Account Partner - EB Strategic Sales at MTN Nigeria

Reports To: Manager - Strategic Accounts

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.