velocity, and client success
• Provide accurate sales forecasts, pipeline reports, and performance analyses to senior management
• Recommend incentive schemes and feedback mechanisms to improve field traction and sales outcomes
• Define objectives and establish monetization KPIs aligned with DataCo’s incubation checkpoints 
• Monitor pipeline activation, forecast revenue, and drive feedback loops for product optimisation
• Collaborate with Finance to integrate monetization metrics into financial planning 
• Regularly assess customer satisfaction and NPS for monetized data products to inform product and sales strategy

Governance, Risk and Brand Compliance

• Ensure legal, privacy, and regulatory compliance in all data monetization activities
• Ensure all outbound commercial engagements comply with MTN’s data governance, consent, and privacy standards
• Partner with Legal and Privacy teams to structure compliant and auditable commercial agreements
• Collaborate with Brand and Communication teams to ensure unified, reputationally sound go-to-market messaging

Qualifications

Education:

• Bachelors’ or Master’s degree in Business Strategy, Computer Science, Engineering, Data Science, or a related field
• MBA or relevant executive leadership training is advantageous, especially with a focus in Strategy, Digital Marketing, or related commercial discipline
• Professional certifications in solution sales methodologies (e.g., SPIN, Challenger, MEDDIC) are a plus

Experience:

• Minimum of 10+ years of experience in enterprise sales leadership roles, with a demonstrable track record of exceeding sales targets in complex B2B environments, with an ideal focus in data, analytics, technology, or telecom
• Extensive experience in data monetization strategies, business models, and value propositions
• Exceptional ability to understand customer needs, articulate value, and co-create tailored solutions that address specific business challenges
• Strong understanding of commercial terms, pricing strategies, and contract negotiations
• Proven ability to identify and develop new business opportunities and expand market share
• Capability to develop and execute long-term sales strategies aligned with organizational goals
• Understanding of key financial metrics and their impact on business performance
• Ability to translate technical capabilities into business value propositions
• Superior written and verbal communication skills, with the ability to articulate complex technical concepts to non-technical audiences
• Ability to deliver compelling presentations to C-suite executives and diverse stakeholders
• Highly developed negotiation and influencing capabilities
• Excellent analytical and problem-solving abilities, with a solutions-oriented approach
• Demonstrated ability to build, motivate, and manage high-performing sales teams
• Proven ability to manage relationships with internal and external stakeholders at all levels
• Ability to thrive in a fast-paced, dynamic, and evolving technology landscape

Competencies:

• Enterprise Sales Strategy: Designs and leads value-based selling strategies across B2B and public sector domains
• Solution Co-Creation: Collaborates with partners and clients to shape data-driven use cases and commercial outcomes
• Partner Ecosystem Development: Identifies and scales high-value relationships to extend market reach
• Performance Management: Tracks pipeline health, conversion rates, and sales metrics to inform strategy and capability interventions
• Commercial Deal Design: Leads complex deal structuring aligned with monetization models, consent frameworks, and buyer expectations
• Client Relationship Management: Builds long-term commercial relationships grounded in credibility and innovation
• GTM Content Development: Crafts sector-specific sales kits, demos, and proposal assets to support field enablement

Functional Knowledge:

• Geospatial Analytics Knowledge: Strong understanding of geospatial data, GIS platforms, location intelligence, and their applications across various industries
• Data Analytics & AI/ML: Solid grasp of data analytics concepts, methodologies, and the application of Artificial Intelligence and Machine Learning in real-world business scenarios
• Big Data Technologies: Familiarity with big data technologies, data warehousing, and data lake architectures
• Cloud Platforms: Understanding of cloud-based data solutions and platforms (e.g., AWS, Azure, GCP)
• API Economy: Knowledge of API-driven data exchange and integration
• Data Governance & Privacy: Awareness of data governance principles, data privacy regulations and ethical data usage

Apply Before 10/21/2025