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.
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.
How to Apply
