First Point Group
Wholesale Sales Manager
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Business Development Manager – Wholesale Fibre
Do you have extensive experience working for a UK fibre company, selling Wholesale Fibre to ISPs, MSPs, resellers or other telecom providers? First Point Group is recruiting for a Business Development Manager – Wholesale Fibre to drive the monetisation of a rapidly growing full-fibre company.
The successful candidate will have a history of identifying, winning and onboarding new ISP and channel partners, converting new opportunities into sustainable, revenue-generating relationships.
Remote working can be considered for the right candidate.
Please note - sponsorship cannot be provided, so candidates must already live in the UK with valid rights to work.
Key Responsibilities
- Build 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.
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Knowledge, Skills & Experience
- Proven 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.
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Desirable Experience
- Previous 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 Indicators
- New 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 Like
This 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.
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