The Role
We are currently looking for an experienced Wholesale Trade Director based in Singapore. You will be responsible for the company's footprint expansion and management, including new MNO Partner agreements and MNO Partner account management in accordance with our agreed footprint strategy and roll-out plan for Asia-Pac linked to OEM requirements and Regulatory frameworks in-country.
You will lead on all MNO contract negotiations in agreement with your manager; the Director of MNO Partnerships.
Responsibilities of this role:
1. Existing MNO Partner Management across the Asia-Pac/Oceania region:
a. Manage regular, timely and professional communications with our key touch-points within the company's existing MNO partners.
b. Build and maintain trusted relationships with the company's MNO partners at multiple levels, teams and points-of-contact.
c. Manage ongoing re-negotiation of commercial terms based on the company's business requirements, strategy and ‘local’ market execution planning across Asia-Pac.
d. Drive and negotiate service enhancements with MNO partners based on the company's business priorities.
e. Be the key engagement enabler to effectively-manage liaison between MNO Partner Technical team and the company's Core Network team to plan, schedule and manage service improvement initiatives or upgrade projects. Examples of engagements will include; Coverage extensions/MNO Partner IMSI launches/Including Voice services within existing Data-only agreements/Driving improved Quality of Service.
f. Facilitate three-way Meetings involving; MNO Partners, the company's OEM & M2M Partners to maximize communications and support for the Cubic Sales team.
g. Manage an efficient and professional programme of communications with MNO Partners across Asia-Pac via Email, Phone, Conference/Video Calls and frequent F2F meetings.
2. Execute on New Partner/MNO Acquisitions & Launches across Asia-Pac/Oceania:
a) Acquire new MNO Partners in line with a prioritised roll-out plan including the negotiation of cost-effective commercial agreements.
b) Manage our existing and established MNO Partners which will require a strong relationship building competence and an ability to drive towards future outcomes and the protection of the company's strategic/commercial/technical/coverage interests.
c) Supporting MNO Partner Launches across the process, integrations, commercial agreements and operational management.
d) Other additional Wholesale responsibilities and internal support requirements as deemed necessary by the business.
3.Partner MNO Contracts, Setup & Operational Management:
a) Co-ordinate all contract documents and setup process for Roaming Agreements and MVNO Agreements, including:
- Negotiation of IRA documentation pack (i.e. AA.12/AA.13/AA.14)
- Negotiation of MVNO
- Negotiation of VAR Agreements
b) Coordinate with Partner MNOs and the company's NOC teams and experts across varied scenarios including but not limited to:
i. Signalling Ordering & IR.21 exchange
ii. Test SIM Exchange - the company's IMSI and/or Partner IMSI
iii. IR.24 & IR.35 Test scheduling
iv. IREG Test completion and sign-off (i.e. TCCs)
c) Coordinate TAP/TADIG Testing with MNOs:
i. Establishment of MNO Partners with DCH
ii. Validate files and Sequence numbers with DCH
iii. Validate TAP files on Rate/Usage/Reconciliation as-required
d) DCH Billing Queries & Reconciliation:
i. Co-ordinate on ad-hoc issues and ticketing with DCH until internal resources are assigned
ii. Oversee the validation of MNO invoices through DCH Reporting
iii. Support/train internal colleagues within the company's Finance Department on Wholesale/Roaming - DCF/FCH/Reporting
iv. Manage our service delivery from our DCH Vendor – Manage SLAs, Billing & other elements as-required
e) MVNO Establishments:
i. Act as the project lead or sponsor for the setup of MVNO integrations
ii. Oversee the company's Project Manager
iii. Lead in project reviews with MNO partner
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