Fiber Network Sales Director

• Location:
  
  Remote (ideal candidate will reside in PA, NC, GA, MD, or VA)

Plenary is a leading specialized developer of long-term Public-Private Partnership (PPP) projects. Since its inception in 2005, we have built a portfolio of more than 65 projects and USD $44 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.

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.

The Dark Fiber Sales Director 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 Fiber 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.

• 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

• 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…