Business Partnerships Lead

Responsibilities

• Uphold the company code of conduct, policies and procedures, ensuring integrity and accountability in every aspect of your work.
• All employees have a responsibility to adhere to safety, health, and wellbeing policies, guidelines and procedures in all actions and decisions.
• Strategy Development: Collaborate with The Head of Business Partnerships and stakeholders across Safaricom on development of business and product strategies, translate business and product strategies into partner strategies, and identify partnerships that can grow our business including how we can accelerate our Mission and product roadmap. 
• Transaction Execution: Identify, evaluate, and prioritize specific opportunities in support of the broader partnership strategy including developing the business case for a partnership (strategic rationales and economics), creatively structuring and negotiating partnership terms. Communicate with all stakeholders at all stages of the partnership process to secure buy-in and approvals. 
• Partnership Execution: Monitor partnership performance and track efficacy relative to expectations post-close. Maintain ongoing relationship with partners to ensure compliance and commitments are fulfilled. 
• External Partnerships: Maintain a network of relationships across the industry with partners, potential partners, competitors, investors, thought leaders, etc. Leverage relationships in opportunity identification and execution. Plan and facilitate conversations with our partners to understand mutual opportunities, their requirements, pain points and ways to address these with relevant product offerings. 
• Partnership Pipeline: Develop and maintain a Partner pipeline. Success will be measured based on your ability to turn good ideas into successful businesses and to drive significant revenue impact through effective joint co-creation and GTM/co-selling
• Industry Expertise: Be a very knowledgeable on competitive and market dynamics, product trends, start-ups (local, regional and global) and technology trends (e.g. AI, IoT, VR/AR, Blockchain) including how they can be applied in Kenya, Africa and the world as a whole. 
• Innovation: Identify key constraints and innovative opportunities for business development, diversification, and growth. 
• Agile: Champion an agile mindset, continuous improvement and ensure adherence to agile leading practices.

Core competencies, knowledge and experience:

• ICT Experience: Cybersecurity, Cloud Computing (Azure or AWS experience is a plus), Networking and IoT: Deep understanding of the landscape, including emerging technologies, trends, and market dynamics.
• Deep understanding of the IT channel, either with a Distributor or reseller and ability to articulate the same with concrete examples. 
• Deep understanding of partnership lifecycle management, with proven scaling capabilities of rolling out solutions to a multi-country environment.
• Demonstrated experience in building partnerships that deliver outcomes with Big Tech and Local/Regional Systems Integrators. 
• Business strategy and market development expertise with deep analytical and business modelling skills. 
• Deep understanding of product, technology, and creating great customer experiences. 
• Deep understanding how to create a new business offering from scratch via different forms of partnerships and strategic investments while keeping focus on market share and revenue growth. 
• Deep understanding of the technology and telecommunications competitive landscape in Kenya and Africa as a whole. 
• Strong knowledge of the global communication market and related technologies. 
• Leading cross-disciplinary teams and driving key business and market development initiatives from creation to implementation. 
• Ability to lead, influence and drive results in a complex technical and business environment. 
• Ability to work in a start-up environment where processes, services and business models have not been fully defined. 
• Ability to communicate and influence all levels from senior executives on down and all functions (such as engineering, marketing, finance and legal). 
• Experience working with governments and international organizations. 
• Excellent and creative written and oral communication skills. Outstanding problem-solving, negotiation, presentation, and selling skills. 
• Strong analytical skills, with financial and business planning experience, including developing budgets, financial models, and strategic analysis. 
• Key interpersonal traits: motivation, creativity, adaptability, unquestionable ethics and integrity, and a willingness to take calculated risks. 
• Ability to communicate technical terms to a non-technical audience. 
• Expertise in structuring, negotiating, contracting and managing complex commercial partnerships. 
• Project Management: Familiarity with project management methodologies and tools to effectively plan, execute, and monitor partnership initiatives.

Qualifications

• Bachelor’s degree in business, marketing, IT or related field 
• 5+ years of experience in partner management, business development, or partner channel development in the technology industry or related experience
• Master’s degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field will be an added advantage.
• Effective communication skills are critical and the ability to present complex ideas and concepts to a wide range and size of audiences, from sales and marketing managers to CEO level, is a must.
• Inclusive and collaborative - driving teamwork and cross-team alignment.
• Strong discipline in business management, achieving sales targets and operational excellence.
• Deep understanding of digital transformation business drivers, network Infrastructure, cyber security, workplace productivity and collaboration tools, cloud platforms, capabilities and solutions, that generate partner growth and innovation.
• Experience working with Enterprise customers and partners in various industries.
• Track record of creating repeatable and scalable sales motions