Main Purpose:

To drive revenue and market share growth for Managed Network Services, by expertly managing sales opportunities from discovery to closure by leading demand-generating sales activities in the Enterprise space, through consultative selling of the full scope of the MNS services offering, tailoring solutions to address client needs. 

The Senior Consultant – MNS Presales is responsible for the architecture of MNS solutions to prospective customers, working closely with Senior stakeholders externally (customer and partners) and internally with leadership teams in MTN including Commercial, Product and Delivery teams throughout the sales cycle, to ensure that proposed technical solutions address the customer needs.  The solution sets will span across the capabilities of MTN and its partners.

The Senior Consultant – MNS Presales will be responsible for creating buy-in for the product vision both internally and with key external partners, developing product pricing and positioning strategies, translating product strategy into detailed requirements and prototypes.
 

MTN Uganda Limited is an equal opportunity employer, in conjunction with the MTN Centre of Excellence (South Africa) seek to recruit a competent individual to fill the following position;

Job Title: Senior Consultant - MNS/Security Solutions Sales 

Reports to: General Manager – Enterprise Business Unit  

No. of Vacancies: 1

Context (Global influences, environmental / industry demands, organizational mission etc.)

MTN is entering a new phase in its lifecycle where operational and commercial excellence has become critical for success. The urgency for change has become more heightened amidst increased competitive intensity across all markets in which MTN operates. The MTN Centre Of Excellence (COE) function must therefore ensure the successful delivery in context of:  

• Rapidly changing ICT environment  
• The geographic complexity of MTN’s footprint across Africa and the Middle East  
• Management of executive and local shareholder expectations across all 22 OpCos and MTN Global Connect Stakeholders
• Achievement of top quartile operating efficiency and effectiveness through scale and common processes  
• Driving growth through business intelligence and standardization to maximize business impact.  
• Management of customer and supplier expectations   
• Enhance MTN position as a leading network and system provider and build on MTNs ambition 2025 strategic intent in the COE of becoming a top 5 SI in South African Context  
• Constant dynamics and local challenges in the economic, regulatory, and legal environments
• Fluid complexities of client expectations and demands.
• Highly Legislated / Regulated environment requires compliance and adherence to industry standards and benchmarks.
• OEM Partner status is critical for the success of the business and key driver for success.

Main Job Functions:

Pre-sales 

• Identification of customer opportunities
• Collaboration between Sales, Marketing, Solutions Design and External partners
• Own forecasting of acquisition, retention numbers and stock required within assigned accounts
• Drive achievement of sales, retention, customer development and revenue targets for the assigned accounts
• Improve service delivery processes and systems
• Demonstration of MTNs values and living of its Brand

Sales Planning

• Plan and execute a go-to-market strategy for target industry verticals, regions and segments in line with the Managed Network Services sales strategy.
• Execute the MNS sales strategy to meet set goals ensuring that targets are exceeded
• Work with account managers to 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.
• To advise the Solutions Design team in selecting the best technology considering the time and budgetary constraints of customers to attain win win outcomes for all stakeholdersUnderstands SD-WAN, NFV, Industrial Wi-Fi and related MNS technology and  related value proposition to the customer 
• Expertise in WAN, SD-WAN and Global WAN network design and implementation on SDWAN technologies e. g. Huawei, Sophos, Fortinet or Cisco Meraki. etc. 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 MNS  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 MNS 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 MNS services with other MTN ICT products and services offerings to position MNS 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 MNSSolutions 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 MNSSolutions, whilst keeping abreast of  industry trends and emerging  threats.

Product Development

• Drive the enhancement of solutions in terms of creativity and innovation
• Contribute to the pre-sales process by working with solution architects to create best solution designs for customers.
• Interface with both internal and external MNS  industry experts to anticipate customer needs and facilitate solutions development.
• Support Product teams with the development and execution of external strategic MNS portfolio partnerships to efficiently deliver solutions on time
• Collaborate across internal 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.

Governance and Risk Management

• Maintain alignment to the Group sales and Presales architect processes.
• Comply with relevant MTN policies and procedures.
• Implement proper controls and processes to minimise revenue leakage.
• Appropriate implementation of DoA.

Education:

• Fluent in language of country with basic command of English.
• Minimum of 4-year tertiary qualification/ degree in Computer Science/ Engineering/ MIS/ Maths or a related field or equivalent experience
• MBA/ Masters advantageous
• ICT certifications are desirable (AWS and/or Azure, SD-WAN, Fortinet, IP Networking etc.)
• Cisco, Juniper or Huawei equivalent network certification is highly desirable – e.g. CCNA/CCDA and above, JNCIA/HCIA and above

Experience:

Minimum of 10 years Enterprise ICT application experience which includes:

• Minimum 5 years’ experience in design/ implementation/ consulting experience working with Sales Managers 
• Minimum of 5 years commercial experience in technology sales with a focus on cloud,  security technology, managed network services  related ICT solutions.  
• Minimum 5 years working experience in the areas of Solution Architecture, Product Design and/or Service Development
• Fundamental understanding of managed network services,  security threats, solutions,  tools, and network technologies.
• Experience engaging with and providing ICT solutions to senior stakeholders within large enterprise client accounts.
• Experience working in a medium sized organisation.
• Experience in Account Management is essential, preferably in fast moving industry

Successful Sales track record with Service provider / MNO / OTT accounts selling ICT and Data Services