Senior Manager - Value Sales at MTN Nigeria

Reports To: General Manager - Enterprise Sales

Division: Enterprise Business

Mission:

• To develop Enterprise Business ICT sales strategy and plans that will deliver shareholder value
• Drive sustainable revenue growth through digital, platform‑led, and solution‑based offerings beyond traditional connectivity.

Description:

• Lead value based pricing and commercial modelling for complex enterprise solutions and contracts.
• Ensure margin optimization and pricing governance across enterprise deals and portfolios.
• Own commercial business cases for large and strategic opportunities, ensuring alignment between revenue growth and profitability.
• Develop a contact strategy and create/maintain an in-depth account development plan (ADP) for each of the defined ICT accounts.
• Exercise thought leadership at Board level based on MTN’ s Converged strategy, demonstrating an understanding of the business strategies and communications dependencies of the customer; demonstrate the compelling value proposition of MTNN Enterprise Business.
• Provide in-depth sector and company specific financial analysis which forms the basis for C level commercial discussion and decision making.
• Ensure full integration of quality management processes within all sales activities for the defined strategic accounts, ensuring effective deployment on a day-to-day basis.
• Analyze relevant metrics and measures to routinely monitor progress against targets and take appropriate managerial action to ensure targets are met or exceeded. 
• Evaluate sales performance data to support management decision-making.
• Translate market and customer insights into actionable commercial strategies and execution plans.
• Facilitate enterprise Converged sales efforts within the framework of agreed account development plans in order to achieve operational targets for revenues, profitability and customer satisfaction.
• Ensure full compliance with telecommunications license provisions, sector regulations and competition laws.
• Maintain effective working relationships with internal and external suppliers
• Demonstrate in-depth industry/sector and technical knowledge required to build realistic account specific business cases to aid sales team in achieving sales targets 
• Regularly review and assess the performance of the value sales team, implementing improvements as needed.
• Ensure that the bids team documentation, including licenses, are up to date
• Own customer value realization post‑sale, ensuring contracted value is delivered, adopted, and expanded.
• Act as a trusted commercial advisor to C‑suite customers, aligning MTNN solutions to their strategic business objectives.
• Own commercial performance of ecosystem and strategic partners, including joint targets, pipeline development, and revenue delivery.

Education:

• A first degree in Business Administration, Engineering or any relevant discipline
• Master’s in business administration would be an advantage

Experience:

9 - 17 years’ experience which includes:

• Manager track record of 5 years or more; with at least 3 years in relevant sector/ industry 
• Worked across diverse cultures and geographies advantageous 
• Minimum of 5 years’ experience in Technical sales 
• Strong Negotiation and Analytical skills 
• Experience in developing sales strategies and performance metrics in an ICT/Telecoms environment
• Proven exposure to digital, cloud, cybersecurity, platform, or solution‑based enterprise sales models.
• Experience working with ecosystem partners, alliances, or joint go‑to‑market initiatives.
• Demonstrated experience leading large, complex enterprise deals with multiple stakeholders and long sales cycles.