General Manager - Enterprise Channel Partnerships.Enterprise Business Unit at MTN

Job Description

• To lead the MTN SA Enterprise business partnership development and optimisation across all sales segments and verticals namely, SME, Large Enterprise and Public sector, with the aim of increasing market share and achieve business growth.
• The role will carry the responsibility of driving Mobile and ICT sales execution through Partnership across various segments: SME, Public Enterprise, LE

Responsibilities

Comprehensive Partner Development

• Width of coverage via regional expansion and ramp up
• New commission models for mobile (On-biller, data only, Pre-paid, hybrid)
• Legal Agreements aligned to commission models
• Incentives for Mobile, ICT partners including IoT
• EBU dedicated desk in top 50 MTN stores nationally (SME)
• Establish new strategic partnerships: CIPC, Capitec, FNB, NSBC, Nasasa, (SME)
• Recruit retail national chain stores e.g. Makro, Matrix Computers.
• Unregistered Informal SOHO sector (SME)
• Digital online self-service strategy (SME)

Comprehensive Partner Development

• Recruit quality mobile & ICT reseller partners for SME, LE & PS
• Upskill partner channel: readiness and “partner packs”
• Launch vertical focus with depth partners in Health & Edu (PS & LE)
• Productivity ratios by channel in order to drive desired behaviour
• Optimise partner commercial models taking into account cost to serve
• Launch partner hub as part of revamped partner program
• Partner Relationship Management tool (Oracle)
• Partner Selection Policy
• Increase HiPO partners run rate (on-biller model = retention / encourage upgrades)
• Increase current (low transacting) partners run rate as follows
• Target 100 partners x 100 lines at selected segment ASPU

Focus on providing exceptional Client Experience

• Develop a partnership model that is mutually beneficial and ensuring that MTN Business is the partner of choice
• Ensure effective Partner Loyalty programmes and implement the partner accreditation model
• Establish an MTN Partner premium event to recognise partnerships
• Implementation of regular Partner satisfaction surveys
• Be the overall custodian for client and partner engagement across the business

Operational Excellence

• Design EBU channel strategy– mix of channels assigned to segments and their size; attract and hire channels; ensure channels enablement; target setting
• Develop and administer supporting processes for Product and Capability Partners
• Channels size fulfillment according to designed channel map
• Partnership new sales, new partners, revenues
• Time to Trading for External, Partner, 3rd Party channels
• On time EBU Performance reporting

Partner relationship satisfaction

• Ensure that the Partnership and Channel Management Strategy is aligned to the overall Strategy
• Direct appropriate investments and resources to the right partners to maximise returns
• Achieve Partnership revenue and profitability targets
• Identification of market opportunities for strategic partnerships in-line with the business strategy
• Ensure appropriate business predictability for the Partner organisations
• Ensure the right Partnerships organisation structure to enable better client and partner experience
• Implement specific partner-centric KPIs to drive business objectives
• Ensure the right Partnership and enablement processes and procedures
• Oversee the development the requirements for the appropriate Partner-centric processes, systems and tools to drive performance, accreditations, SLAs and contractual obligations
• Ensure the Partner-centric systems and tools are kept updated and accurate
• Continuously recommend incentive schemes to align the Partnership efforts
• Establish Partner incentive programmes to accelerate MTN Business sales
• Ensure that a process is in place for seamless handover between Partnerships and other MTN Business functions
• Effective budget management

Instilling appropriate Employee Excellence

• Lead, develop and coach the Partnership team on-the-job
• Act as an ambassador and role model for MTN Enterprise Business by living the brand values and vital behaviours
• Make MTN Business Partnership environment the best place to work
• Improve the employee engagement through the GCA

Ensure the attraction, development and retention of relevant talent

• Build a professional Partner organisation
• Ensure a culture of continuous evaluation and improvement
• Drive a culture of high performance, accountability and consequence management

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
• Appropriate implementation of DoA

Governance, Policies and Procedures

• Ensure partnership governance and support. Lead project governance and identify and mitigate control gaps
• Work closely with Risk and Internal Audit to perform governance, risk and compliance activities for Enterprise
• Ensure effective implementation of (and compliance towards) company policies, processes, and procedures. Put effective methods and standards in place in alignment with aforementioned
• Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery
• Continuously review key risks, issues and dependencies and set mitigation actions. Proactively flag and escalate issues and manage impacts on resources, cost and productivity

Financial Management and Reporting

• Manage, monitor and control the budgetary needs of the Transformation office in line with business objectives
• Collaborate closely with finance team in budgeting exercises
• Review and submit reports to the Exec addressing periodic activity, budget compliance, feedback and key departmental results, to facilitate decision making
• Forecast, plan, develop and review the budget and secure the necessary approvals
• Manage and optimise the budget, ensuring all expenditure is in line with the agreed budgets
• Monitor costs and determine initiatives to increase efficiencies and optimize resources - maximise cost/benefit ratios
• Ensure that all MTN company financial targets are met
• Where necessary, ensure Vendor and IT costs are effectively managed

People & Culture Management

• Provide technical, procedural and policy guidance to staff, colleagues , partners and vendors
• Attract, develop and retain appropriate talent. Build talent by identifying and developing new leaders for the respective environment
• Create and implement personal development plans
• Enable and model healthy employee relations and collaborative teamwork
• Manage diversity, develop, and embed an Employment Equity plan for the business area
• Contribute to building a culture of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence management
• Act as an ambassador for the Enterprise team by living the Brand values and vital behaviours and changing and influencing employees’ behaviour
• Make the environment the best place to work. Foster professionalism, loyalty and commitment to the organization. Build the Company’s brand to be the employer of first choice.

Qualifications

Education

• Minimum of 4-year tertiary degree.
• Bachelors degree in Engineering or Commerce recommended
• An MBA or masters is advantageous

Experience

• Minimum 10 years’ experience including:
• Minimum 5 years of leadership experience in Partnership and Channel Management
• Minimum least 3 years in relevant sector/ industry (understanding emerging markets advantageous)
• Work across diverse cultures and geographies
• Experience working in a medium to large organisation
• Track record in Governance & Compliance
• Expert knowledge in automation and client journeys, and Business process optimisation

Skills

• Fluent in English
• Numerate

Apply Before: 07/08/2025