Director of Wholesale Strategy & Partnership

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Wholesale Strategy & Growth

• Support development and execution of Aureon’s wholesale sales strategy in partnership with VP of Wholesale.


• Identify wholesale growth opportunities, partner expansion opportunities, supplier capabilities, and new routes to market.


• Use revenue, margin, pipeline, customer, partner, and market insights to recommend priorities and improvement opportunities.


• Provide leadership with clear recommendations regarding wholesale market trends, commercial risks, partner opportunities, and growth priorities.

Strategic Partnerships & ITC Relationships

• Develop and maintain strong relationships with ITCs, wholesale buyers, carriers, last-mile providers, and strategic supplier partners.


• Support joint business planning, account mapping, partner growth planning, and business reviews with key wholesale partners.


• Create partner scorecards, relationship-health tracking, escalation paths, and follow-up actions.


• Participate in industry meetings, partner events, and strategic planning discussions as assigned.

Commercial Deal Support & Pricing Coordination

• Support complex wholesale opportunities, strategic RFPs, custom solutions, renewals, re-terms, and non-standard deals.


• Partner with Product Management and Finance on wholesale rate cards, pricing assumptions, margin thresholds, and commercial recommendations.


• Coordinate deal-review inputs from Product, Finance, Legal, Network Planning, Engineering, and Service Delivery as needed.


• Recommend pricing, supplier, and deal-structure options that balance competitiveness, profitability, risk, and customer requirements.

Sales Operations & Process Improvement

• Lead improvements to wholesale sales processes, including opportunity intake, sourcing coordination, quoting, forecasting, reporting, and handoffs.


• Document workflows, roles, expectations, and process standards that reduce rework and improve internal execution.


• Track key wholesale sales metrics and provide insights that support operating reviews and business decisions.

Technology & Tool Enablement

• Define wholesale business requirements for CRM, reporting, sourcing, quoting, and marketplace tools.


• Partner with Corporate IT and Sales Operations on Salesforce, Vizaport, and related system enhancements.


• Support tool adoption by providing business feedback, process input, user priorities, and communication support.


• Monitor tool utilization and data-quality issues that impact wholesale reporting, quoting, and partner management.

Contract & Cross-Functional Coordination

• Support wholesale-related contract reviews from a business perspective in partnership with Legal, Finance, and leadership.


• Help translate material contract terms, pricing commitments, partner obligations, and commercial assumptions into clear internal handoffs.


• Coordinate cross-functional follow-through on wholesale initiatives involving Product, Legal, Finance, IT, Operations, and Delivery teams.


• Escalate risks, unresolved decisions, or ownership gaps to the appropriate functional leaders.

Leadership & Team Development

• Lead, coach, and develop assigned Wholesale Strategy, Sales Operations, Carrier Partnership, or related resources.


• Establish clear expectations, priorities, quality standards, internal service levels, and development plans for assigned team members.


• Build team capability in partner management, commercial analysis, process discipline, tool usage, and executive communication.


• Promote a culture of accountability, collaboration, customer focus, disciplined execution, and continuous improvement.

EDUCATION, TRAINING, AND EXPERIENCE:

• Bachelor’s degree in Business Administration, Telecommunications, Finance, Economics, Technology, Engineering, Marketing, or a related field; equivalent experience may be considered.


• Seven or more years of progressive experience in telecommunications, wholesale carrier services, strategic partnerships, sales operations, revenue operations, commercial management, or a related field.


• Three or more years of leadership experience managing teams, cross-functional initiatives, or business programs.


• Strong understanding of wholesale telecommunications, carrier ecosystems, last-mile relationships, and connectivity products such as Ethernet, DIA, transport, wavelength, and related services.


• Experience supporting partner relationships, complex sales opportunities, pricing discussions, commercial reviews, or operational improvement initiatives.


• Ability to analyze revenue, margin, pipeline, partner, and operational data to support decisions and recommendations.


• Strong communication, business acumen, collaboration, problem-solving, and stakeholder-management skills.


• Ability to influence across departments, manage competing priorities, create structure from ambiguity, and deliver measurable outcomes.

PREFERRED SKILLS:

• Experience working with Iowa telecommunications companies, rural carriers, regional fiber providers, wholesale buyers, or cooperative telecommunications organizations.


• Experience with Vizaport, Connectbase, Salesforce, carrier portals, or comparable wholesale marketplace and CRM platforms.


• Experience with rate cards, pricing models, gross margin analysis, discounting, or financial business cases.


• Experience supporting contract reviews, Master Service Agreements, partner agreements, dispute resolution, or commercial obligations.


• Experience with process improvement, sales operations, revenue operations, CRM optimization, workflow automation, or change-management initiatives.


• Professional certification in project management, process improvement, Salesforce, Lean, Six Sigma, change management, or a related area.

TOOLS, EQUIPMENT, AND SOFTWARE:

• ​​Proficiency in Salesforce or similar CRM solution


• ​Proficiency with Outlook, Word, Excel, and PowerPoint​

WORKING CONDITIONS AND PHYSICAL REQUIREMENTS:

• Primarily indoor work primarily in office environments


• Willingness to travel as needed.


• Valid Driver’s license, safe driving record and ability to travel frequently


• Frequent utilization of manual dexterity and visualizing of computer screen


• No unusual physical requirements