Lead, Product Commercialization and Strategic Partnerships

Role Description

The Head of Product Commercialization and Strategic Partnerships will lead the market positioning, commercialization, strategic partnerships, customer acquisition and revenue growth of Seismic Consulting Group’s technology products and digital platforms.

The role is responsible for transforming innovative products and technical solutions into commercially viable offerings by identifying market opportunities, engaging key decision-makers, building strategic partnerships and managing complex enterprise sales processes.

The position combines product commercialization, enterprise solution selling, strategic marketing, partnership development, account management and revenue growth.

Scope of the Role

The role will support the commercialization and market expansion of solutions across the following areas:

• Artificial intelligence platforms
• Government technology solutions
• Enterprise software applications
• Regulatory and compliance platforms
• Data management and analytics platforms
• Cybersecurity and digital security solutions
• Healthcare technology platforms
• Digital identity systems
• Monitoring and evaluation platforms

Key ResponsibilitiesProduct Commercialization

• Develop commercialization strategies for the company’s technology products and digital platforms.
• Prepare market-entry and product-launch strategies.
• Develop appropriate pricing, licensing, subscription and enterprise sales models.
• Define product value propositions for different customer segments.
• Support the conversion of technical products into clearly packaged and marketable solutions.
• Coordinate product demonstrations, pilot programmes and commercial rollouts.
• Work with product and technical teams to ensure solutions respond to customer and market requirements.

Enterprise Sales and Business Development

• Identify and pursue business opportunities across government institutions, development organisations and private-sector enterprises.
• Lead enterprise sales activities from prospect identification and qualification to proposal development, negotiation and contract signing.
• Develop and manage a strong sales pipeline.
• Prepare sales forecasts, account plans and revenue projections.
• Lead executive presentations, product demonstrations and commercial discussions.
• Coordinate the development of technical and financial proposals.
• Support negotiations relating to pricing, licensing, service-level agreements and contract terms.
• Identify opportunities for cross-selling and upselling across the company’s product portfolio.

Client and Stakeholder Engagement

• Establish and maintain relationships with senior government officials, corporate executives, regulators and development partners.
• Engage Permanent Secretaries, Directors, Commissioners, Chief Executive Officers, Managing Directors and other senior decision-makers.
• Build relationships with Chief Information Officers, Chief Technology Officers, Chief Digital Officers and heads of procurement.
• Develop strategic account plans for priority clients.
• Coordinate regular client engagements and account reviews.
• Ensure that customer expectations, concerns and feedback are communicated to relevant internal teams.
• Maintain high levels of client satisfaction and long-term engagement.

Strategic Partnerships

• Identify and develop partnerships with technology companies, system integrators, cloud providers and industry institutions.
• Lead partnership negotiations; identify channel partners, resellers and implementation partners.
• Coordinate joint proposals, product integrations and market-development initiatives.
• Develop partnerships with universities, research institutions and innovation hubs.
• Monitor partnerships to ensure measurable value; represent the company at industry forums

Product Marketing and Positioning

• Develop clear product positioning and market-specific value propositions.
• Coordinate the preparation of product brochures, presentations, sales decks, case studies and other marketing materials.
• Develop product launch and awareness campaigns.
• Support digital marketing activities for technology products.
• Coordinate the company’s participation in conferences, exhibitions, demonstrations and technology events.
• Develop customer success stories and reference materials.
• Ensure consistent communication of product capabilities, benefits and competitive advantages.
• Work with the branding and communications team to increase product visibility.
  

Revenue Growth and Performance Management

• Develop annual sales targets and product revenue plans.
• Monitor revenue performance against approved targets.
• Maintain accurate sales forecasts and opportunity reports.
• Grow recurring revenue from subscriptions, licensing, maintenance and support services.
• Increase product adoption across priority sectors.
• Identify opportunities for regional expansion within Africa.

