Wholesale Account Manager

This is a fully remote position, open to applicants in Iowa.

📋 Description

• Develop and sustain a robust pipeline of prospects for Carriers, Aggregators, and VARs within a designated territory or vertical segment.

• Conduct research on target accounts and implement outbound prospecting through cold outreach, connections from trade shows, channel referrals, and warm introductions.

• Navigate buying processes involving multiple stakeholders across network engineering, product management, procurement, and executive contacts.

• Oversee the pipeline in HubSpot and other internal systems, ensuring accurate stage tracking, close dates, and MRR forecasting.

• Lead commercial discussions regarding pricing, contract duration, volume commitments, as well as NRC and MRC structures.

• Collaborate with the Pricing Desk and Sales Engineering on intricate quotes involving multiple sites, carriers, and mixed access.

• Assist in MSA negotiations and qualify deals by utilizing off-net and build cost structures.

• Maintain account plans that outline contacts, products, renewal timelines, expansion possibilities, and any open issues.

• Conduct QBRs with strategic accounts, offering product suggestions and proposals for expansion.

• Identify opportunities for cross-selling and upselling, managing renewal discussions more than 90 days in advance.

• Guide partners through the wholesale portal and API during the onboarding process and monitor integration milestones.

• Facilitate new client onboarding and transition signed deals to Implementation with a complete order package.

• Remain actively engaged throughout installation as the client’s advocate, coordinating internal responses to account health concerns.

• Participate in weekly pipeline reviews and deal strategy meetings with the Director of Wholesale.

• Provide field insights regarding pricing sensitivity, competitive challenges, integration issues, and product deficiencies.

⛳️ Requirements

• Bachelor’s degree.

• Over 7 years of experience in telecom sales, channel sales, or wholesale account management.

• Proven track record of achieving or surpassing MRR-based quotas.

• Experience in selling to or through Carriers, Aggregators, or VARs.

• Solid understanding of DIA, broadband, and Ethernet (EPL/EVPL, E-Line/E-LAN).

• Proficiency in telecom commercial terminology, including MRR/ARR, NRC/MRC, A-LOC/Z-LOC, off-net/Type II pricing, SLA structures, and contract terms.

• Demonstrated ability to manage sales processes involving multiple stakeholders with both technical and commercial buyers.

• Excellent organizational and self-management skills; capable of managing 20–40 accounts at varying stages.

• Previous experience with a telecom aggregator, CLEC, master agent, or network services provider is preferred.

• Familiarity with NNI, LOA, cross-connects, and POP architecture is preferred.

• Experience in supporting or leading API or portal integration adoption is preferred.

• Comfort with quoting tools and bid desk workflows is preferred.

🏝️ Benefits

• Complimentary daily lunch for onsite team members in Cedar Rapids.

• Comprehensive health benefits.

• Gym membership reimbursement.

• 401(k) plan.

• Paid time off.

• Continuous development opportunities.

• Option for remote work.