Channel Sales Manager - Fibre Wholesale

NegotiableUnited Kingdom, UK

Contract

Do you have extensive experience working for a UK fibre company, selling Wholesale Fibre to Altnets, ISPs, MSPs, resellers or other telecom providers? First Point Group is recruiting for a Channel Manager – Wholesale Fibre to drive the monetisation of an established and rapidly growing full-fibre company. You will join this company at an exciting time at the infancy of its B2B Wholesale Fibre division so you will have a direct impact on how the wholesale strategy and proposition develops rather than joining an established wholesale machine.

The successful candidate will have a history of identifying, winning and onboarding new ISPs / Fibre Broadband companies as channel partners, converting new opportunities into sustainable, revenue-generating relationships.

This opportunity is 100% remote and any travel required is to meet prospects / new channel partners.

Please note - sponsorship cannot be provided, so candidates must already live in the UK with valid rights to work.

Key ResponsibilitiesBuild and manage a strong pipeline of prospective ISP, MSP, reseller and service provider partners.

Proactively identify and win new wholesale and channel business.

Convert cold prospects into active, revenue-generating partnerships.

Recruit and onboard new ISP partners onto the fibre network.

Build relationships with key commercial stakeholders and decision-makers.

Develop strategic partner business plans aligned with mutual growth objectives.

Identify commercial opportunities across the network footprint.

Represent the business at industry events, conferences and partner meetings.

Conduct regular partner business reviews and growth planning sessions.

Work with Product, Marketing, Sales and Operations to develop compelling wholesale propositions.

Translate network capabilities into clear commercial value for partners.

Support the development of partner programmes, incentives and enablement initiatives.

Provide market intelligence and partner feedback to influence future products and services. Develop messaging that differentiates the business within the UK wholesale fibre market.

Negotiate partnership agreements and commercial terms.

Drive partner-generated revenue and gross margin growth.

Maintain accurate pipeline management, forecasting and conversion reporting.

Deliver against quarterly and annual revenue, margin and growth objectives.

Support complex commercial opportunities through to successful delivery.

Knowledge, Skills & ExperienceProven experience in business development, channel sales or partner management within telecommunications, connectivity or technology.

Strong track record of proactively winning new business and exceeding revenue targets.

Strong understanding of wholesale fibre networks, Ethernet services and business connectivity.

Experience working with ISPs, MSPs, telecom resellers, VARs or indirect sales channels.

Strong commercial negotiation and relationship management skills. Experience developing strategic account and partner growth plans.

Excellent communication, presentation and stakeholder management skills. Self-motivated and comfortable operating independently within a fast-paced, growth-focused environment. Ability to build credibility with both commercial and technical stakeholders.

Desirable

ExperiencePrevious experience with a UK Fibre AltNet, wholesale carrier or network operator.

Knowledge of Ethernet, DIA (Dedicated Internet Access), MPLS (Multiprotocol Label Switching), SD-WAN (Software-Defined Wide Area Network), Layer 2 services and wholesale broadband products.

Strong knowledge of the UK AltNet and wholesale connectivity market.

Understanding of UK telecommunications regulatory and commercial frameworks.

Key Performance IndicatorsNew ISP partner acquisition.

Partner-generated revenue growth.

Gross margin performance. Pipeline value and conversion rates.

Active partner engagement.

Partner retention and satisfaction.

Achievement of quarterly and annual sales targets.

What Success Looks LikeThis role suits a genuine new-business hunter who enjoys creating opportunities, opening new doors and developing relationships from the ground up. You will be comfortable identifying prospective partners, initiating conversations with senior decision-makers and taking opportunities from first engagement through commercial negotiation to revenue generation.

You will have the opportunity to influence the wholesale strategy, develop new partnerships and play a key role in building a scalable wholesale growth engine for an ambitious UK fibre infrastructure provider.