Director, Wholesale Sales

At Brightspeed, we are reimagining how people live, work, play and connect by providing fast, reliable internet connections and an awesome customer experience in twenty states throughout the Midwest and South.

Backed by funds managed by Apollo Global Management, our vision is to accelerate the upgrade of copper to fiber optic technologies, bringing faster and more reliable internet service to many rural markets traditionally underserved by broadband providers, while delivering best-in-class customer experience.

Be a part of the team that will make this vision a reality….designing and building a world class fiber network and creating a customer experience second to none.

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Brightspeed is looking for a driven, aggressive and energetic Director of Wholesale Sales. As Director, Wholesale Sales, you will report directly to the VP, Enterprise & Wholesale Sales. You will lead a Wholesale Sales team responsible for protecting and growing revenues for some our most strategic Wholesale customers across the Brightspeed Wholesale ecosystem. You will play an integral part in revenue generation while leveraging our extensive technology portfolio to solve our Wholesale Resellers clients’ business and IT needs. You will lead the team to identify new Wholesale Resellers, Manage and grow revenues with current Wholesale Resellers that will contribute to Brightspeed’s total revenue commitments.

As Director, Wholesale Sales, you will have three specific areas of responsibilities:

• Wholesale Reseller relationship management involving cultivating new revenue growth and maintaining relationships with the entire ecosystem within your teams assigned deck of business, as well as recruit and onboard new Wholesale Resellers that will contribute to Brightspeed’s total revenue commitments
• Conduct weekly opportunity reviews with all Wholesale Resellers and Wholesale account executives. Conduct Quarterly Business Reviews with entire Wholesale ecosystem at the “C” level reviewing QoQ Growth in revenue and product as well as process gaps
• Support the sales teams is the nucleus of the role, and this includes leading and coaching a team of Wholesale Account Executives, Wholesale Support Staff, Sales Engineers, and Contract Admins. Prioritize leading the sales teams in focusing on selling the entire Wholesale product offering.

As Director of Wholesale Sales, you will have the following duties:

• Performance Management: Manage sales teams to meet and exceed sales growth goals. Set channel objectives and initiating performance planning with measurements in all key areas. Instill core values of integrity, accountability and positive attitudes within the team. Maintain consistent communication on key objectives. Analyze sales results, monitoring productivity, forecasting and quota setting. Forecast, sales reporting and market conditions and evaluate territories and market share to identify opportunities to increase growth and revenue and manage churn.
• Sales / Customer Retention: Engage in high level sales meetings with potential and existing key Wholesale accounts to establish strong working relationships and promote the quality of Brightspeed products and solutions. Work through the contract negotiation process for key accounts on pricing and concessions and facilitate final contract approval across departments. Collaborate cross-functionally with other departments across the company to analyze issues affecting the Enterprise channel and recommending, developing, and implementing process improvements.
• Staffing / Employee Relations: Interview and hire management team. Oversee the professional development of organization. Responsible for coaching, motivating and training team to achieve high-performance results.
  
  

PROFESSIONAL COMPETENCIES:

• Ability to manage an aggressive multimillion-dollar sales quota
• Proven people leadership skills, with the ability to manage a dispersed team
• Validated existing Wholesale Reseller relationships
• Ability to oversee handling of complex engagements, long-standing customer relationships, and customer escalations
• C-level executive relationship creation and development
• Analytical thinking skills and quantitative acumen to support account and market analysis, qualified business conditions, and application opportunities
• Strategic thinking skills; ability to design conceptual strategies to address customer needs
• Deep knowledge of IT/Telco industry dynamics and trends

WHAT IT TAKES TO CATCH OUR EYE:

• Bachelor’s degree and/or equivalent work experience; Master’s degree desired
• 8+ years of directly relevant work experience, working with all levels in the Wholesale accounts up to “C” level.
• 5+ years of people leadership and management experience, including evaluating team performance and making improvements
• Experience in selling and managing sellers of complex telecommunications and technology, with a strong preference for experience in both
• Proven track record of success within the Wholesale environment
• Ability to achieve results in a complex, distributed organization
• Ability to manage many different initiatives at one time while focusing on sales success

WHY JOIN US?

We aspire to contemporary ways of working.

Recognized as a Top Workplace by the Charlotte Observer, Brightspeed HQ is located on the 7th floor of the new Vantage South End - East Tower in Charlotte, NC. We prioritize hiring talent in the Charlotte area, whenever possible, to make it a truly vibrant destination for our hybrid workforce. At Brightspeed, we have roles that are designated as remote, hybrid, office or field-based, depending on the position, business needs and individual circumstances. We also invest in technology that enables our entire team to stay connected. Why? Because Brightspeed recognizes the value of finding the best talent for the job, wherever they may be.

We offer competitive compensation and comprehensive benefits.

Our benefits and paid time off programs reflect our underlying belief in promoting overall wellness through physical, emotional and financial health. Brightspeed offers a comprehensive benefit program, including competitive medical, dental, vision, and life insurance; an employee assistance program; a 401K plan with company match and a host of voluntary benefits.

Diversity, equity and inclusion are at the center of our grounding belief in Being Real.

When we bring our authentic selves to work, everyone is better as a result. A diverse team helps us be fierce advocates for more accessible, inclusive and high-quality internet, because we believe doing so promotes equity in the communities we serve.

Brightspeed is an Equal Opportunity Employer/Veterans/Disabled

For all applicants, please take a moment to review our Privacy Notices:

• Brightspeed’s Privacy Notice for California Residents
• Brightspeed’s Privacy Notice