AVP-Partnership Commercial Alliance

Role Purpose

The role is responsible for managing, growing, and developing strategic partnerships across both existing and new brands of Indosat Ooredoo Hutchison, including IM3 and Tri. It will maximize the value of current alliances while building a robust pipeline of new partners to support IOH’s overarching business objectives. This role will help establish a high-impact partnership ecosystem that unlocks new opportunities and delivers innovative solutions, with all initiatives must supporting other business users to generate contribution to IOH’s sustainable growth.

The position will lead and centralize partner engagement to create scalable business collaborations that deliver mutual value, accelerate commercial performance, and reinforce IOH’s position as the preferred digital partner in the market.

To ensure that IOH is maximizing partnership opportunities by:

• Developing and implementing a strategic partnership roadmap aligned with IOH’s business objectives.
• Identifying and prioritizing key partnership opportunities that drive business growth, revenue generation, and base acquisition.
• Collaborating with internal and external stakeholders to align partnership strategies with overall IOH goals and ensure seamless execution.
• Evaluating and selecting potential partners across industries to strengthen IOH’s value proposition.
• Leading negotiations and structuring partnership agreements to ensure mutual benefits, compliance with legal and regulatory requirements, and alignment with commercial targets.
• Establishing clear KPIs and performance metrics to measure the success and impact of each partnership.
• Acting as the primary point of contact for strategic partners and serving as the initiative driver for internal stakeholders to foster strong and enduring relationships.
• Build strong governance and reporting models for performance visibility and impact analysis.
• Monitoring and optimizing ongoing partnerships to ensure objectives are met, addressing challenges proactively, and identifying opportunities for expansion.
• Regularly engaging with partners to explore and implement new collaboration opportunities and co create together.

2. Minimum Requirements

• Minimum of 5 years’ professional experience, with at least 3+ years in telecommunications (preferred), digital technology, digital agency, device, or similar digital business industries.
• 3+ years’ experience in one or more of the following areas:
  • Strategic Partnership Management
  • Project / Program Management
  • Business Development
  • Consumer Experience Management
  • Digital Marketing
  • Go-to-Market (GTM) Strategy and Execution
• Bachelor’s degree in business administration, Communications, Marketing, or a related field (master’s degree is an advantage).
• Strong knowledge of digital business models, including but not limited to OTT content services, digital ecosystems, customer experience, fintech, and device ecosystems.
• Demonstrated commercial acumen with the ability to develop business cases, analyze ROI, and translate insights into actionable strategies.
• Excellent analytical skills with a data-driven approach to decision-making.
• Proven negotiation skills and experience in structuring commercial agreements, operational management, and partnership implementation.
• Fluency in English (verbal and written); proficiency in Bahasa Indonesia is required.
• Exceptional verbal, presentation, and written communication skills with the ability to influence and engage senior stakeholders.
• Strong interpersonal skills with the ability to build and maintain relationships across diverse internal teams and external partners.
• Ability to work in a fast-paced, high-growth, and cross-cultural environment, managing multiple priorities with agility.

3. Scope

Area of Responsibilities

Key Activities

1. Strategic Planning Development

• Develop and implement a strategic partnership roadmap aligned with IOH’s overarching business objectives.
• Continuously identify high-potential partners across industries to accelerate IOH’s growth and competitive positioning.
• Build and maintain a robust pipeline of new partners while maximizing the value of existing alliances.
• Continuously assess market trends, competitor activities, regulatory shifts, and emerging technologies to inform and adapt partnership strategies.
• Define key success metrics (e.g., revenue growth, ARPU uplift, customer acquisition, MAU growth, customer experience improvement) and outline strategies and solutions to achieve them.
• Drive innovative collaborations with partners to create new growth models and value propositions.
• Ensure alignment of partnership strategy with corporate transformation priorities, long-term revenue plans, and digital innovation roadmaps.
• Identify risks and dependencies associated with partnerships and propose mitigation plans.
• Present strategic recommendations, performance updates, and forward-looking plans to senior leadership to secure alignment and support.

2. Operational

• Oversee end-to-end execution of partnership initiatives, ensuring timely delivery, measurable outcomes, and alignment with IOH’s growth objectives.
• Explore, co-create, and scale new business areas through partnerships across verticals including:

• • Content OTT (Music, Video, Gaming, Apps)
  • Advertising
  • Banking & Payments
  • E-commerce
  • Mobile Money & Financial Services (Insurance, Investment)
  • Devices
  • Data Monetization, APIs, and Data as a Service
  • Other emerging digital opportunities

• Lead discussions and high-level negotiations with partners and internal stakeholders to secure mutually beneficial terms and long-term value creation.
• Implement strong and agile governance mechanisms, ensuring clear accountability and rapid decision-making across all commercial business units (Marketing, Product, Sales, Technology, Procurement, Legal, Finance).
• Drive commercial deal closure with partners, coordinating with internal teams to ensure compliance with IOH policies, regulatory standards, and contractual obligations.
• Maintain accurate documentation, version control, and governance of all executed agreements to safeguard IOH’s interests.
• Support business units in leveraging partnerships to achieve their objectives and unlock new customer value propositions.
• Drive synergy between headquarters, circle, and regional teams to ensure effective partner solution adoption and market penetration.
• Supervise and guide team members, ensuring timely task completion, high-quality deliverables, and compliance with company policies.
• Establish and oversee reporting mechanisms for partnership visibility and impact analysis, enabling data-driven performance management.
• Monitor partnership KPIs closely, taking proactive measures to address risks, optimize execution, and ensure performance targets are consistently achieved or exceeded.
• Anticipate operational risks (execution delays, partner misalignment, regulatory changes) and develop mitigation strategies to protect IOH’s commercial outcomes.

3. Team Management

• Work closely with HR to develop digital talent
• Develop and mentor team member(s) to achieve divisional objectives
• Monitor and evaluate the performance of staff, provide recommendations to supervisor and implement actions, such as promotions and dismissals
• Provide feedback to team to create the succession plan for the function/ organization and attract, motivate and retain top talent to ensure alignment with the plan
• In order to ensure talents are attracted, retained and developed to meet organizational needs

3. External Relation

• Represent IOH as a senior company spokesperson in external forums, industry associations, and partner events to strengthen the company’s market presence and credibility.
• Build and maintain a strong professional network with key industry players, regulatory bodies, and ecosystem partners to stay ahead of market developments and emerging trends.
• Actively identify, evaluate, and explore new partnerships and services that contribute to Group KPIs, expand IOH’s ecosystem, and strengthen long-term competitive positioning.
• Serve as a strategic liaison with partners, ensuring IOH is recognized as a preferred collaborator in the digital and telecommunications landscape.
• Continuously scan the external environment for opportunities and threats, translating insights into actionable partnership strategies.