General Manager- Data Monetization Sales.Group Strategy and Transformation

Global Influences:

•     Enterprises and Governments are seeking actionable data services through self-service APIs, partner platforms, and data marketplaces
•     Telcos are increasingly embedding B2B2X models to support commercialisation of network and data capabilities
•     Monetisation success requires integration of data driven solutions into existing sales ecosystems, along with custom commercial models per vertical
•     Strategic partnerships with hyperscalers, digital platforms, and regional aggregators are essential for scaling reach

Organization Values: At MTN we believe that understanding our people’s needs and aspirations is key to creating experiences that delight you at work, every day. We are committed to fostering an environment where every member of our Y’ello Family is heard, understood, and empowered to live an inspired life. Our values keep us grounded and moving in the right direction. Most importantly, they keep us honest. It is not something we claim to be. It is in our DNA.
As an organisation, we consider it our mission to create an exciting and rewarding place to work, where our people can be themselves, thrive in positivity and ignite their full potential. A workplace that boosts creativity and innovation, improves productivity, and ultimately drives meaningful results. A workplace that is built on relationships and achieving a purpose that is bigger than us. This is what we want you to experience with us!

Our commitments go beyond an organisational promise. It is in our leadership and managerial ethos to meaningfully partner with our employees, customers, and stakeholders with a vision to realise our shared goals. 
Our values dubbed, LIVE Y’ello, are the cornerstone of our culture.
Lead with Care
Can-do with Integrity
Collaborate with Agility
Serve with Respect
Act with Inclusion

1.    Commercial GTM Strategy Execution

•     Develop and execute a comprehensive sales strategy for data monetization, ensuring a robust pipeline of opportunities and achieving aggressive sales targets
•     Own and drive the full sales pipeline lifecycle: from lead generation and qualification to deal closure and post-sale success
•     Drive the execution of DataCo’s go-to-market strategies across priority verticals and product lines, including mobility insights, retail intelligence, and SME targeting
•     Translate product positioning into compelling sales narratives, ROI-driven messaging, and sector-specific value propositions
•     Support the launch and localization of packaged offerings across MTN OpCos
•     Stay abreast of industry trends, competitive landscapes, and emerging technologies in data analytics, geospatial intelligence, and data monetization

2.    Sales Enablement & Deal Structuring

•     Equip OpCo sales teams with enablement tools, including playbooks, pricing calculators, proposal templates, and objection-handling guides
•     Lead complex deal structuring and pricing negotiations for strategic accounts and data aggregators
•     Monitor proposal-to-close ratios and drive continuous uplift in sales capability
•     Develop pricing, bundling, and packaging strategies for data products
•     Serve as the technical lead in sales engagements, articulating product capabilities, use cases, and integration strategies
•     Work closely with data science, engineering, and product teams to tailor solutions to customer needs
•     Lead the design of campaigns and promotional strategies to accelerate client conversion
•     Proactively identify and assess new market segments, use cases, and business models for data monetization, translating insights into tangible sales opportunities

3.    Client Engagement & Pipeline Acceleration

•    Technical Pre-Sales Leadership, Oversee and guide the technical pre-sales process, ensuring the team effectively demonstrates the value and capabilities of MTN's geospatial analytics and other data products
•    Act as a primary point of contact for key clients, collaborating closely with them to understand their business challenges and co-create innovative data-driven solutions leveraging MTN and third-party data
•    Manage the full pipeline lifecycle i.e., from lead qualification and co-creation workshops to pilot delivery and conversion
•    Track traction metrics and lead conversion benchmarks to inform sales strategy and execution

4.    Partner Ecosystem Activation & Team Build

•     Identify, onboard, and co-develop joint offerings with hyperscalers, telco alliance partners, and data platform providers
•     Forge strategic partnerships with data resellers, data brokers, platforms, and ecosystem partners
•     Work closely with product development, marketing, and other internal teams to ensure alignment of sales efforts with product roadmaps and market demands
•     Recruit, train, mentor, and manage a high-performing team of technical pre-sales specialists
•     Define commercial agreements and joint go-to-market plans with strategic resellers
•     Monitor partner sales performance, training effectiveness, and integration with MTN systems to ensure delivery consistency and impact

