SENIOR SPECIALIST STRATEGIC PARTNERSHIPS & M&A

<div style="border-top: none; border-right: none; border-left: none; border-image: initial; border-bottom: 1pt solid windowtext; padding: 0in 0in 1pt; font-size: 14px;" id="isPasted" fr-original-style="mso-element:para-border-div;border:none;border-bottom:solid windowtext 1.0pt; mso-border-bottom-alt:solid windowtext .5pt;padding:0in 0in 1.0pt 0in;"><p style="border: none; padding: 0in; font-size: 14px;" fr-original-style="border:none;mso-border-bottom-alt:solid windowtext .5pt; padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;"><strong fr-original-style="" style="font-weight: 700;">ROLE OBJECTIVE&nbsp;</strong></p><p style="text-align: justify; border: none; padding: 0in; font-size: 14px;" fr-original-style="text-align:justify;border:none;mso-border-bottom-alt: solid windowtext .5pt;padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;">Senior Specialist – Strategic Partnerships &amp; M&amp;A supports the Senior Manager in designing, negotiating and governing long‑term strategic partnerships (e.g., hyperscalers, global tech providers, OEMs/ISVs, telcos, and ecosystem players) and in executing selective inorganic opportunities.</p><p style="text-align: justify; border: none; padding: 0in; font-size: 14px;" fr-original-style="text-align:justify;border:none;mso-border-bottom-alt: solid windowtext .5pt;padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;">The role owns day‑to‑day partnership development (MoUs, co‑sell enablement, co‑investment frameworks), maintains the partner portfolio aligned to enterprise strategy, translates partnerships into monetised offerings with Sales/Product/Delivery, and helps identify and structure cross‑border partnerships to enable market access and joint solutions. The incumbent also contributes to target screening, financial modelling, due diligence coordination and post‑deal integration tasks as directed.</p><p style="text-align: justify; border: none; padding: 0in; font-size: 14px;" fr-original-style="text-align:justify;border:none;mso-border-bottom-alt: solid windowtext .5pt;padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;"><strong fr-original-style="" style="font-weight: 700;">&nbsp;</strong></p><p style="text-align: justify; border: none; padding: 0in; font-size: 14px;" fr-original-style="text-align:justify;border:none;mso-border-bottom-alt: solid windowtext .5pt;padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;"><strong fr-original-style="" style="font-weight: 700;">RESPONSIBILITIES</strong></p></div><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Partnership strategy &amp; portfolio management</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Maintain the partner portfolio mapped to ODP’s strategy (cloud, data centre, cybersecurity, managed services, platforms, SI); define tiering, coverage gaps and investment priorities.</li><li>Prepare partner business cases and value hypotheses (problem/fit, routes to market, enablement required, revenue &amp; margin levers, risks/mitigations).</li><li>Run market scans and keep a watchlist of ecosystem players; prepare outreach briefs and talking points for leadership.</li></ul><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"></p><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Design, negotiation &amp; governance of strategic partnerships</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Lead day‑to‑day design and negotiation of MoUs, teaming agreements, distribution/resell models, white‑label and JV frameworks under manager guidance.</li><li>Draft term sheets with Legal/Finance; negotiate commercials (pricing, commit levels, enablement obligations) and key protections (IP, data, SLAs/credits, exclusivity, non‑compete, change control, exit/renewal).</li><li>Set up governance: joint steering/QBRs, scorecards, escalation paths, and risk registers; maintain contract repositories and renewal calendars.</li></ul><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">&nbsp;</strong></p><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Co‑sell enablement &amp; co‑investment frameworks</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Build co‑sell motions with hyperscalers/OEMs (account mapping, solution playbooks, pipeline reporting)</li><li>Structure co‑investment models (PoC funding, joint solution development) with measurable ROI and guardrails.</li></ul><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"></p><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Monetisation &amp; offer translation</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Coordinate with Sales, Product and Delivery to translate partnerships into monetised offerings (SKUs/packages, SLAs, pricing corridors, deal qualification, delivery models, and success KPIs). •</li><li>Ensure partner‑related commercial constructs (discounts, bundles, usage commits) are reflected in price books and DOA workflows.</li></ul><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"></p><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Cross‑border partnerships &amp; market access</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Identify, structure and manage cross‑border partnerships that unlock market access or joint offerings (e.g., regional JV arrangements); assess regulatory/FX/tax and data‑transfer implications with Legal/Finance/GR.</li></ul><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"></p><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">M&amp;A and investment support&nbsp;</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Contribute to target screening, teaser/IM review and initial outreach; maintain the target database and NDA processes.</li><li>Build and maintain financial models and synergy cases (revenue/cost/capex/working capital); support valuation (DCF, comps, precedent) and sensitivity analyses.</li><li>Coordinate due diligence request lists and data‑room Q&amp;A (commercial, financial, tax, legal, tech/cyber); consolidate findings and action trackers.</li><li>Support post‑deal integration workstreams (Day‑1/100‑day checklists, synergy dashboards).</li></ul><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"></p><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Stakeholder management &amp; communications</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Prepare decision‑ready materials (term‑sheet summaries, exec memos, board/IC slides) with clear options and recommendations.</li><li>Maintain accurate records: approvals per DOA, governance minutes, risk/issue logs and partner performance scorecards.</li></ul><p style="margin: 3pt 0in; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;line-height:130%;"></p><p style="margin: 3pt 0in; text-align: justify; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;text-align:justify;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Compliance, risk &amp; ethics</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Ensure compliance in partner interactions; coordinate competition/anti‑trust safeguards for information sharing.</li><li>Align with PDPL data obligations in data‑room sharing, co‑sell reporting and joint marketing; ensure sanctions screening where relevant.</li></ul>