Manager - Business Development
About the Company:
AIQ is an Abu Dhabi-based technology company that develops and deploys industrial artificial intelligence (AI) technologies at scale, focused on the energy sector. As a venture between Presight (G42) and ADNOC, AIQ has productized 15 AI-enabled solutions that support clients to perform better, protect teams and equipment, keep operations sustainable, and rapidly scale successes. The organization embraces an innovative and entrepreneurial spirit, looking to push boundaries and solve transformational challenges across industry. It welcomes professionals that share the desire to make meaningful and impactful contributions to the mission to deliver responsible AI to the heart of industrial processes. Always on the forefront of technology, AIQ provides its talent with an environment to thrive and excel. Working at AIQ includes participating in some of the most significant industrial transformation projects, interacting with massive data pools, utilizing sophisticated AI infrastructure that is powered by a NVIDIA GPU cloud computing platform, and access to abundant computing, storage, and network resources made available from across the G42 ecosystem.
Overview:
About AIQ
About the role
AIQ is looking for a Manager - Business Drive who will partner-source and partner-influence revenue for AIQ by building high-quality pipeline with hyperscalers, ISVs, and strategic SIs; orchestrating co-sell pursuits; and enabling entry into priority markets. The role is aligned to the Growth pillars defined for the Business Development & Partnerships (Alliance Revenue, Product & Data Integration, New-Market Entry, Joint GTM Campaigns, Partner Governance).
Responsibilities:
Alliance & Channel Revenue
- Source, qualify, and advance co-sell opportunities with cloud partners and SIs; own day-to-day deal orchestration with Sales.
- Run partner opportunity reviews; ensure CRM hygiene, stage accuracy, and forecast quality.
- Support deal desk activities (pricing, approvals, compliance) and shepherd opportunities through legal/procurement.
Product & Data Integration Enablement
- Coordinate partner technical validations, reference architectures, and integration roadmaps with Product & Engineering.
- Maintain a living catalog of partner integrations, use cases, and sales enablement assets.
New-Market Entry Support
- Contribute to market scans (TAM/SAM/SOM), account/geo prioritization, and channel mapping.
- Stand up lighthouse motions with selected partners; capture wins as repeatable playbooks.
Joint GTM & Demand Generation
- Plan and execute co-branded campaigns, EBCs, executive roundtables, and marketplace listings with Marketing.
- Track campaign ROI, MQL→SQL conversion, and partner pipeline attribution.
Partner Governance & Performance
- Prepare QBR/MBR materials (scorecards, pipeline, blockers, actions); ensure actions are closed on time.
- Maintain contract & compliance trackers; monitor mutual NPS and escalate issues early.
Commercial & Cross-Functional Execution
- Build business cases and value narratives tailored to energy/industrial buyers.
- Draft SoWs and proposal content; coordinate with Legal, Finance, Delivery, and Customer Success for smooth handoffs.
- Capture customer/market feedback to inform pricing, packaging, and roadmap.
Inorganic Growth (M&A & Strategic Investments)
- Support build-vs-buy-vs-partner assessments for priority product/geo gaps; prepare target longlist/shortlist with clear theses and synergy hypotheses.
- Coordinate early-stage outreach (NDAs, data-room prep), light commercial/operational diligence with Finance, Legal, Product, and Delivery.
- Draft investment memos and board/IC materials (deal rationale, valuation range, risks, integration plan, KPIs).
- Contribute to JV/strategic investment structures with partners (hyperscalers, ISVs, SIs) and manage workbacks to term sheets.
- Partner with PMO/People Ops on Day-1/100 integration plans (customers, pipeline, product roadmap, branding, comms).
Expected deliverable in first 12 Months
- Launches 1–2 tier-one alliance motions that produce repeatable pipeline and ≥ US$6M ARR contribution.
- Delivers 2 validated partner integrations that unblock sales or shorten cycle time by ≥ 15%.
- Secures first wins in at least one priority market with a documented expansion plan.
- 10–15 targets screened/quarter; 2–3 advanced to diligence with clear theses.
- On-time delivery of investment materials with quantified synergy model and integration KPIs.
Qualifications:
Required Qualifications & Experience
- 6–10 years’ experience in enterprise software/AI or industrial tech; 3+ years in BD/alliances/channel roles.
- Demonstrated contribution to ≥ US$5–10M annual partner-influenced ARR and multi-stakeholder deal cycles.
- Familiarity with hyperscaler co-sell programs and cloud marketplaces (preferably Azure).
- Exposure to buy-side M&A or corporate venture deals in software/AI (target screening, basic valuation, diligence workstreams).
- Bachelor’s degree in Business/Engineering or related; MBA a plus.
Key Competencies
- Commercial acumen: pricing, basic financial modeling, value-based selling, negotiation.
- Structured thinking: market sizing, competitive analysis, portfolio positioning.
- Stakeholder influence: aligns Sales, Product, Legal, Finance, Delivery, and external partners.
- Program & project rigor: manages timelines, risks, and dependencies; drives to closure.
- Communication: crisp executive storytelling; excellent writing and deck-building.