CORE DESCRIPTION:

Responsible for Openserve Go-To-Market partners and their related solutions and will provide strategic leadership and management of the Partner products/ solutions portfolio(s). Responsible to define the Go-To-Market partner solution portfolio direction and objectives to ensure execution of the business strategy and develop and manage the partner strategy and roadmaps and alignment across business units in Openserve.

Work closely with other Openserve divisions developing partners where Telkom will not ''productise'' the partner' products/ services/ solutions but will be offered as a service/ solution when Openserve are responding and providing high-value solutions to its customers.
KEY DELIVERABLES / PRIMARY FUNCTIONS:

• Facilitate Customer/ Partner insight and relationships
• Understand the customer business strategy and translate it into requirements for Openserve as a provider.
• Analyse customer priorities and business needs and define how the proposed solution from partners addresses the customer needs as a complementary solution to Openserve products/ solutions.
• Understand, identify, map and create models/ matrices and information sets regarding partners capabilities, products, services and solutions.
• Analyse tender/ bid requirements and assess how partner(s) products/ service/ solutions can fulfil or complement Telkom Business' solution to the customer.
• Interpret Business Plan objectives, identify targets and define goals.
• Identify value propositions and value opportunities in all go-to-market partner products/ services/ solutions.
• Ensure integrated partner planning together with other divisions in Openserve.
• Define a partner solutions roadmap and internal communications strategy.
• Define a partner management programme.
• Responsible for end-to-end people and team performance management including performance management, career development, reward, recognition, team wellness and motivation
• Oversee strategic plans, partner development, go-to-market partner solutions, partner responses to bids/ RFPs and related services/ service level agreements for high-value Customer Specific Solution bids and RFPs
• Ensure customer satisfaction and overall market competitiveness through complementary partner products, solutions and services (non-productised partner products in Openserve).
• Deliver Partner Management guidance.
• Contribute to preparation and management of forecasts, OPEX and CAPEX budgets.
• Provide input to Business Cases, deliverables and provide inputs for profitability analyses.
• Co-ordinate partner inputs to be used by Openserve to respond to bids/ RFPs and contracts.
• Develop frameworks for all commercial implications of the partner proposals including partner lifetime value, cost to serve, SLA regimes/service credits/ penalties and the risk implications.
• Manage and influence the impact of partner commercial terms, both from the point of view of Openserve and the customer, and recommend corrective actions
• Establish and manage partner relationships with all internal and external stakeholders in the solutions value chain.
• Manage service level and operating level agreements between relevant sections in Openserve to successfully deliver on partner management objectives.
• Engage in Commercial negotiation.
• Play a key role in negotiation of commercial terms and conditions with the partner, with a view to offering a highly competitive deal to the Openserve customer whilst maximising value for Openserve.
• Develop and validate partner products/ solutions/ services demand forecasts in support of Openserve sales pipeline.
• Analyze margin attained on partner products/ services/ solutions and sales success.
• Establish the competitive angle from which Openserve should approach each solutions proposal where partner products/ services/ solutions are included.


EXPERIENCE:

7 Years relevant experience of which at least 2 years managerial experience. Relevant experience includes experience in the telecoms/ IT industry in enterprise markets, ideally in a pre-sales role, experience in partner management, and experience in managing multiple partners.


QUALIFICATIONS:

Business/ IT/ ICT/ Engineering fields. Honours Degree/ MBA/ MBL (NQF level 7) with ICT or any other post-graduate business qualification will be advantageous.


CERTIFICATIONS:

Compulsory: None

Optional: ITI: Certification