Director of Wholesale Strategy & Partnership

Aureon•West Des Moines, IA

2d•Onsite

About The Position

This role is responsible for supporting the development and execution of Aureon’s wholesale sales strategy, identifying growth opportunities, managing partner relationships, and supporting complex commercial deals. The position involves analyzing market trends, providing strategic recommendations, and driving improvements in sales processes and technology enablement. Additionally, it requires coordinating cross-functional efforts, managing contracts, and leading a team to achieve business objectives within the telecommunications wholesale sector.

Requirements

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.
Proficiency in Salesforce or similar CRM solution
Proficiency with Outlook, Word, Excel, and PowerPoint

Nice To Haves

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.

Responsibilities

Support the 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.
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.
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.
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.
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.
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.
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.