Responsibilities

• • 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.
  • 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.
  • 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