Head - Regional and Sales Enablement.Enterprise Business Unit at MTN

Responsibilities

Strategy Development and Implementation 

• Develop and implement the Business Development Strategy and annual plan for Enterprise Regions.
• Define the commercial vision and go-to-market strategy for the regional enterprise segment.
• Align regional execution to the national EBU strategy.
• Work with sector and regional leaders to identify and prioritize high-value opportunities.

Sales, Business Development & Key Account Management Leadership 

• Source, shape, and close large strategic deals with a focus on LE and PE segments. This may include prioritizing and planning a target list of “Must Win” acquire and grow clients across LE and PE segments working with the Segment Leads, GAMs and LAMs
• Meet defined sales and revenue targets for these Must Win Clients and Deals
• Engage with Regional Enterprise Heads to understand their priorities and plans, support and guide their thinking through best practice advice and provide direct support in engaging priority regional accounts
• Provide feedback through regular engagements with Head of Regions on Regional Enterprise performance and client account initiatives
• Proactively network with industry leaders and CXOs to identify new revenue streams
• Drive new customer acquisition within corporate and public sector accounts at the provincial level.
• Segment existing accounts, identify gaps, and execute a growth strategy.
• Maintain a strong sales pipeline, with a focus on conversion and revenue growth.
• Expand existing accounts by increasing share of wallet across key industries.
• Develop CXO-level relationships to drive brand association and influence key decision-makers.
• Collaborate with Global and Key Account Managers to enhance enterprise sales execution.
• Execute the SME strategy defined by the national SME GM to drive growth across direct and indirect channels.
• Expand revenue generation across sales channels, including Direct Sales, Virtual Sales, Telesales, Branded Retail, and Online.
• Develop and manage channel partner relationships to maximize market coverage.
• Conduct regular sales cadence reviews to track performance and revenue targets.

Customer Experience, Deal Structuring & Operational Excellence 

• Partner with Head Office Client Services to deliver exceptional customer experience.
• For identified big deals, support the shaping and structuring of the deal to enhance winnability and profitability, working closely with the product team where relevant.
• Conduct regular CSAT surveys and implement continuous improvement initiatives.
• Ensure robust sales forecasting processes and drive adoption of sales tools.
• Maintain forecast accuracy within acceptable variance ranges.
• Support the shaping and structuring of large, complex deals to enhance profitability and winnability.
• Without disempowering/ removing accountability from the GAM/LAM, prioritise key client relationships to build in  these “Must Win” clients at CIO/ CXO level
• Utilize regional and industry insights to tailor customer-centric enterprise solutions.

Financial Leadership & Cost Control 

• Collaborate across centre and Regions team in assessing the correct bundling of opportunities across products offered by Enterprise to improve overall revenue numbers and increase market penetration.
• Monitor financial performance, including revenue, expenses, and profitability, and implement cost control measures using frameworks to track progress against strategic goals.
• Conduct financial analysis and forecasting to support strategic decisions and business planning.
• Manage and optimise the budget, ensuring all expenditure is in line with the agreed budgets.
• Where relevant, ensure Vendor and IT costs are effectively managed.

Governance, Policies & Procedures

• Develop and enforce governance policies and procedures to ensure compliance with corporate standards and regulatory requirements.
• Implement risk management strategies to identify, assess, and mitigate business risks.
• Maintain accurate and transparent documentation of business activities and decisions.
• Conduct regular reviews and audits to ensure adherence to governance policies

People & Culture Management

• Enable and model healthy employee relations and collaborative teamwork.
• Provide technical, procedural and policy guidance to staff, colleagues , partners and vendors.
• Create and implement own personal development plans.
• Manage own performance and identify training needs. Coach and guide colleagues.
• Share deep domain knowledge and expertise with peers, helping them understand complex concepts and best practices.
• Where required, lead formal and informal training sessions on tools, processes, or methodologies.
• 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 team by living the values and vital behaviours and changing and influencing employees’  behaviour.

Qualifications

Education 

• Minimum of relevant 4-year tertiary degree
• MBA or masters is advantageous

Experience

• Minimum of 8-10 years relevant enterprise experience in large Technology based business transformation with minimum of 4 years in enterprise Business unit.
• Minimum 2 years in a managerial or supervisory role.
• Strong background in telecommunications and business transformation.
• Proven track record in business development, deal structuring, and revenue growth.
• Experience engaging at CXO/CIO levels to influence high-value deals