The Senior Consultant – Industries & Key Accounts is responsible for
•Serving as the primary point of contact for all industry-related matters. This role involves staying abreast of the latest economic developments, industry-specific regulations, and updates on leading industry clients. •Leading industry expertise within EBU through in-depth client knowledge, focused industry research, and up-to-date knowledge of economic movements across key target industries. •Collaborating closely with the product development teams to align on solution-selling opportunities and provide insights to inform product customization tailored to the specific needs of target industries and clients.Strategy Input and Development
•Provide strategic guidance and insights to the leadership team on market trends, industry developments, and economic movements within key industries (e.g. banking, health etc.) •Lead the development of industry-specific strategies that align with the company’s broader business goals, ensuring that product and service offerings are relevant and future-proof in the face of evolving market conditions. •Collaborate with leadership to define the direction for the enterprise market, ensuring alignment between the company’s overall strategy and the specific needs of the targeted industries. •Prepare detailed reports, presentations, and executive summaries that convey industry insights, research findings, and strategic recommendations to senior leadership.Key Account Expertise and Insight
•Develop and manage a portfolio of Key Accounts, focusing on long-term industry insights and a thorough understanding of customer needs and requirements within their particular industries, and ensure proposed solutions meet clients’ business objectives. •Work closely with Senior Managers in each of the target industries (e.g., Public Enterprise, Large Enterprise) to ensure alignment on industry-specific strategies and initiatives, fostering a collaborative environment and preventing overlapping efforts. •Analyse account performance and track account manager performance. •Stay abreast of the latest industry news and trends. •Build and own relationships with priority clients and industry leaders especially for specific industries. •Gather client feedback from the Account and Service managers and ensure this is integrated into future efforts. This includes fostering regular communication between the Senior Managers, creating a feedback loop that allows both to collaborate effectively on industry knowledge, client needs, and market trends. •Align regularly with Stakeholder Relations to close to any policy changes related to targeted industries.New Business & Thought Leadership
•Build targeted and actionable plans to pursue key clients which include client portfolio growth strategies. •Drive and track revenue growth within industries. •Identify potentially new revenue streams for particular clients and industries. •Perform pre-sales arrangements, proposition development, segment marketing. •Work closely with Regional Sales teams to advise on particular client/industry strategies. •Align with Marketing team to develop segment-specific proposition and targeted messaging. •Represent the company at industry events and forums, positioning the company as an industry thought leader and fostering relationships with high-level stakeholders in the target industries. •Provide guidance to Senior Managers on industry trends and emerging best practices, helping them stay informed and capable of delivering value to clients. •Ensure that internal training programs for Senior Managers reflect the latest industry knowledge and insights, providing them with the tools to drive success in client engagements.Solution Selling & Business Development
•Define personalised solution-selling approaches to specific clients, ensure correct products / services are delivered timeously, and seeks to achieve high client satisfaction. Collaborate with Senior Managers to identify high-value solution-selling opportunities, leveraging industry expertise to position solutions effectively to meet client needs. •Collaborate with partnership team to ideate solutions inclusive of partner offerings •Sell customised solutions to key clients. Work with sales and marketing teams to develop content and messaging that resonates with industry-specific pain points and opportunities, aligning both with Senior Managers and broader market objectives. •Collaborate with Regional Sales teams to propose solutions to sell to key regional clientsGovernance, Policies and Procedures
•Develop and enforce governance policies and procedures to ensure compliance with corporate standards and regulatory requirements. •Implement risk management strategies to identify, assess, and mitigate business risks. •Maintain accurate and transparent documentation of business activities and decisions. •Conduct regular reviews and audits to ensure adherence to regulatory and governance policies. Enterprise Architecture Oversight •Provide clear strategic direction to the Senior Manager – Enterprise Architecture, ensuring their work aligns with MTN’s industry vertical strategy and supports key business objectives. •Leverage the Senior Manager’s industry expertise to enhance MTN’s positioning in key verticals, guiding them to develop industry reference models, frameworks, and thought leadership content. •Facilitate and support the Senior Manager in leveraging their industry networks to generate business opportunities, engage C-suite stakeholders, and drive high-value discussions for MTN. •Guide the Senior Manager in gathering and analyzing market trends, customer challenges, and competitive insights to continuously refine MTN’s enterprise offerings. •Support the Senior Manager in developing their team’s capabilities, ensuring they have the tools, knowledge, and resources to drive enterprise architecture excellence across industry verticals.People & Culture Management
•Set integrated goals and objectives for the team in order to achieve a future-focused, future-fit high-performing organisation. •Enable and model healthy employee relations and collaborative teamwork. •Provide technical, procedural and policy guidance to staff, colleagues , partners and vendors. •Attract, develop and retain appropriate talent. Build talent by identifying and developing new leaders for the respective environment •Create and implement personal development plans. •Define the KPAs and KPIs that will be cascaded down to direct reports. •Manage Performance and identify training needs. Coach and guide subordinates. •Share deep domain knowledge and expertise with peers, helping them understand complex concepts and best practices, fostering knowledge transfer amongst peers. •Where required, lead formal and informal training sessions on specific platform management tools, processes, or methodologies. •Contribute to building a culture of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence management. •Act as an ambassador for the team by living the values and vital behaviours and changing and influencing employees’ behaviour. •Make the environment the best place to work. Foster professionalism, loyalty and commitment to the organization. Build the Company’s brand to be the employer of first choice.Education
•Minimum of 4-year tertiary degree in related field •MBA would be advantageousExperience
Minimum 10-12 years experience with a focus on industry expertise within the telecommunications or technology sectors.
•Extensive experience working within the enterprise market (Public or Large Enterprise segments). •Strong understanding of industry trends, economic movements, and regulations relevant to target industries. •Proven experience in cross-functional collaboration with sales, product development, and marketing teams. •Knowledge of solution selling and experience working in a solution-oriented, consultative sales environment.Skills
•Consultative Selling •Advanced numerical skills •High level proficiency in Linguistic skills •Microsoft Office – specifically Excel, Powerpoint •Market Intelligence, Competitive Analysis and data interpretation •Regulatory Knowledge
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