Direct reports: Engagement Managers (Project Management and Relationship Management), Consultants
Summary: The Business Development & Partnership Manager, based in Nairobi, leads both business development activities and project management/relationship management for existing and new partnerships.
Business development
This senior position will provide strategic leadership in business development in order to maintain a healthy, productive client pipeline of new business.
The role also includes day to day management of all sales activities, including management of outside sales professionals and partners, to ensure Kopo Kopo meets all revenue targets.
Partnership management
From the day a deal with a new partner has been closed, the Business development & Partnership Manager oversees the project management activities.
Once the service is live you will support the partner in driving usage of the service.
Business Development responsibilities
Develop BD strategy and plan in line with the Kopo Kopo long term strategy
Develop new partnerships in new and existing markets,
Upsell products with existing partners (e.g. in Kenya, Ghana, Uganda, Rwanda, Zimbabwe)
Develop, implement and run processes from prospecting through deal signing
Maintain high quality standards for proposals, business cases, commercial frameworks
Manage business development and pricing process (e.g. proposals, business case building, commercial frameworks and contracts)
Manage contract negotiations with input as needed from Kopo Kopo legal and executive teams
Partnership management responsibilities
Oversee project management activities of the technical and business work streams
Coordinate engagement activities to ensure a good uptake of the implemented service, e.g. weekly and monthly reporting, incident management, business and market advice
Stakeholder relationship management of all partners involved e.g. acquiring partners, MNOs, PRSPs
General Responsibilities
Maintain a professional and effective communication to all levels, stimulating initiatives, innovations, and motivation for continuous improvements
Represent Kopo Kopo when directed at conferences, meetings, corporate reviews, committees and working groups, sales opportunities, marketing initiatives or other such ideas as conditions present
Lead and motivate the Partnership Team
Report weekly and monthly results to the Kopo Kopo management team
Characteristics of a successful candidate
You listen and understand the customer’s reality, challenges and “pain” and translate those needs into internal discussions. You can clearly create problem statements, strategies and actions
You get things done and are results oriented. You take charge of people and processes, and follow up on the details. You ideally have experience with project management in a technology environment
You are a strong team player who commands respect through relationships and teamwork. You can obtain buy-in from stakeholders and create shared objective to get things done, rather than on reporting hierarchies
Your are self assured, mature and not afraid of big challenges. You manage yourself
You have progressive B2B Business Development experience preferably in the IT, Internet, Advisory, Consulting or Banking Sector. Familiarity with the Heiman & Miller Conceptual Selling approach a plus.
Desired Skills & Experience
University level degree required
6+ years sales and business development experience with specific experience on enterprise software sales to large organizations
Project management experience, preferably in a software environment
At least 2 years management experience
Passion for relationship building
Deep understanding of selling to highly hierarchal organizations
A good knowledge of the mobile network operator corporate products and services
Demonstrated understanding/experience of the operation of mobile payments
Strong communication skills
Passion and enthusiasm for world-class customer service
Strong skills in Microsoft Word (e.g. proposals, contracts), Excel (e.g. business cases) and PowerPoint (e.g. proposals and presentations)
If interested, Email your CV and cover letter with subject line “Business Development and Partnership Manager” to hr@kopokopo.com