Fiber Network Sales Director

PBI Fiber; Georgia; On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Competitive salary

Benefits package

Vacation time

Development opportunities

Job summary

Plenary Americas is seeking a Dark Fiber Sales Manager to drive revenue growth for PBI’s dark fiber and lit services with national, regional, and local carriers, data center operators, FTTH providers, and enterprise customers. You’ll own the end-to-end sales cycle, structure terms, and serve as the primary contact through contract execution.

Work with Sales Engineering, Network Engineering, Operations, and Finance to translate requirements into route designs and business cases.

Job description

Location: ideal candidate will reside in PA, NC, GA, MD, or VA

The Company

Plenary Americas is a leading specialized developer of, and equity investor in, long-term Public-Private Partnership (PPP) infrastructure projects. Since its inception in 2005, we have built a portfolio of 60 projects and more than USD $23.5 billion / CAD $30.3 billion in North American assets under management. We are determined in our approach to deliver first-class infrastructure, build the right delivery solutions for the projects we work on and inspire people with our vision for transformational spaces.

Why work for Plenary?

Our focus is on empowering our employees, driving results, building strong camaraderie, and celebrating our wins as a team. Our people and our workplace culture are our driving forces to bring infrastructure to life. Learn more about us by visiting www.plenaryamericas.com

The Role

The Dark Fiber Sales Manager owns revenue growth for PBI’s dark fiber and lit services business for carriers, data center operators, FTTH providers, and large enterprise customers. Working in partnership with Sales Engineering, Network Engineering, Operations, and Finance, you’ll build and manage a pipeline of complex, high-value opportunities, structure commercial terms that work for both the customer and PBI, and serve as the primary point of contact guiding customers from initial interest through contract execution.

PBI is a consortium led by Plenary Americas and Tikehau Star Infra. The company owns, develops, operates, and commercializes middle-mile fiber routes for hyperscalers, telecom carriers, fiber-to-the-home (FTTH) providers, and data center operators, including unique routes along the entire Pennsylvania Turnpike Right-of-Way (ROW) and major roadways on the North Carolina DOT and Georgia DOT interstate highway systems. In addition to the various functions performed directly by PBI resources, PBI also subcontracts design, construction, operations, and maintenance services to external contractors.

Responsibilities

• Identify, qualify, and pursue dark fiber and lit services opportunities with national, regional, and local carriers, data center operators, FTTH providers, and enterprise customers
• Own the end-to-end sales cycle for complex, high-value transactions, from prospecting and qualification through negotiation and close
• Exceed assigned annual revenue growth targets across the three-state footprint
• Represent PBI at industry conferences, trade shows, and networking events to build market presence and generate new relationships
• Partner with Sales Engineering and Finance to translate customer requirements into solutions: route designs, cost estimates, and business cases
• Structure and negotiate commercial terms for IRU, lease, and lit fiber transactions, including term pricing and O&M cost inputs
• Write proposals and lead the commercial elements of responses to RFIs/RFPs
• Build and maintain an accurate pipeline and forecast in the CRM; report regularly on pipeline health, deal status, and progress against quota
• Build and maintain relationships with customers’ business and technical stakeholders throughout the sales cycle, and serve as their primary point of contact into design, build, and installation handoff
• Serve as primary liaison between Sales, Sales Engineering, OSP Engineering, Network Engineering, and Service Delivery during design, build, and installation
• Keep current on the middle-mile and long-haul fiber competitive landscape and emerging technologies

Essential Skills & Qualifications

• Bachelor’s degree in Business, Marketing, or equivalent industry experience
• 5+ years of sales experience in telecommunications, with direct experience selling dark fiber, middle/long-haul, and wavelength/DWDM network services
• Proven track record closing IRU, lease, and lit fiber transactions
• Working understanding of the OSP design process – permitting, construction economics, and route feasibility – sufficient to evaluate and position deals accurately
• Ability to build and manage an accurate sales pipeline and forecast in a CRM
• Experience responding to RFIs/RFPs and developing proposals and business cases
• Strong written and verbal communication skills
• Proficiency in Microsoft Office (Word, Excel, PowerPoint, Visio, Outlook)
• Proven ability to manage simultaneous opportunities independently with minimal supervision
• Experience administering and managing CRM platforms
• Ability to thrive in a fast-paced, collaborative, and dynamic environment
• Up to 30% travel, primarily on the U.S. East Coast
• Ideal candidate will reside in PA, NC, GA, MD, or VA

What we offer

• Competitive salary with annual bonus potential.
• Comprehensive benefits package including medical, dental and vision, and RRSP plan with employer contribution.
• Four weeks' vacation, plus public holidays and other discretionary leave.
• Long-term development opportunities and ability to be part of an exciting and growing industry.

Vacancy Status:

This posting relates to a current vacancy.

AI Disclosure:

We use artificial intelligence (AI)-enabled tools to support certain recruitment activities, including the review and assessment of applications. These tools do not independently determine candidate suitability or make hiring decisions.

Note: Only those applicants under consideration will be contacted. Please accept our utmost appreciation for your interest. We are committed to continuous improvement and a diverse and inclusive workplace for all. Plenary Americas is an Equal Employment Opportunity employer, and employment decisions are based on merit and business needs only. Reasonable accommodation is available for qualified individuals with disabilities upon request.