Key Accountabilities
Key Activities Strategic Leadership – IoT, 5G & Connected Solutions
- Define and continuously refine Client’s enterprise strategy for IoT Connectivity, 5G / private networks, connected mobility, and partner-led digital services.
- Identify addressable market opportunities, prioritize solution domains, and align strategic roadmaps with Business Unit growth objectives, customer demand patterns, and portfolio expansion ambitions.
Strategic Partnership Lifecycle Management
- Lead the full lifecycle of strategic alliances across OEMs, hyperscalers, connectivity platforms, ISVs, SIs, automotive ecosystems, and local delivery partners—from opportunity identification and due diligence through onboarding, commercial structuring, enablement, governance, performance management, and value realization.
Go-to-Market (GTM) Development & Revenue Growth
- Co-create and execute joint GTM plans with strategic partners to build pipeline, expand enterprise reach, and accelerate partner-led demand generation.
- Support account teams on strategic pursuits, shape value propositions, drive joint account planning, and convert partner capabilities into revenue-generating commercial outcomes.
Commercial Structuring, Negotiation & Deal Governance
- Lead commercial models, pricing principles, partner commercials, and contract strategy for high-value opportunities and strategic partnerships.
- Structure commercially sustainable deals and negotiate agreements, statements of work, service schedules, governance obligations, and risk allocation in a manner that protects Client’s interests and strengthens long-term value realization.
Solution Portfolio Development & Platform Enablement
- Drive enablement and localization of partner offerings for the Oman market across IoT platforms, connectivity management, eSIM / orchestration models, vertical use cases, device ecosystems, and emerging digital solutions.
- Ensure partner solutions are operationally deliverable, supportable, and compliant with customer, business, and regulatory expectations.
Program Leadership & Multi Stakeholder Delivery Governance
- Provide business and governance leadership for complex multi-partner enterprise and government programs by coordinating internal and external stakeholders across sales, presales, delivery, legal, procurement, finance, and partner teams.
- Establish governance forums, escalate and resolve dependencies, and ensure execution discipline from opportunity qualification through implementation.
Performance Management, Analytics & Executive Reporting
- Develop and monitor performance frameworks covering pipeline contribution, revenue realization, partner productivity, commercial compliance, solution readiness, and strategic milestone tracking.
- Produce executive-level updates and actionable insights to support decision-making, operating reviews, and continuous improvement of the partner ecosystem.
Cross-Functional Enablement & Internal Capability Building
- Enable internal teams through partner knowledge transfer, operating model development, process alignment, and commercialization support.
- Act as the focal point to bridge market requirements, partner capabilities, and internal governance, ensuring Client's team is equipped to position, negotiate, and deliver partner-led solutions at scale.
Direct Financial Responsibility
- Direct accountability for partner-led pipeline contribution, solution commercialization outcomes, negotiated commercial value, revenue growth support, margin discipline, and enterprise value creation across IoT, 5G and strategic ecosystem initiatives.
JOB SPECIFICATIONS
Knowledge / Technical Skills
- Strategic alliance and ecosystem management across telecommunications, ICT, and enterprise technology domains.
- Advanced understanding of IoT Connectivity, connectivity management platforms, eSIM enablement, connected mobility / telematics ecosystems, and 5G enterprise network business models including private / hybrid deployments.
- Strong commercial structuring capability covering partnership models, negotiated commercials, business case development, pricing logic, and governance of high-value agreements.
- Hands-on exposure to enterprise solution lifecycle activities including GTM design, pipeline development, pursuit support, proposal shaping, and partner-led opportunity conversion.
- Working knowledge of cloud and digital ecosystems, data / analytics platforms, cybersecurity-adjacent solutions, and enterprise integration patterns relevant to partner-led offerings.
- Strong governance orientation with the ability to design and manage KPI / KPO / OKR frameworks, executive reporting, operating reviews, and multi-stakeholder governance mechanisms.
- Practical understanding of Oman market requirements, enterprise customer expectations, and localization / regulatory considerations influencing solution delivery and partner operations.
Education / Certifications
- Bachelor’s degree in Telecommunications, Engineering, Information Technology, Computer Science, Business Administration, Economics, or another relevant technical / business discipline.
- Master’s Degree (Preferred): MBA or Master’s in Strategy, Technology Management, Digital Transformation, Telecommunications, or a related field strengthening senior commercial and stakeholder management capabilities.
- Professional Certifications (Preferred): Relevant certifications in cloud platforms, digital transformation, IoT / telecom ecosystems, product / solution management, project governance, or strategic partnership enablement. Experience
- 15+ years of progressive experience across telecommunications / ICT, including leadership roles in enterprise solutions, IoT / connectivity, strategic partnerships, GTM development, commercial structuring, and complex opportunity governance.
- Demonstrated experience building and operationalizing strategic alliances with OEMs, platform providers, SIs, and regional / global ecosystem partners in support of enterprise and government solution portfolios.
- Proven track record in shaping and scaling IoT and / or 5G enterprise propositions, connected mobility ecosystems, or platform-based solution models from strategy through commercialization and delivery governance.
- Extensive experience driving partner-enabled growth through pipeline development, major deal support, executive stakeholder engagement, and commercially sustainable agreement structures.
- Strong exposure to multi-country or multi-stakeholder operating environments, including governance of complex programs, cross-functional coordination, and executive reporting.
- Practical familiarity with the Oman / GCC enterprise market environment, including government and large-enterprise buying dynamics, solution localization needs, and partner operating considerations.
- Experience in establishing operating rhythms, performance frameworks, and control mechanisms that improve partner effectiveness, accelerate execution, and increase the probability of deal and delivery success.
