Head of Business Development, Games & Device PRE-LOAD Partnerships

About the company

The company is a Swiss-regulated alternative mobile operator, part of an international investment group, that has focused exclusively on SMS-based payments for digital content since 2021. The company has developed a unique and widely used billing mechanism that allows users in developing markets to pay for games and other digital content from their prepaid phone balance, by sending multiple SMS in a single-click flow.

The company works with games and content developers and with handset manufacturers (OEMs) in the preload market.

Purpose of the role

The Head of Business Development is responsible for growing the number of games and content titles that carry the company's billing, and the number of devices on which those titles reach users. On feature phones, this means preload arrangements with handset manufacturers and the studios that build their games. On smartphones, it means SDK integrations with publishers and distribution through manufacturers' app stores and alternative app stores.

The role reports to the Board, works closely with the carrier manager and engineering, and is accountable for revenue from new partners.

Key responsibilities

Feature phones: preloaded content

• Develop relationships with handset manufacturers and their games studios so that billing-enabled games are preloaded on new models.
• Negotiate preload agreements covering titles, models, markets and the revenue split between manufacturer, studio and the company.
• Coordinate with manufacturers' product teams on launch calendars so that billing-enabled titles are included in new production runs.
• Develop new relationships with games developers and content owners able to use the company's billing technology.
• Ensure, with the carrier team, that billing operates correctly in every market where handsets carrying the company's billing are deployed, and inform the carrier team of new deployment markets so that carrier connectivity can be established there.

Smartphones: SDK integration

• Extend the company's first smartphone billing agreement into a model that can be applied across other Android manufacturers and their app stores.
• Secure SDK integrations with Android games publishers and studios, prioritising titles with large audiences in prepaid, card-light markets.
• Monitor changes to app-store billing rules by region and plan market entry as alternative billing becomes permitted.
• Relay partner requirements to engineering to inform the SDK roadmap.

Content partners

• Manage and develop relationships with existing games publishers and add new ones. The company does not develop its own games.
• Assess and pilot other content categories suited to preload, such as education and micro-insurance.

New markets

• Develop content and device partnerships in markets without current volume, beginning with Southeast Asia and Latin America, in step with the carrier manager's work on network coverage.

Reporting and pipeline

• Maintain a qualified pipeline with forecasts and conversion rates.
• Report monthly to the Board on revenue and gross margin from new partners.
• Broaden the client base to reduce reliance on the largest accounts.

Requirements

Essential

• At least 5 years in business development in mobile games, handset manufacturing or mobile payments, including 3 years in a senior partnerships role.
• A record of concluding preinstall, preload, app-store or revenue-share agreements with handset manufacturers.
• Established relationships with Android manufacturers and ODMs serving Africa and Asia, and with games publishers and studios.
• Sound understanding of content monetisation in prepaid markets with low card penetration, including carrier billing, premium SMS and alternative payment methods.
• Working knowledge of Android distribution: Google Play policy, alternative app stores and in-app billing rules.
• Ability to build a partner pipeline independently and deliver against a revenue target with limited support.
• Fluent English.

Desirable

• Experience commercialising an SDK or developer product.
• Market experience in Nigeria, India or Latin America.
• P&L or business unit responsibility.
• French, Mandarin or Hindi.

Terms

• Executive base salary, with a performance bonus linked to revenue from new partners.
• Potential equity or long-term incentive.
• Remote position, with international travel.