Senior Manager & Region Lead, MNO Partnerships

Please note: whilst the advert is tagged to the UK, we are open to candidates in Europe, Middle East & APAC.

The Role

• We are looking to hire an experienced Regional Head: MNO partnerships for Europe plus additional territories, to join our existing team. In this role you will contribute directly to the development of the Tata Communications MOVE, global connectivity strategy and its successful execution. As part of the latter, you will be responsible for Tata Communications’ multi-modal connectivity footprint expansion and management, in Europe and additional territories as required.
• However, the scope of your responsibilities will extend beyond MNO-MVNO Wholesale connectivity procurement negotiations, contract establishment, project management and management of new and existing MNO Partner agreements. In this role you will also drive and enable reciprocal business and joint-GTM collaborations within your region to enable Tata Communications MOVE to achieve its business growth plans.
• In addition to fulfilling the ongoing and strategic account management and governance responsibilities, you will act as the face of Tata MOVE to our connectivity partners, representing Tata Communications, for your assigned region(s) and territories, in accordance with our agreed strategy and roll-out plans.

Key day-to-day responsibilities of this role:

Building, maintaining deep partner relationships

• You will be the relationship owner and ensure all End-to-End responsibilities associated with managing your partners are fulfilled efficiently and proactively serving the interests of both Tata Communications and our partners.
• You will build and maintain strong and trusted relationships with Tata’s partners deep within their business structures, at multiple levels and within their cross-functional teams to champion reciprocal partnerships.
• Ensure ongoing optimisation of partner arrangements to ensure that Tata’s business and customer market requirements are met, ensuring Tata remains ahead of the competition.
• Manage regular, timely and professional communications and formal quarterly performance reviews with our key partners and stakeholders within new and existing MNO/CSP organisations.
• Ensure efficient conclusion, implementation and on-going operational management of Partner commercial arrangements for any type of connectivity arrangement, including but not limited to: roaming agreements, special IOT agreements, VAR agreements, MVNO agreements , Hybrid in-market and bespoke Wholesale agreements,

Stakeholder management: facilitation and providing cross-functional support

• Effectively manage and provide timely reporting to senior management and executive stakeholders.
• Drive and negotiate timely service enrichment and enhancements with partners based on the business priorities, and act as the key engagement, enabler and coordinator to effectively manage liaison between the Technical functions of our partners and your Technical partner programme lead, supporting the scheduling, management of services and capabilities enhancements.
• Support the Tata Sales teams to respond to OEM and other IoT RFPs to win new customers, as well as helping our existing customers to grow by facilitating and participating in discussions with our customers and Sales teams.
• Support Finance, Legal/regulatory and Product teams to ensure alignment and synchronicity between cross-functional plans and extend additional support as and when required to serve customers
• Deliver other additional related responsibilities and provide internal support to requirements as deemed necessary by the business and management.

Transformation, automation and ongoing efficiencies and improvements

• Be proactive and vigilant in streamlining standard processes, seeking automations that save time and resources. Ensuring that any ideas are executed through to the end and implementation with sufficient business case approvals and processes.

Requirements

• A minimum 7 years’ experience in commercial wholesale roles in wholesale procurement and wholesale sales in telecommunications with experience of procuring and deploying different types of connectivity arrangements including, but not limited to, local market solutions, heavy/light MVNOs, direct and sponsored roaming, local partner wholesale arrangements and bespoke strategic commercial agreements.
• A minimum of 5 years experiences in Sales/Sales enablement of complex platform based solutions to wholesale partners including but not limited to MNOs and/or MVNOs.
• Deep understanding of the EMEA telecommunications markets.
• In-depth knowledge and experience MNO and MVNO procurement frameworks and strong proven influencing experience.
• Proven ability to understand the impact of the technical deployments on commercial arrangements.
• Proven track record in driving revenue growth and managing strategic partnerships
• Set-up and coordinate a streamlined process for all contract documents and setup process for IRAs, DIoTs, MVNO Agreements and other commercial partnerships.
• Excellent communication, interpersonal and persuasion skills.
• Excellent visual presentation and analytical skills,.
• Excellent organisational skills – ability to manage lots of priorities simultaneously and proactively.
• Ability to thrive under pressure and tight deadlines.
• Ability to deliver a varied scope and large workload to a high standard consistently.
• Have an entrepreneurial mindset, have a can-do attitude and be a self-starter and work on the right task and/or initiatives at the right time.
• As a minimum a Bachelor's degree in Business, Telecommunications, or related field

Desirable

• DCH and vendor experience
• Strong leadership, people and stakeholder management skills