The Company
Founded in 2009, Cubic Telecom has grown to become one of the leading providers of connectivity solutions and analytics services that help vehicle and IoT device manufacturers manage and grow revenue streams. Fast paced, smart, ambitious, and continually seeking new, ideas. That's us, is it you? At Cubic you will find an environment filled with energy and collaboration, where we set out every day to improve not just the world, but ourselves and each other.
We believe in leadership that supports empowerment and responsibility, while recognising and developing leadership qualities across Our Team. Together we bring out the best in each other. So, whether you're interested in joining us as an individual contributor, manager, senior leader – or someone who aspires to growing into a leadership role – we look for people who are results focused, empathetic, visionary, empowering, and who 'champion' our cultures and values.
The Role
We are currently looking for an experienced Wholesale Director based in Tokyo, Japan. 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 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 Cubic's existing MNO partners.
b. Build and maintain trusted relationships with Cubic's MNO partners at multiple levels, teams and points-of-contact.
c. Manage ongoing re-negotiation of commercial terms based on Cubic's business requirements, strategy and 'local' market execution planning across Asia-Pac.
d. Drive and negotiate service enhancements with MNO partners based on Cubic's business priorities.
e. 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. 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, Cubic 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 Cubic'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 our Cubic NOC teams and experts across varied scenarios including but not limited to:
i. Signalling Ordering & IR.21 exchange
ii. Test SIM Exchange - Cubic 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 Cubic 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 Cubic Project Manager
iii. Lead in project reviews with MNO partner
Requirements
Requirements:
- 10+ years of experience in wholesale or commercial roles in telecommunications
- Proven track record in driving revenue growth and managing strategic partnerships
- Strong leadership and people management skills
- Excellent communication and presentation skills
- Deep understanding of the Asia-Pacific & Oceania telecommunications market
- Bachelor's degree in Business, Telecommunications, or related field
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