The Head of Business Development & Strategic Partnerships will build strategic partnerships in the wholesale telecom sector, manage a team, drive commercial activities for subsea cable projects, develop financial models, and lead contract negotiations. The role requires strong stakeholder engagement and market analysis.
JOB DESCRIPTION
We are looking for a dynamic senior executive with proven record in wholesale telecom market and carrier sales for our exciting Bifrost project and other upcoming subsea projects. You will be responsible for building strategic partnerships with ICT partners and drive the commercial activities for wholesale network across multiple countries.
Job Description
Team Management
- A high impact performer, be able to manage a team of individuals and team contributors
- An excellent understanding of Asia, South Asia and the APAC Region and have worked in the industry over the last 15 to 20 years
Business Development & Strategic Partnerships
- To lead in new business opportunities in the subsea arena with potential strategic partners and customers
- Develop budgets and financial models for international submarine cable systems and domestic terrestrial networks, for the entire project lifecycle from seed funding to development to operational phase
- Work closely with tax advisors, create tax efficient holding structures for the investment
- Customer Management - Provide inputs to sales team in developing compelling business propositions to potential customers
- Work closely with Corporate Legal and External Legal Teams to negotiate MOUs, Binding Term Sheets and Definitive Agreements
- Ability to review agreements and contracts and be able to negotiate with partners and customers
- Manage and engage third party consultants for the relevant areas of work requirements
- Ability to data process with information on emerging markets and feasibility studies done on key markets
- Clear and objective analysis and recommendations for hte investment
- Business cases and approvals from internal stakeholders within Keppel
- Manage market research for new projects
Internal Stakeholder Engagement
- Coordinate internal management reporting
- Work closely with Risk & Compliance as well as Corporate Communications functions
- Provide assistance to KAIF in fund-raising activities, approval processes, due diligence and lenders documentation
- Engage, coordinate and cooperate with Corporate Finance in debt raising activities
- Coordinate risk compliance and due diligence checks on suppliers, vendors, customers, partners and related parties
- Facilitate internal audit processes pertaining to your area and to work the team process as well for audit purposes
Sales / Commercial
- Strong understanding of relevant business trends and the competitive fiber cable landscape
- Support the development and execution of sales strategy to drive sales among potential customers in the ICT industry
- Lead in contract negotiations with the support from the Legal team
- Engage and influence senior management to win new businesses
Network Investments & Product Management
- Lead in driving new subsea cable projects, with feasibility study and modelling of the project
- Engage and manage Joint Build Partners for the projects
- Ability to understand numbers and the modelling aspect
- Conceptualise and prepare board papers and other approval papers with stakeholders for approvals for the new projects
JOB REQUIREMENTS
- At least 15 - 20 years of relevant experience in the telecommunication industry
- Proven track record of selling wholesale capacity in terms of subsea cable dark fiber pairs
- Knowledge of the telecom technology - IT, IP Transit, Internet Exchanges (IX), Terrestrial Networks and Subsea Networks, thoroughly of both the wet and dry segments, understanding of cable systems
- Understand the structure, demands and requirements of Cloud Operators, Telco Operators, Broadband Operators, Network Operators, OTT Operators, DC Operators, etc
- Understanding of Asia and the APAC Region and have worked in the industry over the last 20 years
- Excellent interpersonal and presentation skills, ability to present at Board Meetings in a succinct manner
- Strong communication and negotiation skills, ability to speak Mandarin is an added advantage to liaise with Mandarin speaking counterparts
- Enterprising and high-energy, yet focused, disciplined and process-driven with a can-do attitude
- Travel overseas for work as and when necessary
BUSINESS SEGMENT
ConnectivityPLATFORMOperating Division
Keppel Singapore Office
1 HarbourFront Avenue, Level 2, Keppel Bay Tower, Singapore, 098632
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