Kelvin Koh

APAC regional lead for a team managing Business Development and Carrier Relations for the region, tasked to grow our Messaging, Voice, RCS, Network APIs business and driving propositions for key wholesale / enterprise accounts, expanding our A2P monetization strategies with Tier 1 carriers/ CSPs.

APAC region lead to provide expertise to mobile operators for review and optimization of their messaging traffic, heighten their revenue potentials. Sinch's A2P monetization services provide a flexible combination of managed services, commercial pricing strategies and technical capabilities to fit into any existing operator's product/technical/commercial environment to gain maximum benefits.

• Regional business development, buying and selling and P&L responsibility for APAC region with a focus on mobile data services (IPX/ GRX/ SCCP/ Data and Financial clearing/ Messaging/ SMS Firewall/Roaming Hub/Sponsored Roaming) and supporting growth in Voice and Data business for corridors between Middle East and APAC. Additionally, drive new business in M2M and IoT with regional players (buying and selling). • Responsible for bilateral and high value bundled deals with roaming partners for expansion of roaming coverage (3G/ 4G/ LTE) together with mobile data services and voice. • Employee no. 1 responsible for the setup and fast track of the regional APAC office including new business processes, human resource policies, IT and Product house support. • Drive product development with Etisalat Wholesale and Carrier Services to adopt best of breed business practices to ensure sustained technological edge with other international wholesale providers, and sourcing of technology partners. Supplier and routing management responsibility for APAC, covering mobile operators, 3rd party wholesalers for A2P/P2P messaging, IOT, sponsored roaming, DID numbers and voice. • Actively spearhead the growth of Etisalat’s market share of mobile data services contribution and mindshare with mobile operators, system integrators, resellers/ wholesalers, suppliers, including Over-The-Top providers and international brands.

•Full responsibility for P&L for the APAC messaging (A2P and P2P) business that spans messaging aggregators, carriers (telcos), enterprises and digital service providers. •Provide thought leadership, strategic acquisition strategies, handle pricing and market analysis to drive revenue / margin contribution for both customers and partners with the entire APAC sales team. •Actively engage and acquire direct partnership deals with telcos at the executive/ management level for cost optimization and enhancing the messaging product portfolios. • Lead internal cross-functional teams on design/ customization of existing messaging products to meet customer requirements, and taking charge of delivery for high value customers. • Assist the overall APAC strategy by generating leads for cross-selling of products like mobile DID numbers, signaling, wholesale voice, instant/sponsored roaming, MNP/HLR lookup. • Supplier and routing management responsibility for APAC, covering mobile operators, 3rd party wholesaler hubs for A2P/P2P messaging, HLR lookups and DID numbers.

• Consultative solution selling and business development in key client verticals (financial services/ banks, government and statutory boards) Financial Institutions, Retail, Government & Statutory bodies). • Build long-term partnerships and drive adoption of Hello’s Enterprise products to achieve deep entrenched services in target verticals. • Drive, structure complex deals with strategic suppliers/partners to achieve new business.. • Product lead for new Enterprise-class services including developing products for Interactive Voice Response System, API-based VoIP services, Managed Colocation and Network Services, Assisted SMS Broadcast Alerts Service, Mobile Messaging Application (iOS and Android). • Vendor relationship management for telecommunications services with domestic carriers, and international providers such as SMS aggregators/ SS7 providers.

•Responsible for managing and developing good relationships with carrier accounts and strategic partners to upsell/cross-sell Telco product solutions (Local/International Data, Wholesale Voice, Mobile, SMS, Managed Services). •Develop an extensive and perceptive understanding of customers’ business and requirements to identify business opportunities •End-to-end Sales cycle from qualification to close. Managed accounts in excess of $10 million. •Responsible for business development of carrier-grade solutions for international mobile commerce and transfers, and upselling mcommerce solutions to mobile carriers.

• Product strategy and development lead for SingTel Mobile international and local roaming and prepaid consumer services. • Responsible for shaping the roaming market by differentiating SingTel with innovative services. Develop effective strategies with internal and external cross-functional teams to implement marketing plans. • Lead driver for content portals and advertising services for the first ever Singapore Formula One and Singapore Volvo Ocean Race offering up-to-date news feeds, mobile wallpaper downloads, location-aware SMS advertising targeting local prepaid and visitor segments • Launched prepaid mobile broadband (HSPA) service with online credit top-up facility for SingTel Mobile • Launched map service for travelers with location-aware capability displaying nearby Point-of-Interests. • Close partnerships with Bridge Alliance and leading mobile operators such as Maxis Malaysia, Globe Philippines, Taiwan Mobile, Telkomsel Indonesia, AIS Thailand, Bharti AirTel India, Optus Australia, South Korea Telecom. Co-developed and branded regional mobile concierge portal and rewards programme.

• Performed technology scanning, experimentation and evaluation, to improve homeland security systems and best practices for adoption by MHA divisions • Led capability reviews to establish technology gaps and proactively engaged the industry in experimentation and research as necessary to enhance the capability of MHA’s existing technology systems. • Responsible for multi-million nation-wide CCTV surveillance standards strategy for the transportation system • Partnered the Infocomm Development Authority for nationwide free public WiFi hotspots project; offering free wireless access at over 7,500 hotspots to 1.3million public users • Close partnership with IT consultancy firms to identify and gather design requirements, leading to recommendation for acquisition/development of new C3 system deployed Ministry-wide

Honours 1st Class