Senior Manager: IoT Solutions Sales - MTN Ghana

Mission/ Core Purpose of the Job

To plan, direct and manage the day-to-day operations of the ICT IoT Solutions sales. To grow the business development activities and revenue from new and existing market segments, regions, channels and partnerships, through the ability to sell the full scope of the businesses’ products and services in a consultative manner and tailoring solutions to address client needs.

Context

• 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.
• A highly legislated / regulated environment requires compliance and adherence to Industry standards and benchmarks.
• Participative environment – highly diverse and team-focused.

Key Deliverables

Strategy Development and Implementation

• Execute the IoT Solutions aspect of the overall ICT Business Development Strategy to deliver superior sales performance through efficient allocation of resources and managing priorities to deliver against set performance goals.
• Develop a strategic business plan for IoT Solutions to maximise sales targets and revenue from new and existing clients by addressing their unique needs and opportunities.
• Develop a vertical-focused sales strategy for the IoT Solutions sales, product development and marketing efforts for specific industries or sub-industries with the greatest potential for impact.

Business Development

• Develop and implement innovative sales channel approaches in order to reach customers on a large scale in a cost-effective way.
• Partner with Segment and Regional heads to execute IoT Solutions sales programs and campaigns and drive the go-to-market strategy to identify new markets and opportunities.
• Develop the segment- and regional-specific messaging, collateral materials, and use cases that effectively communicate the MTN value proposition for enterprise IoT solutions. Drive the business
• Work closely with GMs to qualify, shape, and convert opportunities. Look at hunting specific opportunities in IOT industry vertical solution, specific to sensors, hardware, various IOT technologies like Laura, Sigfox etc
• Support client engagement initiatives and act as specialist sales lead for IoT Solutions.
• Synthesise data and information gathered from client engagements into succinct findings, derive strategic insights and persuasively communicate findings and perspectives to senior business stakeholders. Drive large deals valued above R200 M TCV
• Build reliable, sustainable, mutually beneficial relationships with key client buying influences and senior ICT business stakeholders such as Chief Information Officers, Business executives for the purpose of identifying opportunities and generating leads.
• Enable pre-sales teams with technical product knowledge to develop trust with the enterprise clients and able to offer a more consultative role to customers.
• Partner with key vendors in developing upcoming technology expertise to enhance enterprise product portfolio, work with alliance to create solutions relevant to client in IOT space, especially the hyperscale provider.
• Grow relationships with marquee or anchor clients and develop expertise in top vertical industries to establish the MTN business as a key player in the market to enable growth in market share.

Governance and Risk Management

• Supervise the implementation of functional policies, standard operating procedures and best practices that ensure operational efficiency, accuracy, security, integrity and compliance with relevant laws and regulations.
• Identify and manage partners and ensure all contracts are managed in line with procurement policies and standards, in order to drive compliance to set processes and procedures.

Revenue, Cost and Budget Management

• Set and drive sales targets (such as sales order numbers and revenues) for IoT Solutions and cascaded these accordingly into the different MTN market segments (Small, Medium, Large and Public Enterprises) and provincial regions across South Africa.
• Drive special initiatives with strategic partner alliance on industry vertical solutions, and leverage key assets of MTN
• People Leadership and Organisational Capability Building
• Manage a highly talented IoT Solutions sales team, focused on driving adoption and market penetration to deliver a consistent and optimised customer experience. Ensure high-level execution at every stage of the pipeline development and sales process.
• Hold direct reports accountable for the achievement of business plans and take corrective actions where necessary to ensure achievement of business objectives.
• Instil the IoT domain knowledge within the sales team.
• Manage, coach and mentor team members within the Sales function by understanding team members’ aspirations and goals in order to deliver on the key objectives of both the employee and the function.
• Facilitate regular sales enablement workshops for training and development initiatives on Product and Services updates for Solution Sales personnel and Account Managers to ensure the team is up skilled and enabled to provide a high-quality service to clients.
• Evaluate current capabilities within the Sales function, identify gaps and prioritise development activities, and authorise recruitment from outside the organisation, when and as is needed.
• Drive a culture of continuous improvement, high performance, and accountability management to effectively manage attraction, development and retention of talent.

Education:

• Minimum of a University degree in Computer Science/Engineering, Business Administration, Marketing, Sales.

Experience:

• Minimum of 8 years of technology-related sales or business development experience.
• Min of 5 years of sales management experience in sales forecasting, budgeting, and revenue responsibility for the business
• Worked across Large and Public enterprises to have lead, and closed deals.
• Indirect sales experience through various channels in IOT
• Technical- implementation & architecture skills in the execution of the IOT turnkey projects and assurance.
• Experience in Cloud GTM across the key hyper-scale players