Senior Manager: Global Accounts Management at MTN

About the job
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.
• Context (Global influences, environmental / industry demands, organisational mission etc.)

MTN is entering a new phase in its lifecycle where operational and commercial excellence has become critical for success. The urgency for change has become more heightened amidst increased competitive intensity across all markets in which MTN operates. The Global Account Manager must therefore ensure the successful delivery in context of:

• MTN positioning as the best connectivity provider in Africa and the Middle East
• MTN decision to centralise the management and solution creation of Regional MNC accounts
• Rapidly changing ICT environment
• The geographic complexity of MTN’s foot print across Africa and the Middle East
• Management of executive and local shareholder expectations across all 22 OpCos
• Achievement of top quartile operating efficiency and effectiveness through scale and common processes
• Driving growth through business intelligence and standardization to maximize business impact
• Management of customer and supplier expectations 
• Enhance MTN position as a leading network and system provider
• Constant dynamics and local challenges in the economic, regulatory and legal environments
• 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)