Manager - Partner Sales. Enterprise Business Unit at MTN

Job Description

• Manager - Partnerships (Cape Town)

Mission/ Core purpose of the Job: 

• This role exists to manage and enable MTN Partners’ team across all products and sales segments to support their business objectives while delivering the agreements and commitments stated in the Partner Program agreements and in line with MTN Business objectives and priorities.
• Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)

Driving Profitable Growth for MTN Business 

• Define and manage the budgets required to manage all Partners
• Define partner targets, cascade them to partners and develop sales plans to achieve them and performance management     plans
• 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 maximize returns

Focus on providing exceptional Client Experience

• Be the overall custodian for client and partner engagement across the Partner Channel
• Coordinate with Client Services to deliver a best in class client services for Re-sellers and their customers
• Capture product requirements, Marketing and Sales support needs to serve the Re-sellers and align with MTN Business functional areas to deliver them

Ensuring Culture of Operational Excellence

• Support the EBU Business leads and Partnerships GM in the definition and setup of new Partnerships
• Operationally manage the Partner Channel Re-seller program by define the partner enablement requirements and Rollout activities & campaigns to support Re-sellers
• Ensure that a process is in place for seamless collaboration between pre-sales / technical support / solution  architects / product development etc.

Governance and Control measures 

• Setup the required governance and performance measurement framework to manage the partnership
• Gathering inputs and coordinating agendas with MTN Business heads
• Managing and complying with the Partnership agreements
• Capture partners service needs and monitor service resolution
• 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 Re-seller 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 MPAM/SPAMs/PAMs

Project Management

• Develop and drive the execution of agreed projects 
• Drive the implementation, tracking, monitoring and compliance of Partner Channel Re-seller Projects
• Contract management in line with Procurement Policies
• Co-ordinate project reporting
• Ensure effective implementation of the integrated project management model 
• Risk management

Business Analysis

• Perform Business Analysis in line with the methodology and guidelines
• Identify ways to fine tune policies, processes and systems in line with changing work practices
• Determine, document, and review requirements for projects within the scope of the value stream or impacting processes and systems 
• Design, analyze and document workflow and make appropriate recommendations that will positively impact operational  effectiveness
• Identify Business Improvement and Optimization opportunities that will result in improvement of process performance 
• Ensure that benchmarking is conducted with other companies and organizations within and outside the industry. 
• Construct business cases for initiations proposed by the business. Research and consider best practice, local conditions, trends, as well as competitor activity
• Identify and implement innovative ways to use minimum resources to achieve maximum outputs
• Recruit, develop and retain people with outstanding skills, qualifications and potential
• Define the team KPAs and KPIs for the Partner Channel Re-seller team
• Performance management and identification of training needs
• Coaching and guidance of subordinates
• Manage contributions and expectations of external service providers and stakeholders
• Display insight into leadership style and how it impacts on performance positively and negatively
• Ensure ongoing liaison with other areas of the business 
• Review staff performance management, evaluating, assessing and tracking performance to ensure that objectives and  targets are achieved

Manage and motivate team performance

• Accountable for a customer centric culture and shift to legendary service provision
• Build employee relations and collaborative teamwork 
• Build professionalism, loyalty and commitment to the organization
• Communicate actively and effectively resolving any potential conflicts that may arise
• Have the self insight and flexibility to adapt to different situations
• Live the MTN Brand – change and influence employees behavior 
• Lead, develop and coach the Partner Channel team on-the-job
• Act as an ambassador and role model for MTN Enterprise Business by living the brand values and vital behaviors
• 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 Channel Re-seller team
• Ensure a culture of continuous evaluation and improvement
• Drive a culture of high performance, accountability and consequence management  

Education:

• Minimum of 3-year degree/diploma - Commerce (Business/Science) or related. 
• MBA / Masters Advantageous 

Experience:

• Manager track record of 5 years or more; with at least 5 years’ relevant experience in ICT Sector
• Minimum 4 years solid experience in leading teams
• Worked across diverse cultures and geographies advantageous
• Minimum 3 years in wholesale or re-selling activities