Director of Wholesale Strategy & Partnership

Aureon; West Des Moines (IA); On-site; USD 140,000 - 190,000; Full time

Job summary

Aureon in West Des Moines, IA is seeking a Director of Wholesale Strategy & Partnership to lead wholesale growth, partnerships, and sales operations. You will guide strategy with cross-functional teams and manage key partner relationships to optimize revenue and margin.

The role requires senior-level leadership, deep telecom knowledge, and the ability to translate complex contracts into actionable plans while driving process improvements across sales and operations.

Qualifications

• Bachelor’s degree in a related field; equivalent experience may be considered.
• Seven+ years of progressive experience in telecommunications, wholesale carrier services, partnerships, or related fields.
• Three+ years of leadership experience managing teams or programs.
• Strong understanding of wholesale telecom, carrier ecosystems, and connectivity products.
• Experience supporting partner relationships, pricing discussions, and commercial reviews.
• Ability to analyze revenue, margin, pipeline, and operational data for decisions.
• Strong communication, collaboration, problem-solving, and stakeholder-management skills.
• Ability to influence across departments and deliver measurable outcomes.

Responsibilities

• Support development and execution of wholesale sales strategy with VP of Wholesale.
• Identify growth opportunities, partner expansion, and new routes to market.
• Use revenue, margin, pipeline, and market insights to set priorities.
• Provide leadership with recommendations on market trends and risks.
• Develop and maintain relationships with ITCs, wholesalers, carriers, and partners.
• Support joint business planning, account mapping, and reviews with key partners.
• Create partner scorecards and escalation paths; track relationship health.
• Participate in industry meetings and strategic planning discussions.
• Assist with complex opportunities, RFPs, renewals, and non-standard deals.
• Collaborate with Product and Finance on rate cards, pricing, and margins.
• Coordinate deal inputs from Product, Finance, Legal, IT, Ops, and Delivery.
• Recommend pricing and deal structures balancing competitiveness and risk.
• Lead improvements to sales processes: intake, quoting, forecasting, reporting.

Skills

Leadership

Strategic thinking

Cross-functional collaboration

Communication

Stakeholder management

Education

Bachelor’s degree in Business Administration / Telecommunications / Finance / Economics / Technology / Engineering / Marketing

Tools

Salesforce

Vizaport

Connectbase

Job description

Director of Wholesale Strategy & Partnership

Job Category: Integrated Solutions

Requisition Number: DIREC001559

• Posted : September 28, 2026
• Full-Time
• On-site

Locations

Showing 1 location

West Des Moines, IA 50266, USA

Description

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Wholesale Strategy & Growth

• Support 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.

Strategic Partnerships & ITC Relationships

• 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.

Sales Operations & Process Improvement

• 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.

Contract & Cross-Functional Coordination

• 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.

Leadership & Team Development

• 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.

EDUCATION, TRAINING, AND EXPERIENCE:

• 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.

PREFERRED SKILLS:

• 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.

TOOLS, EQUIPMENT, AND SOFTWARE:

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

WORKING CONDITIONS AND PHYSICAL REQUIREMENTS:

• Primarily indoor work primarily in office environments
• Willingness to travel as needed.
• Valid Driver’s license, safe driving record and ability to travel frequently
• Frequent utilization of manual dexterity and visualizing of computer screen
• No unusual physical requirements

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.