Senior Manager: Global Accounts Management (GAM) at MTN

Mission/ Core purpose of the Job
The Senior Manager (GAM) will manage a group of selected global MNC accounts (1 to 6 accounts) with a prime focus on increasing share of wallet. He/she will work with a diverse team (including but not limited to Sales, Pre-Sales/Solution Architects, Service Managers) to maintain and grow account base and ensure service delivery and customer satisfaction

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)
The Senior Manager: GAM 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
• Be fully responsible and accountable for the managed accounts revenue targets
• Deliver account planning and manage pipeline through use of statistical data related to clients and industry trends
• 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 his dedicated accounts within each OpCo and other virtual team members across all relevant functions
• Coordinate operations related to his/her managed accounts with the Local Account Managers within each OpCo
• Partner with bid management organization to build out 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 into data collection for reporting and forecasting
• Adhere to MTN policies for compliance and sound governance
• Work collaboratively to provide direction on the service relationship for nominated accounts e.g., interlocks with supporting departments to ensure accurate billing
• Remain 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 on sales pipeline and expected RFPs from the account 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

Job Requirements (Education, Experience and Competencies)
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:

• 6-10 years sales experience in ICT industry focussed on the ISP/Telecommunications sector
• Experience with Multinational Accounts
• 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
• Fluency in French (desired)