Director - Partner Sales; US Broadband & Fiber Ecosystem

Director - Partner Sales (US Broadband & Fiber Ecosystem)

Location: United States (Remote with frequent travel)

Reporting to: Chief Business Officer (CBO)

Role Type: Senior Individual Contributor | Partner-Led Revenue Owner

The US broadband market is in an extended fiber expansion cycle, driven by FTTH deployments, HFC evolution, BEAD-funded programs, and next-generation access network rollouts. MSOs, ISPs, and large broadband operators increasingly rely on system integrators, turnkey providers, network construction firms, and broadband solution and equipment partners to execute at scale.

We are a specialist broadband network design and engineering company operating at the center of these deployments. Our US growth strategy is explicitly partner-led and revenue-driven.

We are hiring a senior commercial leader to own and deliver partner-sourced revenue in the US by selling through partners, not by building a traditional direct sales motion.

This role exists to produce revenue via partners.

1. Core Mandate:
Partner-Led Revenue Ownership

You will have full accountability for partner-sourced revenue in the US, including:

• Owning a clearly defined annual revenue target.
• Driving partner-originated and partner-closed opportunities.
• Ensuring partners consistently pull our services into their deals.
• Building repeatable partner sales motions that generate predictable revenue.

Success is measured by revenue delivered through partners, not sales activity.

2. US Partner Ecosystem (Built for Revenue)

You will build, activate, and manage a revenue-producing US partner ecosystem that includes:

• Broadband System Integrators (SIs) and turnkey providers.
• Network construction and fiber deployment firms.
• Broadband solution providers selling to MSOs, ISPs, and large broadband operators.
• Network and broadband equipment companies with services-led GTM models.
• OEM-aligned partners that rely on specialist engineering and design services.

Target partners include large and mid-sized broadband SIs, turnkey fiber deployment providers, broadband solution providers, and network & broadband equipment companies operating partner-centric ecosystems.

3. Partner-Led Deal Execution

You will ensure partners can successfully sell and deliver with us by:

• Enabling partners to sell our services independently.
• Co-selling selectively to accelerate or close strategic opportunities.
• Owning partner pipeline, forecasting accuracy, and close plans.
• Defining and operationalizing partner commercial models, including:
• Referral models
• Co-delivery frameworks
• Embedded design services
• Preferred partner structures
• Working closely with internal engineering and delivery teams to ensure successful execution.

4. Strategic Partner Relationships

You will build senior-level, trusted relationships across the US broadband ecosystem, including:

• SI sales and delivery leadership.
• Network construction executives.
• Broadband solution providers.
• Network and broadband equipment company leadership.

You will embed our value proposition into partner GTM motions, ensuring partners clearly understand when, where, and how to engage us-driving long-term, repeatable revenue relationships.

5. Market & Ecosystem Leadership

You will act as a visible senior leader within the US broadband and fiber ecosystem by:

• Representing the company at industry events and partner engagements.
• Tracking fiber rollout cycles, BEAD-funded deployments, and operator capex plans.
• Identifying whitespace opportunities and new partner-led revenue plays.

You are a strong fit if you have:

• 15+ years of experience in partner sales, channel sales, or strategic alliances within:
  • Broadband and fiber
  • Telecom or network infrastructure
  • Broadband solution providers or network & broadband equipment companies
• Personally carried and delivered a partner-led revenue quota of $5M+ USD
• A proven record of delivering partner-sourced revenue at scale
• Experience selling services, engineering, or complex solutions, not transactional hardware alone

You bring:

• Deep, existing relationships across US broadband SIs, turnkey providers, construction firms, solution providers, and equipment vendors.
• Experience navigating complex, multi-party deal environments.
• Strong commercial judgment, forecasting discipline, and executive presence.
• A builder's mindset—you create leverage, not dependency.

• Achievement of assigned revenue targets through partners
• Performance against key KPIs, including:
  • Partner-sourced pipeline and closed revenue
  • Revenue by partner model
  • Conversion rates and deal velocity
  • Partner productivity and repeatability
• A clearly structured, scalable partner sales model
• Recognition by partners as a default broadband network design and engineering partner

Recruitment Partner:
Sperton

This position is exclusively managed by Sperton, a global talent partner connecting high-performing professionals with leading organizations worldwide.

Locations:
United States Remote status Fully Remote

Employment type

Full-time Employment level…