Leadership and Cross-Functional Collaboration

• Lead and coordinate the product commercialization and strategic partnerships team.
• Assign responsibilities and monitor the performance of team members.
• Provide coaching and professional development support.
• Work closely with software engineers, artificial intelligence specialists, product managers, consultants and project managers.
• Collaborate with Finance, Legal, Procurement, Operations and Corporate Communications.
• Coordinate the preparation of proposals, contracts, pricing models and implementation plans.
• Ensure effective use of the company’s customer relationship management system.
• Present regular commercial performance reports to executive management.

Market Intelligence

• Research industries, customer segments and emerging technology markets.
• Analyse competitor products, pricing and positioning; monitor policy and regulatory trends.
• Recommend product enhancements and new-market entry based on data-driven insight.
  

Priority Markets

The Head of Product Commercialization and Strategic Partnerships will pursue opportunities across:

• Federal and state governments
• Government agencies and regulatory institutions
• Development partners and international organisations
• Banks and other financial institutions
• Insurance companies
• Oil and gas companies
• Telecommunications companies

Expected DeliverablesWithin the First 90 Days

• Prepare a commercialization strategy for the company’s priority technology products.
• Develop a product pricing and licensing framework.
• Prepare sales playbooks for major products and customer segments.
• Develop a customer segmentation and targeting framework.
• Establish or strengthen the company’s customer relationship management system.
• Develop a structured enterprise sales pipeline.
• Identify at least 40 qualified enterprise opportunities.
• Coordinate at least 15 executive-level product demonstrations.
• Prepare standard product presentations, proposal templates and sales materials.
• Develop strategic account plans for priority government and private-sector clients.

Key Performance IndicatorsBusiness Development

• Number of qualified enterprise leads generated.
• Number of executive-level meetings conducted.
• Number of product demonstrations completed.
• Number and value of proposals submitted.
• Proposal-to-contract conversion rate.
• Average enterprise sales-cycle duration.
• Value and quality of the active sales pipeline.

Revenue

• Achievement of annual product revenue targets.
• Year-on-year revenue growth.
• Growth in recurring revenue.
• Value of contracts signed.
• Revenue generated from new customers.

Strategic Partnerships

• Number of strategic partnerships established.
• Number of active channel and implementation partners.
• Number of joint proposals and commercial initiatives developed.
• Revenue and opportunities generated through partnerships.
• Number of technology integrations and co-development initiatives completed.

Product Marketing

• Completion and regular updating of product marketing materials.
• Number of product-awareness campaigns implemented.
• Participation in relevant technology and industry events.
• Number of case studies and customer success stories developed.
• Growth in product enquiries and qualified opportunities.
• Improvement in market visibility across priority sectors.
  

Leadership and Operational Performance

• Achievement of team targets.
• Accuracy of sales forecasts and commercial reports.
• Adoption and effective use of the customer relationship management system.
• Quality of cross-functional collaboration.
• Timeliness of proposals, presentations and account plans.
• Development and performance of team members.

Educational Qualifications

• A bachelor’s degree in Business Administration, Marketing, Economics, Computer Science, Engineering, Information Technology, Public Policy or a related discipline.
• A master’s degree in Business Administration, Marketing, Technology Management, Public Policy or a related field is desirable.
• Professional certifications in enterprise sales, product marketing, cloud technology, project management or customer relationship management would be an advantage.

Professional Experience

• A minimum of 10 years of relevant experience in enterprise technology sales, product commercialization, business development, strategic partnerships or account management.
• Demonstrated experience in selling enterprise software, artificial intelligence, software-as-a-service, government technology or other digital solutions.
• Proven experience managing complex and high-value enterprise sales cycles.
• Experience engaging senior corporate executives, government officials, regulators and development partners.

Personal Attributes

The successful candidate should demonstrate:

• Strong commercial judgment and entrepreneurial thinking.
• The ability to understand and communicate complex technology solutions.
• Confidence in engaging senior executives and public-sector decision-makers.
• Strong relationship-building and negotiation skills.
• A results-oriented and target-driven approach.

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