General Manager – Strategic Accounts And Sales Excellence.Group Enterprise Business Unit at MTN

Responsibilities

Strategic Segment Leadership

• Define and execute the MNC and Large Enterprise segment strategy
• Expand account scope beyond Top 50 MNCs to include growth-tier enterprises transitioning into managed accounts
• Drive revenue mix transformation toward ICT and managed services
• Position MTN as a strategic digital transformation partner

Commercial & Financial Performance

• Deliver annual Revenue and TCV targets
• Ensure deal qualification discipline and pricing compliance within established commercial frameworks
• Ensure commercial rigour in complex multi-country ICT deals, including pricing compliance, deal qualification and flagging bespoke pricing requirements.
• Optimise cost-to-serve and ensure OPEX control
• Improve bid win ratios and deal qualification discipline

ICT & Digital Solutions Growth

• Drive adoption of cloud, SD-WAN, managed security, UCC and IoT solutions
• Ensure solution-led selling across all MNC and Large Enterprise accounts
• Partner with product and technology teams to develop competitive ICT propositions
• Build capability in consultative and value-based selling

Sales Excellence & Governance

• Establish pipeline governance and forecasting discipline
• Standardise sales tooling and CRM usage across OpCos
• Embed MTN sales playbook and best practice methodologies
• Drive sales enablement and capability upliftment
• Ensure data-driven performance tracking

Account & Service Management Integration

• Lead Global Service Management (GSM) team as direct reports
• Align commercial ownership with lifecycle service accountability
• Improve NPS and customer retention
• Drive executive-level customer engagement
• Ensure seamless bid-to-delivery transition

Leadership & Talent

• Lead a high-performing multinational team 
• Build succession pipelines and leadership depth
• Drive performance accountability and incentive alignment
• Foster cross-cultural collaboration across 22 OpCos
• Attract and retain ICT commercial talent

Qualifications

Education:

• Minimum: 4-year degree or relevant tertiary qualification in Commerce, Engineering, ICT or related field
• MBA or relevant Postgraduate qualification preferred
• Multilingual capability (English essential; French/Arabic advantageous)

Experience:

• Minimum of 8+ years in senior enterprise ICT commercial roles, including significant sales leadership experience
• 8+ years managing or developing multinational or large enterprise ICT accounts.
• Experience managed services sales within a telecommunications environment
• Proven track record driving revenue mix shift from connectivity to ICT
• Experience leading or coordinating cross-border, multi-cultural commercial teams
• Experience structuring complex, multi-country ICT deals

Competencies:

• Strategic Thinking & Market Positioning - Defines and executes a forward-looking multinational ICT growth strategy that positions MTN as a leading digital transformation partner across Africa and the Middle East.
• Complex Commercial Negotiation - Leads high-value, multi-country ICT negotiations, structuring commercially sound deals that optimise margin, mitigate risk and secure long-term strategic value.
• Cross-Cultural & Matrix Leadership - Drives performance and alignment across diverse, cross-border and matrixed teams to deliver integrated commercial and service outcomes at scale.
• Executive Influence & Stakeholder Management - Engages and influences C-suite stakeholders internally and externally to align strategic priorities, secure buy-in and advance complex enterprise initiatives.
• Financial & Margin Acumen - Drives commercial and deal-level financial discipline, ensuring revenue growth is supported by sound deal qualification, pricing compliance and cost control.
• Transformation & Change Leadership - Champions the shift from connectivity-led selling to ICT and solution-led commercial models, embedding sales excellence and cultural transformation across OpCos.
• Data-Driven Decision Making - Leverages advanced pipeline analytics, forecasting intelligence and performance metrics to drive informed commercial strategy and execution discipline.
• Enterprise Solution Selling - Leads consultative, outcome-based selling of integrated ICT solutions that address complex multinational client needs and accelerate digital adoption.

Functional Knowledge:

• ICT & Managed Services Portfolio Knowledge - Possesses deep expertise across enterprise - connectivity, cloud, SD-WAN, managed security, UCC, IoT and data centre solutions to drive integrated, high-margin ICT growth.
• Sales Excellence & Revenue Operations - Implements disciplined pipeline governance, forecasting accuracy, and robust CRM and sales tooling standards to enable data-driven execution, while embedding consultative and enterprise solution selling methodologies to drive predictable and scalable revenue performance.
• Telco Enterprise Operating Model - Demonstrates strong understanding of multinational account structures, OpCo commercial dynamics and cross-border service governance within a telecom environment.
• Commercial & Deal Structuring - Applies advanced financial modelling and commercial structuring capability to design complex, multi-country ICT contracts that optimise profitability and sustainability.
• Digital & Data Ecosystem Knowledge - Understands cloud ecosystems, hyperscaler partnerships, APIs and data governance frameworks to enable digitally enabled enterprise solutions.
• Regulatory & Cross-Border Complexity - Navigates multi-jurisdictional regulatory, tax, currency and data localisation requirements to ensure compliant and commercially viable multinational engagements.

Apply Before 04/01/2026