Commercial and Strategic Partnerships Lead

Shega is building the definitive information, data, and intelligence hub for Ethiopia, Africa, and other emerging markets. Our hybrid model combines:

1. Product-led Platform – Free/ Paid Media, Information and Insights Platform, and an AI-powered data and intelligence layer that aggregates clean economic, corporate, and alternative datasets; a conversational analytics interface; and

2. Strategic Services – Bespoke research & advisory, market scans, sector briefs, and an Advertising agency service that translates insights into action through end-to-end strategy, creative content, marketing campaigns, and performance optimization for corporates, Development organizations, investors, and high-growth startups.

Together, these two pillars give decision-makers trusted content reach, standardized data, and hands-on expertise—a one-stop shop for turning information into execution. Backing from partners like the Gates Foundation, and a fast-growing team of researchers, engineers, and storytellers, we sit at the intersection of data, media, and execution—turning fragmented information into decisions that move markets. Our mission is simple: empower Africa's innovators, investors, and policymakers with clarity and confidence to build the future.

Your Mandate

As Commercial & Strategic Partnerships Lead, you will:

1. Grow strategic-service revenue — package and sell research, advisory, and Agency services that unlock client value.

2. Scale product revenue — drive subscriptions, enterprise licences, and data partnerships for the platform.

3. Forge ecosystem alliances — sourcing, structuring, and expanding high-value partnerships that deepen product capability, increase distribution, and unlock new markets.

The role sits at the intersection of sales leadership, business development, and ecosystem building and is pivotal to turning Shega's differentiated distribution and data assets into sustainable, scalable revenue streams.

Core Responsibilities

Focus Area: Commercial Strategy & Revenue Leadership

What Success Looks Like

• Translate company vision into annual/quarterly commercial OKRs and GTM plans.

• Design monetization models for each product line (media, Agency business, Insights & Advisory, data subscriptions).

• Own forecasting, pipeline health, pricing discipline, and deal governance.

Focus Area: Partnership Development & Management

What Success Looks Like

• Identify and negotiate strategic alliances with corporates, DFIs, development orgs, data providers, and distribution platforms.

• Build "Partner & Enterprise Solutions" packages that combine Shega data + content + advisory to solve partner pain-points and design multiyear donor projects

• Manage partner onboarding, joint-goals, and quarterly business reviews.

Focus Area: Integrated GTM & Distribution

What Success Looks Like

• Leverage Shega's own channels ( Publication, Newsletters, Business Minute, SEM) and bought channels to maximize reach and conversion

• Work with Product, Content & Media teams to turn audience insights into targeted campaigns and funnel programmes ("distribution is king")

Focus Area: Team & Process Leadership

What Success Looks Like

• Build and coach a high-performance Commercial & Partnerships team (sales, account management, partner success).

• Implement revenue-ops tooling (CRM, playbooks, dashboards) and data-driven decision-making routines.

Focus Area: Market Intelligence & Feedback Loop

What Success Looks Like

• Continuously scan the market for emerging needs (fintech, digital economy, impact projects) and feed insights back to Product & Editorial for roadmap prioritisation.

• Represent Shega at industry events, panels, and in high-level stakeholder engagements.

Key Performance Indicators

Revenue

• Total contract value (TCV) / ARR closed

• Quarterly new-logo deals

• Renewal & expansion rate

Partnership Impact

• # of strategic MoUs signed

• Donor/Partner-generated revenue

• Co-marketing / co-innovation outputs

Pipeline & Efficiency

• Pipeline coverage ratio

• Average sales-cycle length

• Win rate

Team & Culture

• Team quota attainment

• Employee engagement score

• Adherence to Shega values

Ideal Candidate ProfileExperience & Expertise

• 6–8 yrs in B2B commercial leadership, business development, or strategic partnerships within media, SaaS/data platforms, or advisory/consulting; African or emerging-market exposure essential.

• Proven track record of closing complex, multi-stakeholder deals (six-figure USD+).

• Deep network across fintech, development finance institutions, corporates, and tech ecosystems in Africa.
  

Skills & Competencies

• Strategic thinker with strong financial modelling and deal-structuring skills.

• Exceptional relationship-builder and negotiator—able to influence C-suite and policymakers.

• Data-literate: comfortable using analytics to drive decisions and tell the commercial story.

• Team builder who scales processes and inspires high performance.

Culture & Values Fit

• Resonates with Shega's mission of empowering decision-making in Africa through data & insight.

• Operates with integrity, long-term thinking, and a bias for execution.

• Thrives in fast-growing, resource-constrained environments and enjoys building from 0 → 1.

First 90-Day Expectations (Snapshot)

Timeline and Milestones

30 Days

• Deep dive into existing funnels, active deals, and partner landscape.

• Align on FY targets & prioritise top 10 opportunities.

60 Days

• Publish commercial playbook (ICP, value props, pricing, contracting).

• Advance at least three strategic partnership/Clients negotiations to signing stage

90 Days

• Close first marquee deal demonstrating combined data + media value.

• Deliver a board-level update outlining revenue road-map and resourcing plan.

Why Shega?

Shega sits at a unique nexus of trusted media reach, proprietary datasets, and AI-powered intelligence. You will own the mandate to monetise that platform and forge partnerships that shape how businesses, investors, and policymakers navigate Africa's rapid transformation.

Ready to drive continent-shaping impact? We'd love to hear from you.

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