Business Partnership Lead

Role Overview

This role sits within the fixed business arm and is responsible for turning commercial strategy into revenue-generating partnerships across the full fixed product portfolio, including FTTx, fixed wireless access, MPLS, dedicated internet access, and enterprise solutions. On a daily basis, you will evaluate partnership opportunities, build business cases, negotiate terms, and manage relationships with system integrators and other ecosystem players, all while coordinating with internal teams in network, finance, and sales to ensure that capacity is converted into sustainable customer value and retention.

Key Responsibilities

• Shape and execute a partnership strategy aligned with the fixed data product roadmap, identifying where external collaboration can accelerate growth and close capability gaps.
• Source, screen, and prioritise potential partners by building clear business cases that cover strategic rationale, financial return, and operational fit before entering negotiations.
• Lead end-to-end deal structuring and commercial negotiations, then manage the post-close relationship to ensure partners meet their commitments and performance expectations.
• Maintain a robust partner pipeline and track results against defined revenue and co-selling targets, using performance data to adjust engagement models as needed.
• Act as a market intelligence resource by monitoring competitor activity, fixed internet trends, and emerging network developments such as 5G backhaul, then translating these into actionable growth opportunities.
• Collaborate with internal stakeholders across product, network, finance, sales, and legal teams to secure buy-in for partnership initiatives and ensure smooth implementation.
• Represent the company in industry forums, accelerator programmes, and innovation hubs, actively scouting startups and adjacent players for collaboration or investment possibilities.
• Champion compliance, safety, and ethical conduct in all partnership activities, upholding organisational policies and promoting an inclusive, knowledge-sharing team environment.

Requirements & Qualifications

• At least six years of experience in partner management, business development, or channel development, with a minimum of three years focused on building partnerships in fixed data, local or regional systems integration, or a related connectivity sector.
• Demonstrated history of closing high-impact commercial agreements and managing a diverse partner ecosystem, ideally within fixed connectivity and large-scale customer environments.
• A bachelor’s degree in a relevant field or an equivalent recognised qualification, with an MBA or related master’s degree considered an advantage.
• Strong working knowledge of digital platforms, fixed internet solutions, and the operational processes that support them, including applicable industry regulations and compliance practices.
• Strategic and analytical thinking, with the ability to use technology to resolve business and technical challenges and turn concepts into commercially viable initiatives.
• Excellent communication and negotiation skills, capable of engaging both senior internal leaders and external partners at every stage of the deal lifecycle.
• High professional and ethical standards, with a track record of working transparently and accountably in cross-functional teams.