Kuala Lumpur, Malaysia
Posted 7 months ago

Manager, Market Development, Metro SBU

Kuala Lumpur, Malaysia



  • Identify, develop and grow the market for edotco’s In-Building Solutions (IBS)/DAS/Small-Cell/Fibre backhaul/BTS hotel solution and Street Furniture solutions


Key Accountabilities

  • Identify and formulate regional marketing plan and activities on strategic venue targets through events, internal teams and carrier partnerships
  • Develop sales strategy and build regional sales pipeline, hunt and close new In-Building Solutions (IBS) Sales to achieve assigned sales target in growing edotco’s installed regional footprints
  • Contribute in developing new In-Building Solutions (IBS) ecosystem offer by exploring, provide ideas, assess and select emerging/better In-Building Solutions (IBS) through engagements with vendors/principal technology owner and work with internal product solution/technical teams for solution validation
  • Create value proposition and edotco’s unique sales points in the In-Building Solutions (IBS)-Small Cells industry sector
  • Prepare bid management in selected cases
  • Drive introduction of new solutions to the region
  • Research and feed market requirements to the Solutions Architect
  • Manage and monitor performance of IBS regional sales team; provide sales direction and strategy; provide sales training
  • Establish, grow and manage relationship engagements of C Level and client key decision makers with venues in business development pipeline to close new opportunities to deploy wireless infrastructure. Drive contracts through closure including negotiating key business terms and financial structures
  • Retain and establish new clientele base and retain current edotco’s In-Building Solutions (IBS) regional footprint/installed base. Work to identify and prioritize locations of interest to improve wireless coverage including sports stadiums, college campuses, convention centres, shopping malls, hospitals, and other key locations
  • Present edotco’s DAS solutions to key decision-makers and sell the benefits of the solution
  • Build strong relationships with high level IBS stakeholders and policy makers – Telecommunications and ICT Regulatory of respective country (eg. MCMC), Telco Operators, Building Societies and Property Developers in driving edotco’s interests on the IBS business
  • Attend key industry conferences, forum and training to keep abreast of new market trends, technology and knowledge of In-Building Solutions (IBS)
  • Report monthly sales progress and key pursuits
  • Identify additional resources and support when required to ensure overall success
  • Address requirement gaps through coordinated planning amongst MNOs
  • Provide intelligence to Lat Long marketing
  • Pre sales business development and presentation to MNOs or customers
  • Project management activities
  • Sales support



Qualifications & Experience

  • Bachelor’s degree in IT or Engineering; MBA preferred
  • At least 7 years’ relevant experience in solution selling and marketing, building customer solutions, sales, channel marketing in the telecommunications industry
  • Technical background in telecommunications technologies, especially mobile technologies 2G to 5G
  • Special focus on small cells and in building systems, fiber backhaul, BTS hoteling, C-RAN solutions


Skills & Knowledge

  • Good technical knowledge of the solution sets
  • Very good equipment vendor and customer relationships – ability to understand their pain points and value proposition
  • Strong commercial sense and skills to be able to craft the value proposition from the technical to the commercial
  • Strong understanding of telecom operators’ business, business processes, industry players and business trends
  • Good understanding of the OSS/BSS domain and related (non-functional) requirements including technologies and standards
  • Good knowledge of ICT-networks including but not limited to IP, PSTN, mobile, cable, and transmission
  • Self-motivated, able to work independently and strong team player
  • Strong organisation, planning and project management skills, able to prioritise tasks for self and project teams


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Kuala Lumpur, Malaysia
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