Senior Specialist – Solution Sales Cloud.Enterprise Business Unit, Spécialiste Senior – Solution Sales Cloud.Enterprise Business Unit, Douala, MTN

Role Responsibilities/ Responsabilités du rôle

Job Description

2. Context (Global influences, environmental / industry demands, organisational mission etc.)

Fast moving industry with constantly changing business requirements and technologies.

Fluid complexities of client expectations and demands.

Highly competitive market with new and established competitors and aggressive competitor strategy and delivery.

Highly dynamic and fluctuating Telecommunications industry.

Total client experience for MTN brand.

Constantly changing client and market needs.

Fast paced environment.

Market dynamics and developments.

MTN policies, processes, and procedures.

Regulatory industry Norms govern MTN and partners.

Highly pressurised, deadline-driven environment.

Highly legislated / regulated environment requires compliance and adherence to Industry standards and benchmarks.

Participative environment – highly diverse and team-focused.

3. Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA’s)

Key Deliverables

Sales Planning

Plan and execute a go-to-market strategy for target industry verticals, regions and segments in line with the Cloud Solutions sales strategy.

Plan and execute the Cloud 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.

Develop, prepare and deliver cloud-based proposals and solutions for enterprise accounts.

Guide clients to the right solutions by optimising cloud pricing and performing Total Cost of Ownership (TCO) analysis.

Exceed sales quota by creating and implementing strategic account plans, targeting enterprise-wide deployments.

Drive proactive campaigns to build the pipeline and utilise specialised cloud domain knowledge and skills to prospect, qualify, negotiate and close opportunities.

Interface with customers to discuss their cloud planning activities in order to influence and shape their cloud strategy and enable their digital transformation.

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.

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 Cloud Solutions offering.

Develop a personal network within the business sector and represent MTN Cloud 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 Cloud Solutions, while keeping abreast of the competitive landscape and industry trends.

Product Development

Work collaboratively with Cloud Enterprise Architects to create best solution designs in order to deliver maximum customer value.

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’s 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.

4. Job Requirements (Education, Experience and Competencies)

Education:

Minimum of BSC/HND preferably in an ICT discipline.

Fluent in language of country with basic command of English.

OEM Sales Certifications like Cisco, Microsoft, AWS, Google Public Cloud

Experience:

Minimum 6 -13 years’ experience which includes:

Minimum of 6 to 13 years’ commercial experience in technology sales with a focus on cloud computing products or services specifically within a IT System Integrator, OEM or Managed Network Provider.

Experience engaging with and providing ICT solutions to senior stakeholders within large enterprise client accounts.

Strong commercial acumen and ability to articulate TCO and ROI to customers

Deep customer-facing experience in technical consulting/business casing, contract negotiation, particularly on large accounts combined with the ability to work with account managers.   Technical  experience of architecting solutions and deal shaping in respect of charging models and SLA’s

Cocreation with the clients, driving transformational initiatives with the clients at C-level.

Competencies:

Head – Big Picture Focus

Analytical Thinker –   Manages the alignment and execution of tactical activities.

Problem Solver – Assists in solving business challenges but looks to others for advice and guidance.

Operational Value Creator – Executes on innovative commercial practices and identifies areas for continuous improvement.

Heart – Emotionally Intelligent

Culture and Change Champion – Role models ethical practices by living the MTN values and vital behaviours for others to follow.

Supportive People Manager – Is self-aware and supports team capability development through opportunity creation for realising potential.

Relationship Manager – Builds relationships with customers and teams to uphold the MTN brand.

Hands – Results Focused

Results Achiever – Drives team objectives and contributes to sustainability of results.

Operationally Astute – Clarifies priorities, plans, organizes and co-ordinates the work of others.

About Us

MTN Group Limited is a South African multinational mobile telecommunications company, operating in many African, European and Asian countries. Its head office is in Johannesburg. MTN recorded 232.6 million subscribers, making it the eighth largest mobile network operator in the world, and the largest in Africa.

With more than 17510 professionals, working in over 20 countries around the world.

MTN recruiters are always searching for brilliant candidates with an entrepreneurial spirit, looking for a work culture where innovation is the goal, hard work is expected, and creativity is rewarded. MTN employees enjoy competitive salaries, excellent health benefits, and a network of like-minded co-workers that drive innovation across the entire telecommunication industry.

About the Team

The Human Resources team partners with all aspects of the organization, driving success through the effective and innovative management of people for both current and future business needs.

Key roles that the Human Resources team performs:

Executive Role: Specialists in all aspects of people management. High-level input at a strategic level into all key business decisions.

Audit Role: Ensures all areas of the organization are compliant with legal requirements AND best practice employment policies and procedures.

Facilitator Role: Close partnership to support, advise and extend the ability of all areas of the organization to meet their objectives through the implementation of highly effective employment practices in areas such as Talent Acquisition, Learning and Development, Reward systems, Performance Management, Health and Wellbeing.

Consultancy Role: Provide expert advice to the organization and it’s managers on any aspect of workforce management and employee relations and performance.

Service Role: Ensure the organization is fully aware of and is equipped to deal with developments impacting employment matters, such as changes in legislation, changes in the characteristics of the labor market.

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