Director to the Wholesale & Enterprise business, overseeing strategy, product development and Go-to-Market, commercial performance, partnerships, and operational excellence across, wholesale (carrier-carrier, carrier-large enterprises and data centres, and enterprise (B2B and Government) segments. The Managing Director will be responsible for revenue growth, network asset monetisation, and the delivery of high quality services to enterprise clients and wholesale partners. Lead the wholesale and enterprise segments with passion and creativity. Set the strategic direction, build key partnerships (e.g., with MNOs, carriers, ISPs, data centre providers), and drive revenue growth across wholesale and enterprise segments. Oversee sales, commercial, and product development within the division.
Strategic Leadership & Planning
* Define and execute the overall business strategy for wholesale and enterprise segments.
* Identify new market opportunities (e.g., cross-border capacity, data centres, dark fibre, IP VPN, Ethernet, cloud connectivity, managed services).
* Develop go-to-market plans, pricing models, and market driven services.
Business Development & Partnerships
* Build and maintain relationships with global carriers, MNOs, MSPs, ISPs, hyperscalers, and enterprise customers.
* Negotiate commercial agreements, SLAs, and wholesale contracts.
* Explore and lead new partnership models (e.g., MVNO, capacity resale).
Revenue & Profitability Management
* Achieve revenue, EBITDA, and profitability targets.
* Optimize the utilisation of network assets (e.g., fibre, wavelength, IP capacity) to maximize return.
* Monitor financial performance, cost base, and investment ROI.
Operational Excellence
* Work with operations/engineering to ensure reliable service delivery, quality assurance, and efficient provisioning.
* Implement governance processes and performance metrics for the wholesale/enterprise division.
* Manage risk, compliance, and regulatory issues.
Customer Management
* Serve as a senior point of contact for key wholesale and enterprise customers.
* Lead contract negotiations, renewals, and major account reviews.
* Drive customer satisfaction, retention, and expansion.
Team Leadership
* Build, mentor, and lead a high-performing team.
* Define organizational structure and resource requirements.
* Foster a results‑driven, collaborative, solutions focused culture.
Market Intelligence
* Monitor industry trends, competitor activity, and emerging technologies (5G, SD‑WAN, cloud, edge).
* Use data and customer insights to shape product roadmap and strategic decisions.
Experience
* 10+ years in wholesale, enterprise, or commercial leadership preferably within telecoms.
* Proven track record negotiating large scale carrier agreements, MVNO/MNO partnerships, roaming agreements, or enterprise connectivity contracts.
* Proven ability to develop creative products and services that are attractive to the market, including the negotiation of bespoke solutions to fit.
* Strong understanding of fibre networks, IP, WDM, Ethernet, Managed Services, data centres, and cloud connectivity services.
Special Aptitudes
* Excellent commercial judgement and analytical capability.
* Strong communication, presentation, and stakeholder management skills.
* Ability to build and lead high performing commercial teams.
Key Competencies/Behaviours
* Strategic thinker with a data driven approach.
* Customer focused mindset with strong relationship building abilities.
* Displays gravitas, inspiring confidence in customers, potential customers and internal stakeholders.
* Results orientated, proactive, and collaborative.
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