Reports To:
Manager - EB Sales Large and Medium Enterprise SouthEast
Division:
Enterprise Business
Mission:
To provide professional, consultative account management inputs to the creation and maintenance of Enterprise Solutions sales strategy and plan that will deliver shareholder value.
To direct enterprise sales efforts for allocated corporate accounts within the framework of agreed account development plans which meet operational targets for revenues, profitability and customer satisfaction.
Description:
Conduct research on potential customers and their industry, IT estate, digitalization priorities and buying centres using CRM and sales-intelligence tools.
Carry out continuous analysis of relevant industry, to identify new prospects or opportunities for the corporate sales department
Prepare and present all enterprise sales (weekly and monthly), contractual documentation and status reports according to MTN quality standards, and maintain accurate CRM pipeline hygiene and forecasting
Carry out continuous analysis of relevant industry, to identify new prospects or opportunities for the corporate sales department.
Log all customer requests for service, queries and complaints, escalate and troubleshoot where necessary.
Co-ordinate pre-sales, solution architects, delivery and OEM/technology partners to scope, design and price fit-for-purpose solutions, and to secure delivery and commercial sign-off.
Maintain excellent partnership-relationships with customers, based on trust and an in-depth understanding of the customers’ business
Assist customers in understanding the value proposition and differentiation of MTN’s ICT solutions, articulating both the technical fit and the commercial/business outcomes.
Ability to liaise with supervisors on discount and pricing issues, and to engage internal delivery teams to align solutions, commercials and delivery commitments.
Education
First degree in related discipline
Relevant solution-selling or vendor sales certifications (e.g. Microsoft, AWS, Cisco, Fortinet, ITIL, or a recognized consultative-selling methodology) are an advantage.
Experience
3-7 years’ experience which includes
Minimum of 3 years’ experience in an area of specialization; with experience in supervising others
Demonstrable B2B solution-/technology-selling experience gained within a System Integrator, ICT solutions provider, managed service provider, OEM/technology vendor, data-centre/cloud provider or a telco enterprise business.
Experience working in a medium to large organization.
Track record of selling technology solutions, and of meeting or exceeding a sales quota.