Senior Specialist: IoT Solutions Sales

MTN Zambia

About the job: Mission/Core Purpose

This role will lead demand-generating sales activities for IoT Solutions from new and existing clients; achieve consistent growth in the customer base and sales figures for the ICT Business by driving revenue, adoption and market penetration within the assigned regions and segments. The successful incumbent will work collaboratively with Account Management teams and Channel Partners to find quality leads and convert them to successful solutions deals.

About you: What we are looking for

Your specialized knowledge will complement our telco skill sets, leading to a more efficient utilization of our relationships and programs, and accelerating our results. You will provide guidance and practical solutions to overcome our current challenges. Your expertise will supplement our team’s existing skills, enabling us to leverage more efficiencies that drive the achievement of business objectives.

How you will be measured (Core responsibilities / output / KPAs)

The Senior Specialist: IoT Solutions Sales will be accountable to achieve the following objectives:

Sales planning:

    • Plan and execute a go-to-market strategy for target industry verticals, regions and segments in line with the IoT sales strategy.
    • Plan and execute the IoT Solutions sales strategy to meet the set goals to ensure that sales targets are achieved or exceeded.
    • Create a portfolio, that is able to forge partnerships, co-create with the clients, look at a solution level and commercially able to craft a TCO led consultative approach
    • Work with account managers to develop and execute a comprehensive account or territory plan.
    • 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

  • Implement a consultative selling approach by prioritising client relationships and seeking out open dialogues to explore an understanding the clients’ business, services and technology needs before offering a solution.
  • Work closely with account managers to identify, qualify, shape and convert opportunities.
  • Work with account managers to ensure the timely submission of quality proposals, quotations and RFP responses.
  • Prospect for new opportunities to up-sell and cross-sell and, in turn, expand existing accounts within an established geographic territory and solution product line.
  • Generate demand by assisting clients to identify and qualify current needs.
  • Drive revenue and market share through partner-led sales.
  • Engage with segment and regional account management teams, presales solution architects, external partners and professional services organisations to drive large and highly complex opportunities to closure.
  • Work with account managers to positions MTN as a market leader within the target markets by conveying compelling value propositions and return on investments for the IoT Solutions offering.
  • Develop a personal network within the business sector and represent MTN IoT Solutions portfolio at key ICT events, such as conferences and trade fairs, to enhance the visibility and reputation of MTN and its ICT products and services offering.
  • Maintain a high level of knowledge of MTN IoT Solutions while keeping abreast of the competitive landscape and industry trends.

Product Development

  • Work with Presales architects to translate customer requirements into tangible results through the development and delivery of customised Use-Case demonstrations and Proof of Concepts.
  • Provide IoT Solution training to customers, partners and resellers.
  • Prepare and deliver technical presentations and demonstrations explaining MTN IoT Solutions offerings to existing as well as prospective clients.
  • Provide customer feedback to IoT 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.


  • Minimum 3-year Academic Degree in computer science or technology field
  • Industry certifications advantageous
  • English (with French or Chinese as an advantage)


  • Minimum of 10 years’ experience in ICT; with at least 8 years in IoT and technology related sales management or business development experience (understanding emerging markets advantageous).
  • 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.
  • Experience with Cloud and Private 5G highly advantageous.
  • Demonstrated ability to lead a consultative, TCO lead, technical sell for a min of 3 years.
  • Technical experience of enterprise architecture and delivery experience in IOT solutions is advantageous
  • Work across diverse cultures and geographies
  • Proven track record of execution and managing competing tasks and demands

Should you not hear from MTN within 14 days, please consider your application as unsuccessful.

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