Job Description

• The Senior Manager – Solution Sales is responsible for planning, directing, and managing the day-to-day operations of the Converged Solutions (CS) Solution Sales team across Southern Africa.
• This role drives business development activities and revenue growth across new and existing market segments, regions, channels, and partnerships by selling the full scope of MTN’s products and services in a consultative manner.
• By tailoring solutions to address client needs, the Senior Manager ensures the delivery of innovative, industry-specific solutions, while spearheading strategic initiatives to expand MTN’s market presence. The role oversees solution development, commercialization, and the execution of high-impact sales pipelines, ensuring rapid go-to-market strategies through MVP-driven models.
• This position also focuses on building strong partnerships and networks to drive revenue growth within the Region and business transformation, aligning with corporate objectives and enhancing MTN's competitive position.

Strategy Development and Implementation

• Develop and ensure execution of a high-impact sales pipeline strategy for BL solutions within South Africa, driving substantial contribution to the overall revenue targets and growth trajectory.
• Develop a Regional-specific focused sales strategy for BL Solutions sales, product development and marketing efforts for specific industries or sub-industries with the greatest potential for impact.
• Develop the strategic business plan for Southern Africa maximising sales targets and revenue from new and existing clients by addressing the unique needs and opportunities.
• Champion innovation and MVP-driven go-to-market strategies, rapidly bringing new solutions to market that meet evolving client demands and maintain MTN's competitive edge.
• Drive strategic decision-making and thought leadership in solution sales, influencing key stakeholders to adopt new technologies and supporting business transformation through Business Line solutions.

Business Development

• Lead a 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
• 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 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 and Business Line solutions. Drive the business
• Work closely with GMs to qualify, shape, and convert opportunities. Look at hunting specific opportunities in the product industry vertical solution, specific to sensors, hardware, various technologies.
• Support client engagement initiatives and act as specialist sales lead for Solutions within the South African region.
• 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
• Build reliable, sustainable, mutually beneficial relationships with key client buying influences and senior 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 product 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, Policies, Procedures

• 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.
• Lead in governance forums and required and ensure solutions/ PoCs developed comply with Architecture and Business Line standards defined
• Work in alignment with Group standards, practices, policies and principles.
• Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery.
• Continuously review key risks, issues and dependencies and set mitigation actions. Proactively flag and escalate issues and manage impacts on resources, cost and productivity.
• Facilitate collaboration between internal teams and partners to drive joint initiatives and resolve issues.

Revenue and Budget Management/ Cost Control

• Set and drive sales targets (such as sales order numbers and revenues) for South African Market Solutions and cascade these accordingly into the different MTN market segments (Small, Medium, Large and Public Enterprises) and provincial regions
• Drive special initiatives with strategic partner alliance on industry vertical solutions, and leverage key assets of MTN
• Provide input into and review the budget, ensuring that it provides MTN with return on investment, and obtain approval thereof.
• Manage and optimise and communicate the budget, expense report, ensuring that all expenditure is in line with the budget.
• Monitor costs and determine initiatives to optimize resources. Ensure cost effectiveness by maximising cost/benefit ratios.
• Identify opportunities to generate additional revenue.
• Base annual budgets on the identification of trends and patterns within the current operations and extrapolate these over the next planning cycle, taking any known changes in new products or services into consideration

Customer Experience and Satisfaction

• Monitor and analyse Customer Satisfaction (CSAT) and Net Promoter Score (NPS) data to identify trends, areas for improvement, and actionable insights.
• Develop and implement strategies to improve customer satisfaction and loyalty, ensuring that customer feedback is effectively incorporated into product and service enhancements.
• Collaborate with cross-functional teams to address key pain points in the customer journey, resolving issues that negatively impact customer experience.
• Ensure that customer-facing processes are optimised for efficiency, quality, and consistency, aligning with customer expectations and company standards.

Track and report on the performance of customer satisfaction initiatives, providing insights and recommendations to senior leadership.

People Leadership/ Management

• 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.
• Attract, develop and retain appropriate talent. Build talent by identifying and developing new leaders for the respective environment
• Create and implement personal development plans
• Define the divisional KPAs and KPIs that will be cascaded down to each area
• Manage Performance and identify training needs. Coach and guide subordinates
• Enable and model healthy employee relations and collaborative teamwork
• Manage diversity, develop, and embed an Employment Equity plan for the business area
• Contribute to building a culture of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence management
• Act as an ambassador for the team by living the Brand values and vital behaviours and changing and influencing employees’ behaviour
• Make the environment the best place to work. Foster professionalism, loyalty and commitment to the organization. Build the Company’s brand to be the employer of first choice

Education

• 3 year degree equivalent / 4-year tertiary qualification (Technical/ Commercial) or related
• Masters degree advantageous
• Fluent in English and language of country preferable

Experience

At least 7 years of technology related sales or business development experience;

• Min of 5 years of sales management experience in sales forecasting, budgeting, revenue responsibility for the business
• Worked across Large and Public enterprise to have lead, closed deals.
• Indirect sales experience through various channels
• Technical- implementation & architecture skills in execution of the turnkey projects and assurance.
• Worked across diverse cultures and geographies advantageous.
• Experience working in a medium to large organisation.
• Industry domain experience of 3-5 years
• Experience in the Business Line specific solutions and products

Skills

• Strong consultative skills & negotiation skills
• Excellent verbal and communication skills
• Demonstrated ability to think strategically about business, product, and technical challenges.
• Reporting, storytelling & presentation skills
• Strong technical proficiency in product related technology

NB ! Please note that this is a Limited Duration Contract (LDC)