Senior Specialist - Solution Sales Enterprise Business Unit at MTN

Responsibilities

Key Deliverables

Sales Planning

• Plan and execute a go-to-market strategy for target industry verticals, regions and segments in line with the Fixed Solutions sales strategy.
• Plan and execute the Fixed Solutions sales strategy to meet the set goals to ensure that sales targets are achieved or exceeded.
• Work with account managers to develop and execute a comprehensive account or territory plan.
• Build and manage a healthy sales pipeline focused on driving revenue, adoption and market penetration across regions and segments. 
• Deliver accurate business metrics, monthly forecasts and pipeline development reports.

Business Development

• Implement a consultative selling approach by prioritising client relationships and seeking out open dialogues to explore an understanding the clients’ business, services and technology needs before offering a solution.
• Work closely with account managers to identify, qualify, shape and convert opportunities.
• Work with account managers to ensure the timely submission of quality proposals, quotations and RFP responses.
• Prospect for new opportunities to up-sell and cross-sell and, in turn, expand existing accounts within an established geographic territory and solution product line.
• Generate demand by assisting clients to identify and qualify current needs.
• Drive revenue and market share in enterprise accounts across defined industry verticals, regions and segments.
• Engage with segment and regional account management teams, presales solution architects, external partners and professional services organisations to drive large and highly complex opportunities to closure.
• Work with account managers to positions MTN as a market leader within the target markets by conveying compelling value propositions and return on investments for the Fixed Solutions offering. 
• Develop a personal network within the business sector and represent MTN Fixed Solutions portfolio at key ICT events, such as conferences and trade fairs, to enhance the visibility and reputation of MTN and its ICT products and services offering.
• Maintain a high level of knowledge of MTN Fixed Solutions while keeping abreast of the competitive landscape and industry trends.

Product Development

• Contribute to the pre-sales process by working with solution architects to create best solution designs for customers.
• Collaborate across functional teams within the ICT Business to enable the development of solutions necessary to drive the desired business outcomes for customers
• Provide customer feedback to Product Owners on product performance; and support the roll-out of new products.

Governance and Risk Management

• Maintain alignment to the Group sales and presales architect processes.
• Comply with relevant MTN policies and procedures

Qualifications

Job Requirements (Education, Experience and Competencies)

Education: 

• Minimum of 3-year diploma preferably in an ICT discipline.
• Fluent in language of country with basic command of English.

Experience:

• Minimum of 3 years’ commercial experience in a complex technology solution-selling environment.
• Experience engaging with and providing ICT solutions to senior stakeholders within large enterprise client accounts.
• Deep customer-facing experience, particularly on large accounts combined with the ability to work with account managers.
• Experience working in a medium sized organisation.