MTN Cameroon is looking for Senior Specialist – Solution Sales Cloud.Enterprise Business Unit
Location: Douala, Littoral, Cameroon
JOB DESCRIPTION
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.
How to apply?
