Key Account Manager (Wholesale)

This role is responsible for managing and growing strategic wholesale accounts, including carriers, ISPs, and large

connectivity buyers. It focuses on driving revenue growth, expanding capacity sales, and strengthening long-term

partnerships while ensuring seamless coordination between Commercial, Technical, and Operations teams to deliver

high-performance wholesale services.

Key Responsibilities

Account Management & Growth

• Own and manage a portfolio of wholesale customers (ISPs, carriers, MNOs) with full revenue responsibility.
• Build strong relationships with key decision-makers across technical and commercial teams.
• Develop and execute account plans focused on capacity growth and long-term contracts.
• Identify upsell opportunities across FTTx, Layer 2 transport, DWDM and metro connectivity.
• Track utilization trends and proactively drive capacity upgrades.
• Ensure high partner satisfaction and proactively manage churn risks.

Commercial & Pipeline Development

• Drive pipeline development across new and existing wholesale accounts.
• Lead commercial discussions, pricing, and long-term capacity agreements.
• Structure deals around IRU, capacity leases, and scalable bandwidth models.
• Work closely with pre-sales and engineering teams to ensure feasibility and delivery.
• Provide accurate forecasts aligned to revenue and capacity targets.

Customer & Internal Coordination

• Act as the primary commercial interface for wholesale partners.
• Coordinate with network, operations, and service delivery teams for provisioning and upgrades.
• Ensure timely resolution of service issues and escalations.
• Maintain visibility on service performance, SLAs, and partner expectations.
• Align internal teams on delivery timelines and customer commitments.

Key Skills & Competencies

• Strong wholesale telecom sales and account management experience
• Deep understanding of DWDM, IPLC, and Layer 2 transport services
• Commercial negotiation skills for large-scale capacity deals
• Ability to structure long-term contracts (IRU, capacity leasing, bandwidth scaling)
• Strong relationship management with technical and commercial stakeholders
• Pipeline development and revenue forecasting
• Ability to translate network capabilities into commercial value
• Strong communication and presentation skills
• Problem-solving mindset with execution focus
• High accountability and ownership of revenue targets

Experience & Qualifications

• Bachelor’s degree in Telecommunications, Engineering, Business, or related field
• 5 to 8+ years of experience in telecom wholesale, carrier sales, or enterprise connectivity
• Experience working with ISPs, carriers, or mobile network operators
• Strong track record in selling capacity, transport, or infrastructure services
• Understanding of fiber networks, transmission, and IP services