Key Account Manager – Wholesale

About the role

The Key Account Manager – Wholesale will own and grow a portfolio of strategic wholesale customers such as ISPs, carriers and mobile network operators. You will be responsible for driving revenue, expanding capacity sales and building long‑term partnerships while coordinating closely with commercial, technical and operations teams.

Key responsibilities

• Own a portfolio of wholesale accounts with full revenue responsibility.
• Develop and execute account plans focused on capacity growth and long‑term contracts.
• Identify upsell opportunities across FTTx, Layer 2 transport, DWDM and metro connectivity.
• Drive pipeline development, lead commercial negotiations and structure IRU or capacity lease deals.
• Collaborate with pre‑sales, engineering, network and service delivery teams to ensure feasibility and timely provisioning.
• Provide accurate forecasts aligned to revenue and capacity targets.
• Maintain partner satisfaction, manage churn risks and ensure SLA compliance.

Required profile

• Bachelor’s degree in Telecommunications, Engineering, Business or related field.
• 5–8+ years of experience in telecom wholesale, carrier sales or enterprise connectivity.
• Proven track record selling capacity, transport or infrastructure services to ISPs, carriers or MNOs.
• Strong commercial negotiation skills and ability to structure long‑term contracts.

Required skills

• DWDM
• IPLC
• Layer 2 transport
• FTTx
• Metro connectivity