Acquisition of Channel Partners 

• Define and manage the budgets required to manage Partners
• Define partner targets and develop sales plans to achieve them
• Develop Partner commercial plans and execute sales joint actions to increase sales across defined product categories
• Manage sales activity to meet Partnership targets and agreements compliance
• Define budgets and commercial plans to be executed during the year
• Define strategies and activities to promote and support Partners
• Direct appropriate resources to best opportunities to maximise returns
• Increase Enterprise Business revenue and meet sales and revenue targets

Account management

• Maintain a thorough knowledge of commercial terms of agreements and manage and grow commercial relationships within assigned portfolio of targeted partners 
• Management and maintenance of partner account plans and promotional plans for an assigned portfolio of partners 
• Resolve escalated issues or escalate as appropriate.
• Implement innovative promotional activities in line with Marketing and channel objectives, requirements and guidelines.
• Increase EBU Brand presence continuously by increasing influence within the allocated portfolio of accounts.
• Provide input into the forecasting of acquisition numbers, retention numbers and stock required for the allocated portfolio of partners
• Liaise with relevant areas to ensure delivery of SLA for the assigned portfolio of accounts (e.g. supply chain, billing, etc).
• Provide feedback on EBU’s risk exposure regarding the financial performance of the allocated portfolio of partners and provide recommendations as appropriate.
• Prepare reports on partner account performance as required.

Operational Excellence

• Support the EBU Business leads and Partnerships GM in the definition and setup of new Partnerships
• Operationally manage the Partner Channel program
• Define the partner enablement requirements
• Rollout activities & campaigns to support partners
• Ensure that a process is in place for seamless collaboration between pre-sales / technical support / solution architects / product development etc.
• Be the overall custodian for the channel requirements and define plans per channel
• Ensure partner commission and incentives is aligned and in support of the required MTN EBU business growth
• Be the SPOC for all channel related matters, co-ordinate, liaise and engage closely with sales segments to resource
• each of the channels with the right amount of partners.

1. Ensuring appropriate Governance and Control measures 

• Strictly follow and ensure team compliance of relevant policies and procedures
• Ensure effective qualification and due diligence process is in place and followed to support partner selection
• Ensure proper controls are in place to manage key risks across the business 
• Measure and manage Partner satisfaction levels and compliance with Partner program
• Appropriate implementation of DoA
• Identify partner issues and ensure corrective measures are put in place with PAMs and their managers

Quality Control

• Utilize sound practices that comply with best practice, legislation or other regulations / parameters / guidelines.
• Maintain quality standards that will enhance the customer experience and cost efficiency.
• Work consistently according to standard operating procedures.
• Analyse situations and take necessary action to ensure quality is maintained.
• Seek feedback from clients/ stakeholders and continuously seeks ways of improving on quality and customer service standards.
• Report on all opportunities and their status on a weekly basis and highlight all risks and issues promptly
• Manage the company’s exposure to debt by working closely with credit controllers
• Adhere to company policies and procedures at all times

• 3 year Degree / Diploma in Commerce (Financial /Marketing / Engineering/ ICT/ Communication) or related
• Relevant Sales and Marketing qualification

Experience:

• Minimum of 3 years’ experience in telecoms industry
• At least 3 years’ experience in partner Account Management is essential, preferably in fast moving industry
• Solid ICT Experience 
• A solid sales track record (performance against target)