Senior Vice President, Commercial

JOB DESCRIPTION

We are looking for a Senior Vice President, Commercial with proven record in wholesale telecom market and carrier sales for our exciting Bifrost project and other upcoming subsea projects. The candidate should be self-driven, can learn quickly and influence decision-making across organizations.

In this position, you will work closely with various Keppel business units to gather, refine and drive program goals to deliver various projects. You will be responsible for building strategic partnerships with ICT partners and drive commercial activities for wholesale network across multiple countries.

Job Responsibilities

• Commercial
  • Strong understanding of relevant business trends and the competitive fiber cable landscape
  • Develop and execute sales strategy to drive sales among potential customers in the ICT industry
  • Lead in contract negotiations with the support from the Legal team
  • Engage and influence senior management to win new businesses
  • Drive new subsea cable network investments with joint build partners.
  • Engaging the Joint Build Partners for the subsea cable projects in the formation of all agreements
  • Engaging the Branch Landing Partners for the cable system to land into the various strategic countries in the design of the cable system
  • Engaging Branch Landing Partners as investors in the Trunk fibre pairs of the subsea cable system
  • Engaging Keppel internal stakeholders to garner support and to obtain approvals for the various commercial agreements, supplier contracts, customer Indefeasible Right of Use (IRU) Agreements, establishing the framework structure of the asset company and operational company.
  • Driving the internal Keppel tax structure ties in with the equity and debt stakeholders to ensure the project garners a reasonable EIRR to the stakeholders
  • Addressing and negotiating the commercial Supply Contract with potential Subsea Cable Suppliers
  • To have a clear strategy on the productizing the subsea cable business
  • Engaging in Supplier Contract Variations (CVs) negotiations on behalf of the partners and internal stakeholders.

• Customer Management
  • Provide inputs to sales team in developing compelling business propositions to potential customers.
  • Working closely with Corporate Legal and External Legal Teams to negotiate MOUs, Binding Term Sheets and Definitive Agreements
  • Ability to review agreements and contracts and be able to negotiate with partners, suppliers, vendors and customers
  • Timely engagements with partners, customers, vendors, suppliers, etc, to meet internal and external objectives.

• Internal Stakeholder Engagement
  • Drive and coordinate internal reporting on a regular basis
  • Work closely with Risk and Compliance team on Red Team engagement and Corporate Communications on SGX/ Press releases
  • Assist Keppel Capital, KAIF, etc. in their fund-raising activities, approval process, due diligence and lenders documentation
  • Engage, coordinate and cooperate with Corporate Finance in their debt raising activities
  • Coordinate risk compliance and due diligence checks on our suppliers, vendors, customers, partners and related parties.
  • Facilitate internal audit processes pertaining to your area and to work the team process as well for audit purposes
  • Key driver of engagement between the Commercial Team and the Technical Team in meeting the overall objectives of the organisation

JOB REQUIREMENTS

• Degree in Mechanical or Electrical, Civil Engineering or equivalent
• Relevant leadership experience in engineering design technology and solutions
• Possess good knowledge of technology trends in data centre industry and other related industries such as Engineering and Information & Communication & Technology (ICT).
• Minimum of 10 to 15 years of Subsea Cable business investments and development
• Track record in data communications and having addressed the transmission layer – Layer 1 of the whole ecosystem of fibre networks – both subsea and terrestrial networks.
• Strategic thinker with strong business acumen
• Strong leadership with sound decision making
• Results driven with strong planning, execution and management skills
• Strong communication and interpersonal skills

BUSINESS SEGMENT

ConnectivityPLATFORMOperating Division