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AIOT Commercial Manager
2 weeks ago
POSITION INFORMATION
Job Title: AIoT Commercial Manager
Division: Commercial
Reporting To: Chief Commercial Officer
JOB PURPOSE
To lead and execute Onsor s AIoT commercial strategy across sales, business development, go-to-market, partnerships, and product management. The role includes driving revenue growth, expanding into new AIoT use-cases, building the partner ecosystem, shaping product direction, and defining pricing models to scale Onsor s AIoT offerings across key verticals.
KEY ACCOUNTABILITIES AND RESPONSIBILITIES
Sales Leadership & Account Management
Lead and manage the AIoT sales and account management teams to deliver AIoT revenue targets.
Oversee sales pipelines, forecasting, and CRM implementation.
Cultivate strategic relationships with key clients and ensure high customer satisfaction and retention.
Go-to-Market (GTM) Strategy
Design and implement GTM strategies for each AIoT product line and target segment.
Define value propositions, customer personas, and sales enablement materials.
Align GTM activities across sales, product, marketing, and delivery teams.
Business Development & Use-Case Expansion
Identify and evaluate new AIoT market opportunities and industry verticals.
Engage with key stakeholders to promote pilots and proof-of-concept deployments.
Translate customer needs into scalable use-cases and repeatable offerings.
Product Management
Own product roadmap development and feature prioritization based on market and client feedback.
Work with technical teams to translate market requirements into product deliverables.
Establish the foundation for a future product management function.
Partnerships & Ecosystem Development
Develop and manage commercial partnerships with system integrators, distributors, hardware vendors, and technology platforms.
Drive co-selling, co-marketing, and bundled offerings through partner channels.
Lead negotiations and strategic collaborations that enhance Onsor s market reach.
Pricing Strategy & Commercial Models
Define and continuously refine pricing structures for software, hardware, and services.
Adapt commercial models to suit various client profiles and go-to-market channels (direct, partners, OEMs).
Ensure pricing supports both competitiveness and profitability goals.
JOB REQUIREMENTS
Qualifications and Experience:
Bachelor s degree in Business, Engineering, or a related field (MBA is a plus).
10+ years in commercial leadership roles, preferably in technology, ICT, IoT, or SaaS industries.
Proven experience in managing sales teams, building GTM strategies, and closing complex B2B deals.
Experience working across the GCC region is a strong advantage.
Background in launching new products and building early-stage product-market fit is preferred.
Key Skills and Competencies:
Strategic thinking with strong execution capabilities.
Excellent leadership, communication, and negotiation skills.
Deep understanding of pricing strategy, product lifecycle, and customer segmentation.
Strong business acumen and ability to translate technical features into customer value.
Familiarity with CRM tools, data-driven decision-making, and partner ecosystems.
Additional Requirements
English (fluent written and verbal) Mandatory
Arabic (fluent written and verbal) Mandatory
