VP of Sales - Telecommunications

Hamilton Barnes Associates Limited; North Carolina; On-site; USD 150,000 - 230,000; Full time

Job summary

A tech-driven infrastructure services company is seeking a Director of Broadband Solutions to lead FTTH growth across the U.S. This role focuses on consultative sales, developing strategies for residential ISPs, and managing a full sales lifecycle. Candidates should have 7-10+ years of direct sales experience in the residential FTTH market and a proven track record with Tier 2 to Tier 4 ISPs. Join us to impact broadband infrastructure innovation and growth.

Qualifications

• 7-10+ years of direct sales experience in residential FTTH markets in the U.S.
• Proven success in selling T&E services for network lifecycle.
• Experience selling to Tier 2, Tier 3, or Tier 4 ISPs.
• Demonstrated ability to sell consultative, outcomes-based solutions, not commoditized construction.
• Strong executive presence and comfort engaging C-suite leadership.
• Willingness to travel extensively within assigned territory.

Responsibilities

• Own and execute a go-to-market strategy for residential FTTH providers.
• Sell Essentia’s services with an emphasis on phased delivery.
• Lead consultative conversations focused on market efficiency.
• Manage the full sales lifecycle from engagement through expansion.
• Develop multi-project account strategies aligned to customer needs.
• Develop multi-project, multi-year account strategies aligned to customer build plans and funding cycles.
• Expand accounts by positioning Essentia across multiple phases of FTTH lifecycle, not single-scope engagements.
• Value-Based & T&E Selling: Articulate value of T&E delivery versus fixed-price models for FTTH programs.
• Structure engagements with scope flexibility, transparency, and cost control aligned to customer objectives.
• Partner internally to ensure accurate scoping, rate structures, and billing alignment.
• Cross-Functional Collaboration: Work with Engineering, Operations, PMO, and executive leadership to deliver tailored FTTH solutions.
• Drive Sales–Operations handoffs to ensure delivery alignment and margin protection.
• Leverage Essentia’s eSpeed platform and execution model as differentiators in competitive pursuits.
• Market Intelligence & Thought Leadership: Maintain awareness of FTTH market dynamics, funding programs, and ISP expansion strategies.
• Use market insight to inform pipeline development and regional growth priorities.

Skills

Direct sales experience in residential FTTH markets

Selling Time & Expense (T&E) services

Consultative selling

Executive presence

Deal structuring

Cross-functional collaboration

Tools

eSpeed platform

Job description

Looking to lead growth in the residential fiber market and shape next-generation connectivity solutions?

Join a tech-driven infrastructure services organisation that designs, builds, and deploys fiber and wireless networks nationwide, supporting telecom carriers, utilities, and enterprise clients. The team leverages proprietary technology to streamline network design, construction, and testing, giving employees exposure to high-impact projects and innovative delivery models.

This opportunity is ideal for a Director of Broadband Solutions to drive FTTH growth across U.S. territories, focusing on consultative, solution-led sales and helping Tier 2, 3, and 4 ISPs deploy and manage services efficiently.

Ready to influence the residential fiber market and make a tangible impact on broadband infrastructure? Apply now.

Core Responsibilities:

• Consultative Sales & Regional Growth
  • Own and execute a regional go-to-market strategy focused exclusively on residential FTTH providers.
  • Sell Essentia’s end-to-end services portfolio, with emphasis on T&E-based engagements and phased delivery models.
  • Lead consultative conversations centered on speed-to-market, capital efficiency, execution certainty, and risk mitigation.
  • Manage the full sales lifecycle from early engagement through contract execution and expansion.
  • FTTH-Focused Account Development
  • Serve as the primary executive point of contact for assigned ISP customers.
  • Develop multi-project, multi-year account strategies aligned to customer build plans and funding cycles.
  • Expand accounts by positioning Essentia across multiple phases of the FTTH lifecycle, not single-scope engagements.
• Value-Based & T&E Selling
  • Clearly articulate the value of T&E delivery versus fixed-price models for FTTH programs.
  • Structure engagements that align scope flexibility, transparency, and cost control with customer objectives.
  • Partner internally to ensure accurate scoping, rate structures, and billing alignment.
• Cross-Functional Collaboration
  • Work closely with Engineering, Operations, PMO, and executive leadership to deliver tailored FTTH solutions.
  • Drive disciplined Sales ? Operations handoff to ensure delivery alignment and margin protection.
  • Leverage Essentia’s eSpeed™ platform and execution model as differentiators in competitive pursuits.
• Market Intelligence & Thought Leadership
  • Maintain deep awareness of FTTH market dynamics, funding programs (BEAD, state grants), competitive landscape, and ISP expansion strategies.
  • Use market insight to inform pipeline development and regional growth priorities.

Required Experience & Qualifications:

• 7–10+ years of direct sales experience in residential FTTH markets (U.S.).
• Proven success selling Time & Expense (T&E) services for design, engineering, permitting, construction support, or lifecycle network services.
• Current or recent experience selling into Tier 2, Tier 3, or Tier 4 residential ISPs.
• Demonstrated ability to sell consultative, outcome-based solutions, not commoditized construction.
• Strong executive presence and comfort engaging C-suite leadership.
• Willingness to travel extensively within assigned territory.

Salary:

• Competitive Salary based on experience.