Senior Consultant: IoT Solutions Sales at MTN Nigeria

MTN Nigeria is part of the MTN Group, Africa\'s leading cellular telecommunications company. On May 16, 2001, MTN became the first GSM network to make a call following the globally lauded Nigerian GSM auction conducted by the Nigerian Communications Commission earlier in the year. Thereafter the company launched full commercial operations beginning with Lagos, Abuja and Port Harcourt. MTN paid $285m for one of four GSM licenses in Nigeria in January 2001. To date, in excess of US$1.8 billion has been invested building mobile telecommunications infrastructure in Nigeria. Since launch in August 2001, MTN has steadily deployed its services across Nigeria. It now provides services in 223 cities and towns, more than 10,000 villages and communities and a growing number of highways across the country, spanning the 36 states of the Nigeria and the Federal Capital Territory, Abuja. Many of these villages and communities are being connected to the world of telecommunications for the first time ever. The company\'s digital microwave transmission backbone, the 3,400 Kilometre Y\'elloBahn was commissioned by President Olusegun Obasanjo in January 2003 and is reputed to be the most extensive digital microwave transmission infrastructure in all of Africa. The Y\'elloBahn has significantly helped to enhance call quality on MTN network.

Mission/ Core purpose of the Job

• The Senior Consultant – IoT solution Sales will be responsible for Innovating and developing IoT solutions portfolio, aligned to priority industry sector and customer needs to deliver new revenue streams, working closely with KAM and B2B account and sales teams in Nigeria and potentially across MTN OpCo’s.

Key Deliverables

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 IoT sales strategy.
• Execute the IoT 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

• complex and strategic deals and influence new IoT strategic opportunities by engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes, and landing the value proposition of Eseye platform, including ISV’s we will be onboarding.
• customer trust with technical expertise in identity and management solutions, communications & productivity platforms, and AI solutions.
• as subject matter expert for IoT, navigating complex deal orchestration, supporting competitor displacement opportunities, and sharing proven practices with field sellers through readiness and coaching to accelerate sales opportunities and engage confidently at CxO level to present your findings and initiatives.
• IoT opportunities with creative deal strategies, POCs, demos and storytelling that overcome customer challenges, while leveraging core team stakeholders (Marketing, Partners, Engineering, FastTrack, Biz Desks.)
• and expand Eseye platform functionalities with Customer Business Decision Makers and support sales teams.
• KAM and GAM of the team on IoT and lead the community to foster best practice sharing.
• engineering and product groups with closed loop feedback supporting refining the sales process and product updates
• IoT use cases workshops as per GTM strategy

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 IoT industry experts to anticipate customer needs and facilitate solutions development.
• Support Product teams with the development and execution of external strategic IoT 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

Experience:

• Min of 10 plus of experience in ICT
• Minimum of 8 years of IoT and technology-related sales management or business development experience.
• Manager track record of 5 years or more; with at least 3 years in the Operational technology of IOT
• Deep domain experience in one or two industry verticals is essential, in line with the IOT vertical specialisation in the industry
• Min Experience of 3 years in working with IOT technology companies like ABB, GE, Schneider, or similar environments is key
• Technical experience of enterprise architecture and delivery experience in IOT solutions are advantageous
• Ability to lead a consultative, TCO lead, technical sell for a min of 3 years.
• 7 + years of experience in enterprise sales.

Method of Application