5.    Sales & Revenue Performance Management

•     Define and track revenue targets, segment specific KPIs, and partner contribution metrics
•     Lead sales governance forums to review regional performance, pipeline velocity, and client success
•     Provide accurate sales forecasts, pipeline reports, and performance analyses to senior management
•     Recommend incentive schemes and feedback mechanisms to improve field traction and sales outcomes
•     Define objectives and establish monetization KPIs aligned with DataCo’s incubation checkpoints 
•     Monitor pipeline activation, forecast revenue, and drive feedback loops for product optimisation
•     Collaborate with Finance to integrate monetization metrics into financial planning 
•     Regularly assess customer satisfaction and NPS for monetized data products to inform product and sales strategy

6.    Governance, Risk and Brand Compliance

•     Ensure legal, privacy, and regulatory compliance in all data monetization activities
•     Ensure all outbound commercial engagements comply with MTN’s data governance, consent, and privacy standards
•     Partner with Legal and Privacy teams to structure compliant and auditable commercial agreements
•     Collaborate with Brand and Communication teams to ensure unified, reputationally sound go-to-market messaging

Education:

•     Bachelors’ or Master’s degree in Business Strategy, Computer Science, Engineering, Data Science, or a related field
•     MBA or relevant executive leadership training is advantageous, especially with a focus in Strategy, Digital Marketing, or related commercial discipline
•     Professional certifications in solution sales methodologies (e.g., SPIN, Challenger, MEDDIC) are a plus

Experience:

•    Minimum of 10+ years of experience in enterprise sales leadership roles, with a demonstrable track record of exceeding sales targets in complex B2B environments, with an ideal focus in data, analytics, technology, or telecom
•    Extensive experience in data monetization strategies, business models, and value propositions
•    Exceptional ability to understand customer needs, articulate value, and co-create tailored solutions that address specific business challenges
•    Strong understanding of commercial terms, pricing strategies, and contract negotiations
•    Proven ability to identify and develop new business opportunities and expand market share
•    Capability to develop and execute long-term sales strategies aligned with organizational goals
•    Understanding of key financial metrics and their impact on business performance
•    Ability to translate technical capabilities into business value propositions
•    Superior written and verbal communication skills, with the ability to articulate complex technical concepts to non-technical audiences
•    Ability to deliver compelling presentations to C-suite executives and diverse stakeholders
•    Highly developed negotiation and influencing capabilities
•    Excellent analytical and problem-solving abilities, with a solutions-oriented approach
•    Demonstrated ability to build, motivate, and manage high-performing sales teams
•    Proven ability to manage relationships with internal and external stakeholders at all levels
•    Ability to thrive in a fast-paced, dynamic, and evolving technology landscape
Competencies:
•    Enterprise Sales Strategy: Designs and leads value-based selling strategies across B2B and public sector domains
•    Solution Co-Creation: Collaborates with partners and clients to shape data-driven use cases and commercial outcomes
•    Partner Ecosystem Development: Identifies and scales high-value relationships to extend market reach
•    Performance Management: Tracks pipeline health, conversion rates, and sales metrics to inform strategy and capability interventions
•    Commercial Deal Design: Leads complex deal structuring aligned with monetization models, consent frameworks, and buyer expectations
•    Client Relationship Management: Builds long-term commercial relationships grounded in credibility and innovation
•    GTM Content Development: Crafts sector-specific sales kits, demos, and proposal assets to support field enablement
Functional Knowledge:
•    Geospatial Analytics Knowledge: Strong understanding of geospatial data, GIS platforms, location intelligence, and their applications across various industries
•    Data Analytics & AI/ML: Solid grasp of data analytics concepts, methodologies, and the application of Artificial Intelligence and Machine Learning in real-world business scenarios
•    Big Data Technologies: Familiarity with big data technologies, data warehousing, and data lake architectures
•    Cloud Platforms: Understanding of cloud-based data solutions and platforms (e.g., AWS, Azure, GCP)
•    API Economy: Knowledge of API-driven data exchange and integration
•    Data Governance & Privacy: Awareness of data governance principles, data privacy regulations and ethical data usage