Senior Consultants at MTN Nigeria

Mission/ Core purpose of the Job

• The Senior Consultant : Security Presales is responsible for the architecture of Security solutions for existing and prospective customers, working closely with Senior stakeholders in the customer and various Leadership team and Executives within MTN, including Commercial, Product and Delivery teams throughout the sales cycle, to ensure that proposed technical solutions address the customer’s needs.
• Thesolution sets will span across the capabilities of MTN and its partners.

Key Deliverables

• Translate the customer requirements into working solutions
• Input into business cases to understand costs, risk and benefits of solutions
• Follow all relevant steerco and approval practices for customer solutions
• Obtain business approval through set forums on new innovations required for customer specific solutions
• Deliver on Customer POCs and ensure testing criteria is clear and agreed upon
• Sponsorship and mentorship for key deals within the environment of junior architects
• Commercial Acumen must be used to deliver solutions that fit within the customer budgets
• Understanding the customers key challenges and financial parameters to solution a winning proposal
• Provide input to the strategic direction of technology investments to assist in the development of the enterprise architecture and maximise the return on technology investment.
• Review, interpret and respond to detailed Business Requirements Specifications (BRS) to ensure alignment between customer expectations and current or future ICT capability.
• Translate business requirements into technical architecture specifications and models, solution design, process diagrams and concepts of operation.
• Estimate costs and input into a business case to justify the ROI for the solution, considering infrastructure, licenses, development and support.
• Present business cases to Senior Management (TFLS, TCOE, COE ICT and Commercial) for approval, funding and prioritization.
• Gain organisational commitment for all Solution Elements, as well as evaluate and select all technologies required to complete customer solutions considering functionality, data, security, integration, infrastructure and performance.
• Work in cross functional teams to define, deliver and support the design and development of technology solutions that are fit for purpose, meet the business requirements and objectives and are in alignment with the agreed enterprise architecture, corporate ICT standard and business operational standards
• Ensure Proposed customer Solutions are deliverable within customer timelines, customer budgets and relevant governance according to process and procedures.
• Work closely with cross functional team members to deliver the solution for the customer implemented in the most efficient and cost-effective manner while ensuring the solution is complete, operable, conforms to business processes and meets the business needs with the agreed quality of service.
• Document and maintain the organisations solution proposals to customers; make recommendations for improvements and/or alternatives.
• Participate from time to time in the supplier selection process, evaluating usefulness and cost of products and making appropriate recommendations.
• Review new and existing solutions design projects and procurement or outsourcing plans for compliance with standards and architectural plans.
• Keep abreast of Solutions architecture current and future trends and innovations.
• Maintain current OEM certifications and where required obtain new certifications as an when required
• Work collaboratively with a global team to create and execute research into the feasibility of customer specific solutions whilst following MTNs internal governance.
• Act in an advisory capacity to management and team on Solution architecture.
• Contribute to the development, review and analysis of the Security Products and Services roadmaps to ensure alignment with client requirements.
• Own the technical relationship with customers and provide prescriptive guidance on security, cost, performance, reliability, operational efficiency and best-practice architectures.
• Design Security product-specific pre-sales architecture within approved operational limits, as per product specifications.
• Prepare and deliver technical presentations and demonstrations, explaining and expounding on Security Product and Services offerings, to existing as well as prospective clients.
• Lead the overall technical design and build of the custom elements of the solution to meet client business requirements.
• Provide pre-sales technical support and expertise in response to client requirements, by examining client infrastructure, architecture, system capabilities and business challenges.
• Own the proposed Security solution and transition the implementation to the Delivery team.
• Work with Security Products and Alliances teams to leverage partnerships for complex solutions that may be outside of MTN’s expertise.
• Proactively engage customers to provide update on the latest security trends, changes in the threat landscape, and new product and services offerings.
• Provide technical support and expertise in analysing client requirements, in conjunction with the client’s current Security capabilities; and ensure technical solutions will accomplish client objectives.

Business Development

• Provide input into the account management plans and go-to-market plays for key identified clients across segments and regions.
• Work with sales specialists and account managers to identify, develop and close key sales opportunities.
• Collaborate with sales specialists and account managers to deep-dive into customers' business challenges, so as to collaboratively propose and pre-qualify a particular set of outcomes that would result in a formal professional services engagement.
• Build and maintain continuous technical relationships within corporate customers and partners to ensure high levels of satisfaction.
• Develop and design high quality technical responses to RFPs/ RFQs and RFIs that meet customer requirements in a timely manner. Deliver all technical tender requirements and provide support with regards to presenting solutions.
• Provide technical input on pricing for tenders and proposals.

Governance and Risk Management

• Maintain alignment to the Group sales and pre-sales architect processes.
• Comply with relevant MTN policies and procedures.

Education:

• BSc in Computer Science, Electrical/Computer/Software Engineering. Master’s degree in cyber security is preferred
• Relevant OEM Security Certification
• Azure, AWS or Google etc.
• Fortinet, Palo Alto, Symantec etc.
• Major Security Technology Certifications covering Firewalls (NGFW, WAF), IPS, Malware protection, DDoS, SIEM and related SANS certifications
• Business and Commercial Acumen
• Fluent in language of country with full command of English - French (an advantage)

Experience:

• Minimum of 15 years’ experience in Information technology and Presales
• Deep understanding of cloud network security technology, endpoint security, data protection, and identity management systems.
• Prior professional services / consulting background
• Worked across diverse cultures and geographies advantageous
• Experience working in a large organization
• Experience in global/multinational enterprises, coupled with working in emerging markets
• Experience in guiding customer ICT strategy in large organisations

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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.