Senior Specialist: MNS/Security Solutions Sales - MTN Ghana

Mission/ Core Purpose of the Job

To lead demand-generating sales activities for Managed Network/Security Solutions, from new and existing clients in the enterprise space, through consultative selling of the full scope of Security software and services offering, tailoring solutions to address client needs. To drive revenue and market share growth across assigned accounts and territories, by expertly managing sales opportunities from discovery to closure.

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

Key Deliverables

Sales Planning

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

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Business Development

• Implement a consultative selling approach by prioritising client relationships and seeking out open dialogues to explore an understand the clients’ business, services and technology needs before offering a solution.
• Understands any SD-WAN technology and NFV technology and the value proposition the customer
• Expertise in Global WAN network design and implementation on SDWAN technologies e. g. Cisco Viptela..etc.
• Experience in designing integrated WAN and SDWAN solution for big WAN transformation projects
• Expertise in planning and designing WAN transformation and migration methods Design, Solution,
• Build and Deployment Experience on Advanced technologies:
• Develop, prepare and deliver security-based proposals and solutions for enterprise accounts.
• Exceed sales quota by creating and implementing strategic account plans, targeting enterprise-wide deployments.
• Drive proactive campaigns to build the pipeline and utilise specialised security domain knowledge and skills to prospect, qualify, negotiate and close opportunities.
• 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.
•  Integrate security services with other MTN ICT products and services offerings to position security as an inherent solution for customer business requirements.
• 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 Security Solutions offering.
• Develop a personal network within the business sector and represent MTN MNS/Security 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 MNS/Security Solutions, whilst keeping abreast of cybersecurity industry trends and emerging security threats.

Product Development

• Contribute to the pre-sales process by working with solution architects to create best solution designs for customers.
• Interface with both internal and external cybersecurity industry experts to anticipate customer needs and facilitate solutions development.
• 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.

Education:

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

Experience:

• Minimum of 5 years’ commercial experience in technology sales with a focus on cloud network security technology, endpoint security, data protection, and identity management systems.
• Experience engaging with and providing ICT solutions to senior stakeholders within large enterprise client accounts.
• Fundamental understanding of security threats, solutions, security tools, and network technologies.
• Experience working in a medium-sized organisation.

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