AIoT Commercial Manager

Qualifications & 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.
  

Skills / Knowledge

• 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.

Language Requirements

• English (fluent written and verbal) - Mandatory
• Arabic (fluent written and verbal) - Mandatory
  

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.

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.