Senior Manager - Global Account Enterprise Business Unit MANCO at MTN

Responsibilities

• The Senior Manager: Global Account Management will be accountable to achieve the following objectives:
• Manage ~1 to 6 regional MNC accounts throughout their lifetime with MTN (existing and potential perspective clients) and across and beyond MTN footprint
• Lead the account team made up of Local Account Manager, Global Service Managers and other support staff
• Responsible and  accountable for the managed accounts revenue targets ( medium to large accounts) 
• Deliver account planning and manage pipeline through use of statistical data related to clients and industry trends
• Inform and educate the Local Account Managers and management in Opcos about the clients business, and strategy including leadership changes 
• Defend accounts through understanding competitive intelligence and understanding customer’s needs
• Cross-sell and up-sell to existing client to grow account revenues and share of wallet
• Pursue sales opportunities and leads to close new accounts
• Ensure delivery of financial and operational targets 
• Liaise with and manage interaction with Local Account Managers for the dedicated accounts within each OpCo and other virtual team members across all relevant functions
• Manages both tactical and operational elements related to the accounts managed with the Local Account Managers within each OpCo
• Partner with bid management organization to build and guide on the detailed RFP responses and contract development
• Develop and maintain strong long-term relationships with the key account decision makers
• Evaluates customer preferences, pricing, product terms and conditions to ensure that client requirements are met; gather and analyse data regarding competitor pricing and products and ensure that MTN products and services fit customer requirements
• Provide input and guidance into data collection for reporting and forecasting
• Adhere to MTN policies for compliance and sound governance
• Collaborate to provide direction on the service relationship for nominated accounts e.g., interlocks with supporting departments to ensure accurate billing
• Responsible for quality bid and proposal management, identifying and reporting on key risks and issues
• Provide inputs to decisions on new product propositions and services for customers based on his understanding of the customer requirements and needs
• Create reports and insights on sales pipeline and expected RFPs on the accounts managed
• Develop relationships to guarantee understanding and involvement in the connectivity RFPs issued by of his/her managed accounts in order to increase the chances of conversion for MTN
• Interlock with supporting departments to ensure billing customer service centres are supporting the nominated accounts

Qualifications
Education:

• Minimum 4-year Academic Degree (Sales & Marketing / Finance / IT)
• Post graduate qualification 
• (MBA/CA/Masters as advantage)
• English, French and Arabic (as advantage)

Experience:

• 5 - 8 years sales experience in ICT industry focussed on the ISP/Telecommunications sector 
• Proven track record of leading and managing a direct or virtual team
• Experience with Multinational Accounts with managed track record
• Knowledge of sales performance reporting 
• Excellent communication skills across verbal, written, and presentation and experience of presenting to senior customers
• Worked across diverse cultures and geographies advantageous
• Experience in global/multinational enterprise, coupled with working in emerging markets
• Proven track record of performance against sales targets 
• Financial literacy to read and understand company financial statements and annual reports 
• Fluency in French (desired)