Senior Manager - Senior Global Account Manager Enterprise Business Unit MANCO at MTN

JOB DESCRIPTION

• The SGAM/GAM is the leader of the global account team.  The role will achieve this through the indirect leadership of the Local account managers, Global Solutions and Manager, Global Service Manager and commercial, innovation and service teams at regional and local level, integrating a cross functional and geographical virtual team.
• The Senior Global Account Manager 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. 
• The SGAM is expected to play a leadership role that also includes briefing and advising the management in the different MTN operations (OpCos)  and in Group EBU and other MTN Group functions on the strategy, risks and opportnutiies of the Multinational clients in their portfolio.

RESPONSIBILITIES

• Manage ~1 to 6 Global Premium MNC accounts throughout their lifetime with MTN (existing and potential perspective clients) and across and beyond MTN footprint with Portfolio size above 600ZAR with ambition to growing the strategic accounts above 1BZAR within 18-24 months
• Engage with Premium MNC customers at executive level
• Be fully responsible and accountable for the managed accounts revenue targets (large accounts)
• Deliver strategic account planning and manage pipeline through use of statistical data related to clients and industry trends 
• Briefing and advising the management in the different MTN operations (OpCos)  and in Group EBU and other MTN Group functions on the strategy, risks and opportunities of the Multinational clients in their portfolio.
• lead of the global account team
• Mentor the local account managers
• Defend accounts through understanding competitive intelligence and understanding customer’s needs
• Understand and translate customer strategy and business drivers into the creation of new opportunities, thus developing the account globally
• 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 aligned to strategic targets 
• Ensure customer satisfaction for the global account 
• Liaise with and manage interaction with Global Account Managers for his/hers dedicated accounts within each OpCo and other virtual team members across all relevant functions
• Manages strategic and operational related to his/her managed accounts with the Global Account Managers within each OpCo
• Partner with bid management organization to build out detailed RFP responses and contract development
• Develop and maintain strategic 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 and stakeholders to ensure billing customer service centers are supporting the nominated account

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:

• 15+ years sales experience in ICT industry focused on the ISP/Telecommunications sector 
• Gold Certified Seller as per MTN Sales Academy Certification process – within 12 months in the role
• Experience with Multinational Accounts and growing accounts into large revenue accounts 
• Experience in managing sub-ordinates and ability to elevate account management 
• Ability to manage virtual teams to optimize virtual collaboration and performance
• 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)
• Deep understanding of MTN products and solutions
• Ability to share knowledge about the different solutions to address the demand with client and account team (without necessarily the need of pre-sales and specialist team)

Competencies:

Other – Personal Attributes:

• Ability to operate in a complex environment, full of ambiguity and continuous change
• High energy and work rate with ability to manage highly stressful periods
• Curious mindset, excited and have the ability to learn new ICT offerings
• Mentor/Coach to up-and-coming Sales members in both formalised and informalised settings
• Available to travel locally or internationally dependent on operational requirements