Director, Business Management, Business

Director

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.

• 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.

• 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).

• Achieve revenue, EBITDA, and profitability targets.
• Optimize the utilisation of network assets (e.g., fibre, wavelength, IP capacity) to maximise return.
• Monitor financial performance, cost base, and investment ROI.

• 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.

• 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.

• Build, mentor, and lead a high-performing team.
• Define organisational structure and resource requirements.
• Foster a results-driven, collaborative, solutions focused culture.

• 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.

• 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.
• Excellent commercial judgement and analytical capability.
• Strong communication, presentation, and stakeholder management skills.
• Ability to build and lead high performing commercial teams.

• 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.