Assistant General Manager Business AIoT Development & Commercialization

Telekom Malaysia; Kuala Lumpur; On-site; MYR 180,000 - 300,000; Full time

Job summary

Telekom Malaysia seeks a senior leader to drive AIoT market development and commercialization for Unifi. You will translate market trends into viable AIoT businesses, create robust business cases, and design commercial models with ecosystem partnerships.

The role accelerates in-house AIoT capability, mentoring teams and coordinating across Product, GTM, Sales and external partners to scale opportunities.

Qualifications

• Bachelor’s Degree in engineering, CS, IT, telecoms or related technical field.
• 10–15+ years in business development, commercialization or technology strategy.
• Proven ability to develop market opportunities and business cases.
• Experience building strategic partnerships and new commercial models.

Responsibilities

• Identify and assess AIoT opportunities based on market trends and customer needs.
• Develop market sizing, addressable market and competitive landscape analyses.
• Create new business concepts leveraging connectivity and ecosystem capabilities.
• Develop commercial models: subscription, recurring revenue, device-plus-service.
• Translate opportunities into scalable AIoT propositions and go-to-market plans.

Skills

Business development

Commercialization

Market assessment

Financial modelling

Strategy

Education

Bachelor's Degree

Tools

IoT platforms

Digital platforms

Job description

• The AGM Business AIoT Development & Commercialization provides specialist business development and commercialization expertise to identify, develop and accelerate new Business IoT and AIoT growth opportunities for Unifi.
• The role translates market trends, customer and industry needs, emerging technologies and ecosystem opportunities into commercially viable and scalable AIoT businesses, supported by robust market assessments, business cases, commercial models and commercialization strategies.
• The role drives opportunities from market identification and validation through business development, commercialization and initial scale‑up, working closely with Product, GTM, Sales, AIoT Solutions Consultant, Platform and ecosystem partners.
• As an Subject Matter Expert (SME), the role will accelerate the development of sustainable in‑house AIoT business‑development and commercialization capability through structured methodologies, mentoring, commercial frameworks and knowledge transfer to internal resources.

KEY RESPONSIBILITIES

Market Opportunity & New Business Development

• Identify and assess emerging Business IoT and AIoT opportunities based on market trends, customer needs, industry developments and technology evolution.
• Develop market sizing, addressable market, competitive landscape and opportunity assessments for priority AIoT opportunities.
• Identify and prioritize high‑value use cases based on market attractiveness, strategic fit, scalability, differentiation and financial potential.
• Develop new business concepts leveraging Unifi’s connectivity, platforms, ecosystem capabilities and customer reach.
• Establish and maintain a structured pipeline of new IoT/AIoT business opportunities.
• Identify adjacent growth opportunities and new recurring revenue streams beyond existing connectivity services.

Business Case & Commercial Model Development

• Develop comprehensive business cases for new IoT/AIoT opportunities covering revenue potential, investment requirements, cost structure, profitability, ROI and payback.
• Develop appropriate commercial models including subscription, recurring revenue, device‑plus‑service, managed service, usage‑based and other applicable models.
• Define key commercial assumptions including addressable customers, adoption, ARPU, revenue, margin and investment requirements.
• Validate commercial attractiveness and market willingness‑to‑pay before significant investment or commercialization.
• Conduct scenario and sensitivity analysis to support investment and prioritization decisions.
• Track business‑case performance during initial commercialization and recommend corrective actions where required.
• Translate market and customer needs into clearly defined IoT/AIoT business use cases and commercial requirements.
• Develop commercialization strategies covering target market, value proposition, solution packaging, commercial model and route‑to‑market requirements.
• Work with the AIoT Solutions Consultant to validate technical feasibility, architecture and integration requirements.
• Work with Product teams to translate validated business opportunities into scalable propositions while maintaining clear Product ownership.
• Coordinate commercialization readiness across Product, GTM, Sales, Platform, Operations and ecosystem partners.
• Establish repeatable commercial frameworks that allow successful AIoT use cases to be replicated and scaled across multiple customers.

Ecosystem & Strategic Partnership Development

• Identify technology, solution, platform, OEM and ecosystem partners required to accelerate new AIoT business opportunities.
• Develop strategic partnership models including commercial structures, revenue sharing, joint propositions and go‑to‑market collaboration.
• Evaluate Build, Buy or Partner options for new AIoT capabilities and business opportunities.
• Assess potential partnerships based on strategic fit, commercial attractiveness, scalability, differentiation and time‑to‑market.
• Establish strategic collaborations that accelerate commercialization or provide differentiated capabilities to Unifi.
• Continuously identify emerging ecosystem players, technologies and business models relevant to Unifi’s AIoT growth strategy.

Business Scaling & Growth

• Develop scaling strategies for validated IoT/AIoT businesses.
• Identify opportunities to replicate successful solutions across customers, market segments and use cases.
• Monitor initial adoption, revenue, margin and commercial performance of newly commercialized business opportunities.
• Identify opportunities for cross‑sell, upsell, recurring revenue and adjacent business expansion.
• Recommend further investment, partnership, expansion or rationalization based on business performance.
• Drive transition from individual opportunities towards repeatable and scalable AIoT businesses

Business Capability Development & Knowledge Transfer

• Establish structured methodologies for AIoT opportunity identification, assessment, business‑case development and commercialization.
• Develop reusable commercial frameworks, opportunity‑assessment models, business‑case templates and commercialization playbooks.
• Mentor and coach identified internal resources in AIoT business development and commercialization.
• Transfer specialist knowledge in market assessment, business modelling, ecosystem strategy and commercialization.
• Establish governance and decision frameworks for opportunity prioritization and commercialization readiness.
• Build sustainable internal capability to independently identify, evaluate and develop future AIoT growth opportunities.

CANDIDATE MUST HAVE

Bachelor’s Degree in Engineering, Computer Science, Information Technology, Telecommunications, Information Systems or related technical discipline.

WE VALUE

• 10–15+ years of relevant experience in business development, new business creation, commercialization, technology strategy, digital business, IoT or telecommunications.
• Demonstrated experience developing and commercializing technology‑based businesses or solutions.
• Strong experience in market opportunity assessment, business‑case development and financial modelling.
• Experience developing strategic partnerships, ecosystems and new commercial models.
• Demonstrated experience taking new opportunities from concept and validation through commercialization and scale.
• Experience in IoT, digital platforms, telecommunications or technology businesses is strongly preferred.