Business Partnerships Lead at Safaricom Kenya

Job Description

• The Fixed Business Organization drives broadband growth, protects revenue, and owns the fixed-product roadmap end-to-end. It is tasked with shaping, pricing, and optimizing FTTx, Fixed Wireless Access (4G and 5G), MPLS, Dedicated Internet Access (DIA) and Enterprise Solutions while partnering with network, finance, and sales to convert capacity into revenue, elevate customer experience, and drive retention

What we’re looking for

• In keeping with our current business needs, we are looking for a person who meets the criteria indicated below.
• Reporting to the Director Fixed Business, the role holder is responsible for identifying, developing, executing and managing strategic Fixed Data services partnership opportunities that drive growth, innovation, and market expansion. This role is critical in building robust partner ecosystems across Fixed platforms, Property Managers, Budget Ecosystem & ISP providers, and regulatory bodies. The role will work with internal and external partners to co-create/develop/sustain new and existing commercially viable products, platforms, and business models that will scale Safaricom’s Fixed Data products and propositions. In addition, the role will propose, structure and execute strategic partnership initiatives, joint operations, and joint ventures

Responsibilities
Key accountabilities and decision ownership:
Strategic Partnership Development:

• Collaborate with commercial leads and stakeholders across Safaricom on the design and development of business and product strategies; translate business and product strategies into partner strategies and identify partnerships that lead to business growth and accelerated delivery of mission and product/value proposition roadmaps.
• 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.
• Monitor partnership performance and track efficacy relative to expectations post-close. Maintain ongoing relationship with partners to ensure compliance and commitments are fulfilled.
• 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 existing and potential partners to understand mutual opportunities, their requirements, painpoints and ways to address these with relevant product offerings.
• 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.
• Knowledgeable on competitive and market dynamics, product trends, ISP’s (local, regional and global) and network trends (e.g. 5G backhauling) including how they can be applied in Kenya, Africa and globally.
• Identify key constraints and innovative opportunities for business development, diversification, and growth
• Lead negotiations and structure partnership agreements that deliver mutual value.
• Scout emerging fixed data trends and startups for collaboration opportunities.
• Represent the company in industry forums, accelerators, and innovation hubs.
• Support M&A and investment opportunities related to strategic partnerships.
• Uphold the Safaricom code of conduct, policies and procedures, ensuring integrity and accountability in every aspect of work. All employees have a responsibility to adhere to safety, health, and wellbeing policies, guidelines and procedures in all actions and decisions.

Stakeholder and Team Management:

• Maintain strong relationships with key stakeholders across the Safaricom Fixed Data and Partner ecosystem.
• Collaborate with other clusters, tribes, CoEs, teams, and departments to foster a holistic and integrated approach to Safaricom’s products, value propositions and engagements.
• Role model inclusivity & builds trust for a psychologically safe environment for everyone to be their best.
• Promote knowledge sharing and continuous learning within the team.
• Support functional leaders in creating and sustaining a cultural environment for the function shaped by the Safaricom leadership standards.

Qualifications

• Must have technical / professional qualifications:
• At least six (6) years’ knowledge and experience in partner management, business development or business channel development of which three (3) should have preferably in building partnerships that deliver outcomes with Fixed Data and Local/Regional Systems Integrators or related sectors.
• Proven experience in Fixed Connectivity and Large-scale customer models
• Strong track record of closing high-impact deals and managing partner ecosystems.
• Bachelor’s degree in the relevant field along with commercial qualifications, or equivalent qualification(s) from a recognized institution of higher learning.
• MBA or relevant Master’s degree is an added advantage.
• Strong understanding of digital platforms and Fixed Internet solutions systems, and operational processes.
• Deep knowledge of the Fixed Internet industry regulations, compliance requirements, and best practices
• Superior business understanding, with the ability to leverage technology to solve business and technical issues.
• Possess high professional and ethical standards.
• Be a strategic thinker with an analytical mind.