Senior Manager - Head of ICT COE Solution Sales Enterprise Business Unit at MTN

RESPONSIBILITIES

Strategy Development and Implementation

• Co-create, refresh and monitor with ICT, Enterprise and OpCo Leadership an industry and client priority portfolio.
• Work with KAMs and Digital Advisory team to develop solution priorities and roadmap for these target industries and clients.
• Define and execute an ICT solutions and development roadmap aligned to MTN ICT strategy and priority industry and client needs.
• Develop a roll out approach that builds MVPs, aligned to client priorities, that can be applied, codified and then scaled.
• Develop partnership and ecosystem strategy in line with ICT solutions and manage selected partnerships.
• Develop a strategy and associated OpCo roadmap to incubate, commercialise and extend ICT solutions across the 6 OpCos, South Africa, Nigeria, Uganda, Cameroon, Ivory Coast, Uganda.
• Collaborate with Sales Ops/ Forecasting and Architecture to develop commercial constructs for Solution Verticals (Cloud, Connectivity/ UCC, IOT and Security).
• Collaborate with KAMS and B2B sales account teams to translate this into deal specific pricing.
• Scan the external environment for market and technology developments in ICT.
• Ensure execution of strategies through creating and implementing tactical plans for the ICT solution sales team to follow.
• Ensure operational trackers are updated and maintained.
• Develop strong partnerships with ICT unit, OpCo EBU, OpCo Tech, GEBU, market representatives, MNC, Partners and L&D teams.
• Governance

Strategic Meetings

• Ensure that the relevant ICT solution sales growth governance and operational committees are set up to drive targets and knowledge sharing across OpCos.
• Participate and provide input in strategic meetings.
• Perform evaluation baseline of key performance indicators (KPIs).
• Request for relevant budget for internal projects and new initiatives.
• Facilitate preparation of proposals on change initiatives, policies and procedures.

Escalations

• Escalate issues that will result in severe time, scope, productivity, and cost or resource or reputational impact.
• Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery.
• Manage and provide solutions through stakeholder consultation where relevant.

Function Tactical

• Review all projects initiated.
• Prepare objectives, targets and budgets for Sales Execution as applicable.
• Review key risks, issues and dependencies and set mitigation actions.
• Facilitate in sign-off / making decisions regarding tactical changes.

Performance

• Monitor performance and alignment with MTN SA strategy.
• Ensure alignment between and across other functions within the MTN SA organisation, including but not limited to the ICT unit, OpCo EBU, OpCo Tech, GEBU, market representatives.

Reporting

• Report on a periodic basis to the business units relating to in market performance of new products/propositions including progress made with implementation of new launches.
• Report on an ad hoc basis on specific projects, as required.

Budgets

• Manage functional budgets in line with overall business objectives.
• Manage project initiative budgets in line with business objectives.
• Ensure that the cost of operations is reduced, in line with a least cost operating strategy.
• Operational Delivery

Guidance and Support Delivery Management

• Work with Enterprise Business leadership to develop, execute, optimise and assess an enablement programme for ICT including technology and processes.
• Communicate enablement strategy and KPIs to stakeholders.
• Define skills and to drive solution selling as a discipline and work with HR and service providers to build these capabilities. 
• Work closely with training vendors and suppliers to update and implement relevant content for ICT solution sales growth supported by the Enterprise Marketing and Business Intelligence training offerings.
• Define, establish and grow an approach to Solution development that includes an MVP approach to accelerate time to market.
• Guide team to develop standardised proposals and pre-sales materials in line with ICT solutions and priority clients.
• In conjunction with Sales Operations, build commercial constructs and associated pricing. 
• In conjunction with marketing and product development, create and maintain written content such as case studies, competitive information fact sheets, product collateral, and other custom work needed to educate the sales teams on how to advance deals through the pipeline.
• Establish and manage effective interlock processes for Lead Generation with KAMs and other client facing teams. 
• Establish and manage effective interlock processes and ways of work regarding solution development and commercialisation with Digital Advisory, Architecture and other core teams. 
• Design, deliver and maintain a comprehensive ICT solution training roadmap. Ensure the curriculum covers market, competition, company, products and services, ICT solution and sales processes and systems, ICT solution and sales methodology, manager, coaching, sales tools and skills training. This should encompass:
• Onboarding of new hires.
• Solution selling.
• Product Solutions training and certification for sales organisation.
• Sales training aligned with sales process and best practices (Solution Selling, Negotiation, Proposal writing, Account Management, New Business Management, Communication Skills, Coaching and Presentation training).
• Ongoing product training.
• New product launches (aligned to go to market strategy).
• Systems Training.
• Drive continuous innovation in enablement programs and tools to enhance overall excellence across Solution Sales.

Staff Leadership and Management

• Lead, mentor, and manage a team of ICT solution sales professionals, providing coaching, guidance, and performance evaluations.
• Develop and maintain a high-performance ICT solution sales team that consistently meets or exceeds targets.
• Foster a culture of collaboration, continuous improvement, and customer-centricity within the team.
• Ensure open communication channels with staff and implement change management interventions where necessary.
• Provide definition of roles, responsibilities, individual goals and performance objectives for the team.
• Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program.
• Develop and implement a training plan to build and develop skills within the team.
• Performance manages resources in accordance with HR policy and legislation where necessary.
• Actively participate in leadership team and develop skills of own team.
• Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance.

Self - Management

• Enable and model healthy employee relations and collaborative teamwork.
• Act as an ambassador for the ICT CoE by actively demonstrating and “living” the Brand values and vital behaviours. 
• Make the environment the best place to work by fostering professionalism, loyalty, and commitment to the organization. 

Key relationships:

• Direct reports: 3+
• Key customers: All MTN OpCos - across the markets 
• Relations, etc.: ICT CoE team (All markets)

QUALIFICATIONS

Education

• Matric / Grade 12; plus 
• Bachelor’s degree in computer science, IT, Engineering, Networking, Business Administration or related qualifications
• Technical Industry related certification advantageous 
• Cloud: MSFT, AWS, GCP
• MNS: Cisco, Huawei 
• IoT: Eseye, IoTA
• UCC: MetaSwitch, BroadSource
• Security: Wipro, Securicom, MSFT, etc.

Experience

• At least 15 years related experience in the ICT solution sales inclusive of:
• 5-10 years' experience specifically delivering ICT solution sales in a Telecommunications, ICT/Technology, systems implementation or Consulting environment.
• 3-5 years’ experience delivering technology/ digital transformation for large enterprises.
• Good understanding of Cloud, Cyber, Connectivity and IOT
• Demonstrated effective written and verbal communication skills, specifically in proposal and pitch development.
• Worked across diverse cultures and geographies advantageous.
• Experience working in a medium to large organisation.