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About the role
You will drive the origination and commercialisation of future subsea cable systems, working alongside the Technical Team and fund management colleagues. The role sits within Keppel's Connectivity business and suits a commercially sharp, relationship-driven person who knows the global subsea ecosystem. You will shape route selection, build consortiums and partnerships, and lead sales of fibre pairs through IRU and O&M negotiations.
What you'll do
Own the market view of the global and regional subsea cable landscape, covering capacity supply and demand, route economics, pricing trends and competitor announcements, and produce regular insight reports and demand forecasts.
Senior Manager, Business Development & Partnerships Manager job at Keppel, Singapore | WorkJio
Track emerging demand trends such as AI and hyperscale data centre growth, cloud region expansion, edge connectivity, cable resilience and new technologies.
Originate and qualify new system opportunities, including route feasibility with technical teams, addressable demand and competitive positioning, leading to business case development.
Represent the company at industry forums and convert conference presence into pipeline.
Identify, originate and secure strategic partners, co-investors and anchor customers such as hyperscalers and global carriers.
Lead structuring and negotiation of commercial arrangements, from consortium and investment agreements through to customer contracts, from term sheet to execution.
Manage partnership relationships across the full lifecycle, aligning stakeholders on route selection, system design, commercial structure, supplier strategy, budget and schedule, and capturing upgrade, renewal and expansion opportunities.
Assist with regulatory, licensing and market entry initiatives, including business cases, landing parties, backhaul arrangements and government and industry stakeholder support.
Develop and execute go-to-market, pricing and commercialisation strategies for each system, aligned with investment cases and revenue objectives.
Identify adjacent revenue opportunities across the wider ecosystem, such as data centre interconnection, marine services and integrated connectivity solutions.
Own investment approval papers and ensure underwriting assumptions are robust and aligned with fund co-investor requirements.
Build the investment case and underwriting model with fund management and commercial project colleagues.
Develop and maintain the full project financial model, including capex and opex, capacity sales assumptions, revenue phasing, returns analysis and sensitivity testing.
Good to know
Extensive travel across multiple regions is required.
The role is full time and based in Singapore.
Requirements
10+ years of business development, sales or commercial experience in subsea cables, international wholesale telecoms or digital infrastructure
Established network across the subsea ecosystem, including hyperscalers, international carriers, landing parties and/or suppliers
Track record of originating and closing complex deals
Direct experience negotiating JBA, IRU, capacity, spectrum and/or O&M agreements
Strong understanding of subsea cable economics, including build costs, capacity pricing, IRU structures, O&M cost allocation and consortium models
Excellent research and analytical skills, able to turn market data into credible demand forecasts and investment narratives
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