EMEA Wholesale and Roaming Director

4 days ago

Dublin, Dublin City, Ireland TN Ireland Full time
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We are seeking an experienced Wholesale & Roaming Manager to join our team. You will be responsible for Cubic Telecom'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 EMEA 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 EMEA regions:
    1. Manage regular, timely and professional communications with our key touch-points within Cubic's existing MNO partners for all Wholesale matters as well as wider context of partnership growth.
    2. Build and maintain trusted relationships with Cubic's MNO partners at multiple levels, teams and points-of-contact.
    3. Manage ongoing re-negotiation of commercial terms (wholesale discount agreements) based on Cubic's business requirements, strategy and 'local' market execution planning across EMEA.
    4. Drive and negotiate service enhancements, new technologies upgrade with MNO partners based on Cubic's business priorities.
    5. Be the key engagement enabler to effectively-manage liaison between MNO Partner Technical team and Cubic Core Network team to plan, schedule and manage service improvement initiatives or upgrade projects.
    6. Facilitate three-way Meetings involving; MNO Partners, Cubic OEM & M2M Partners to maximize communications and support for the Cubic Sales team.
    7. Manage an efficient and professional programme of communications with MNO Partners across EMEA via Email, Phone, Conference/Video Calls and frequent F2F meetings.
  2. Execute on New Partner/MNO Acquisitions & Launches across EMEA:
    1. Acquire new MNO Partners in line with a prioritised roll-out plan including the negotiation of cost-effective commercial agreements.
    2. 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 Cubic's strategic/commercial/technical/coverage interests.
    3. Supporting MNO Partner Launches across the process, integrations, commercial agreements and operational management.
    4. Other additional Wholesale responsibilities and internal support requirements as deemed necessary by the business.
  3. Partner MNO Contracts, Setup & Operational Management:
    1. 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
  4. Coordinate with Partner MNOs and our Cubic NOC teams and experts across varied scenarios including but not limited to:
  • Signalling Ordering & IR.21 exchange
  • Test SIM Exchange - Cubic IMSI and/or Partner IMSI
  • IREG Test completion and sign-off (i.e. TCCs)
Coordinate TAP/TADIG Testing with MNOs:
  • Establishment of MNO Partners with DCH
  • Validate files and Sequence numbers with DCH
  • Validate TAP files on Rate/Usage/Reconciliation as-required
DCH Billing Queries & Reconciliation:
  • Co-ordinate on ad-hoc issues and ticketing with DCH until internal resources are assigned
  • Oversee the validation of MNO invoices through DCH Reporting
  • Support/train internal colleagues within the Cubic Finance Department on Wholesale/Roaming - DCF/FCH/Reporting
  • Manage our service delivery from our DCH Vendor – Manage SLAs, Billing & other elements as-required
  • Act as the project lead or sponsor for the setup of MVNO integrations
  • Oversee Cubic Project Manager
  • Lead in project reviews with MNO partner

Requirements

  • 10+ years of experience in wholesale or commercial roles in telecommunications
  • Experience in roaming industry managing wholesale deals, solutions
  • Proven track record in driving revenue growth and managing strategic partnerships
  • Knowledge of connectivity in IoT industry - roaming, MVNO, etc.
  • Good understanding of the IoT connectivity market landscape in EMEA, contacts in local MNOs across the region
  • Strong leadership and people management skills
  • Excellent communication and presentation skills
  • Deep understanding of the EMEA telecommunications markets
  • Bachelor's degree in Business, Telecommunications, or related field

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