Wholesale Director

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 & Roaming Manager. 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:

a. 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.

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 (wholesale discount agreements) based on Cubic's business requirements, strategy and ‘local’ market execution planning across EMEA.

d. Drive and negotiate service enhancements, new technologies upgrade 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 EMEA via Email, Phone, Conference/Video Calls and frequent F2F meetings.

2. Execute on New Partner/MNO Acquisitions & Launches across EMEA:

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

• 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

• 25 days annual leave + 2 company days
• Health Insurance
• Pension Contribution
• Income Protection
• ESOP
• Tax saver scheme
• Bike to work scheme
• Sports and social activities
• Great annual office outings (Summer BBQ, Christmas party, charity runs)
• Bits & Bobs days (Half day every quarter to get your Bits & Bobs done)
• Learning and Development Opportunities

Cubic Telecom is an equal opportunities employer and committed to fostering a diverse and inclusive workplace.