Commercial Director, Data Services
HybridOpen, Jawa Timur, Republic of Indonesia
Job Summary
Lead the commercial growth of Pula's Data Services business across Africa by defining and executing a strategy that scales data and digital solutions into long-term revenue. Build and mentor a high-performing team of commercial managers, driving performance excellence against targets for farmer registries, digital public infrastructure, and analytics. Manage high-level relationships with government leaders, ministries, and development partners to structure complex deals involving licensing, managed services, and data governance. Collaborate with product and delivery teams to commercialize innovative data products like credit scoring and traceability, while systematically managing the regional portfolio for pricing and recurring revenue. Establish scalable commercial models that deepen strategic partnerships and accelerate adoption across priority markets.
Required Qualifications
- Proven Leadership in B2G Data and Platform Sales
- 10+ years leading commercial teams that sell complex data, analytics, or digital platform and infrastructure solutions to governments in a multi-country context
- Data Commercialization
- A track record building the commercial side of data: pricing, packaging, licensing, managed services, and recurring-revenue models, and turning data capability into revenue
- Digital Public Infrastructure Fluency
- Strong understanding of digital public infrastructure, including farmer registries, digital identity, interoperability, and data platforms, and how governments and development partners use them
- Data Governance and Trust
- A clear grasp of data privacy, consent, and governance, especially around farmer data, and the ability to structure engagements that earn and keep the trust of government and partners
- Advanced Negotiation and Influence
- Ability to build and maintain high-level relationships and navigate complex negotiations with senior government officials and development partners
- Strategic Problem-Solving
- Skilled at analysing high-stakes, multi-stakeholder situations and guiding teams to successful deal closure
- Systems Orientation
- Strong commitment to building, refining, and implementing the processes that make data services repeatable and scalable
- Innovation and Growth Mindset
- A creative thinker with a track record of launching new data products and pioneering entry into new markets
- Inspiring Leadership
- Ability to foster a high-energy, growth-focused environment where teams are motivated to surpass goals
- Big-Picture Vision
- Skilled at viewing issues strategically, with a broad understanding of market trends, data ecosystems, and stakeholder dynamics
- Accountable and Results-Oriented
- High level of ownership, delivering on ambitious goals through a disciplined, results-driven approach
- Resilience and Tenacity
- A relentless pursuit of goals with the ability to overcome setbacks and persist in challenging environments
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