Manager - Cloud Customer Success. ICT Center of ExcellenceExperience Level: Mid Level | Posted Date: 2025/04/14
The Manager: Cloud Sales Management – Microsoft is responsible to lead demand-generating sales activities for Microsoft Solutions from new and existing clients, through the consultative selling of the full scope of Microsoft products and services offering, tailoring solutions to address client needs.
To drive revenue and market share growth across assigned accounts and territories by expertly managing sales opportunities from discovery to closure.
Sales Planning
•Plan and execute a go-to-market strategy for target industry verticals, regions and segments in line with the Microsoft sales strategy.•Plan and execute the Microsoft Solutions sales strategy to meet the set goals to ensure that sales targets are achieved or exceeded.•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 reportBusiness 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.•Develop, prepare and deliver Microsoft-based proposals and solutions for ICT CoE accounts.•Guide clients to the right solutions by optimising Microsoft pricing and performing Total Cost of Ownership (TCO) analysis.•Exceed sales quota by creating and implementing strategic account plans, targeting enterprise-wide deployments.•Drive proactive campaigns to build the pipeline and utilise specialised cloud domain knowledge and skills to prospect, qualify, negotiate and close opportunities.•Interface with customers to discuss their cloud planning activities in order to influence and shape their cloud strategy and enable their digital transformation.•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.•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 Microsoft Solutions offering.•Develop a personal network within the business sector and represent MTN Microsoft 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.•Develop marquee or anchor clients in key technology and solution areas to leverage them as advocates and excellent referral sources.•Maintain a high level of knowledge of Microsoft Solutions, while keeping abreast of the competitive landscape and industry trends.Product Development
•Work collaboratively with architects and Manager: Partner Operations to create best solution designs in order to deliver maximum customer value.•Collaborate across functional teams within the ICT COE Business to enable the development of solutions necessary to drive the desired business outcomes for customers.•Provide customer's feedback to Product Owners on product performance and support the roll-out of new products.Revenue, Cost and Budget Management
•Set and drive sales targets (such as sales order numbers and revenues) for ICT CoE and cascaded these accordingly into the different market segmentsGovernance and Risk Management
•Maintain alignment to the Group sales and presales architect processes.•Comply with relevant MTN ICT COE policies and procedures.People & Culture Management
•Provide technical, procedural and policy guidance to, colleagues , partners and vendors•Attract, develop and retain appropriate talent.•Create and implement personal development plans•Define the individual KPAs and KPIs that will be cascaded down to each area•Manage Performance and identify training needs. Coach and guide subordinates•Enable and model healthy employee relations and collaborative teamwork•Manage diversity, develop, and embed an Employment Equity plan for the business area•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 ICT CoE team by living the Brand 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 3-year Degree in and ICT related discipline•Fluent in English•Microsoft Certified Professional or at least 3 years of working for Microsoft or its channel partnersMinimum 5 years’ experience including:
•Commercial experience in technology sales with a focus on Microsoft products and services•Engaging with and providing Microsoft Solutions to senior stakeholders within large enterprise client accounts•Experienced working in a medium sized organisation