We are looking for a Vice President, Commercials, Subsea Cables and Terrestrial Networks with proven record in wholesale telecom market and carrier sales for our exciting Bifrost project and other upcoming subsea projects. The candidate should be self-driven, can learn quickly and influence decision-making across organizations.
In this position, you will work closely with various Keppel business units to gather, refine and drive program goals to deliver various projects. You will be responsible for building strategic partnerships with ICT partners and drive the commercial activities for wholesale network across multiple countries.
At Keppel, we set a high bar, so expect to be challenged on the scope and scale of the problems we tackle. We are moving fast, using the latest technologies, and transforming the way we leverage telecommunication services. If you're looking for a place to make a huge difference, this is it.
Job Description
Team Management
- A high impact performer, be able to manage a team of individuals and team contributors
- An excellent understanding of Asia and the APAC Region and have worked the industry over the last 20 years
Business Development/ Strategic Partnerships will include the following:
- 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
- Working closely with tax advisors, create tax efficient holding structures for the investment
- Working 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
- To manage and engage and manage 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 the investment
- Business cases and approvals from internal stakeholders including KCL, KTT, KAIF and KDC
- Manage market research for new projects
Customer Management
- Provide inputs to sales team in developing compelling business propositions to potential customers.
- Working 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
Internal Stakeholder Engagement
- Coordinate monthly/quarterly reporting to KCL, KTT and KAIF and all other BU units
- Work closely with GRC on Red Team engagement and GCC on SGX/Press releases
- Provide assistance to Keppel Capital, KAIF, etc. in their fund-raising activities, approval process, due diligence and lenders documentation
- Engage, coordinate and to cooperate with Corporate Finance in their debt raising activities
- To coordinate risk compliance and due diligence checks on our suppliers, vendors, customers, partners and related parties.
- To 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
- Develop and execute 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
Job Requirements
- At least 15-20 years of relevant sales 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 segment and dry segment, understanding of cable systems
- Understand the structure and 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 the industry over the last 20 years
- Excellent interpersonal and presentation skills, ability to present at Board Meetings in a succinct manner with excellent oral skills
- 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 to USA and Asia Pacific region / assignment as and when necessary or requested by your immediate supervisor / the head of department
- Such other duties and responsibilities as may be reasonably requested by your immediate supervisor / the head of department from time to time
- Honesty and Integrity are key pillars for this position, and one must be able to drive targets and have a Can-Do attitude
