Channel Sales Manager - Fibre Wholesale

Do you have extensive experience working for a UK fibre company, selling Wholesale Fibre to Altnets, ISPs, MSPs, resellers or other telecom providers? First Point Group is recruiting for a Channel Manager – Wholesale Fibre to drive the monetisation of an established and rapidly growing full-fibre company. You will join this company at an exciting time at the infancy of its B2B Wholesale Fibre division so you will have a direct impact on how the wholesale strategy and proposition develops rather than joining an established wholesale machine.

The successful candidate will have a history of identifying, winning and onboarding new ISP and channel partners, converting new opportunities into sustainable, revenue-generating relationships.

This opportunity is 100% remote and any travel required is to meet prospects / new channel partners.

Please note - sponsorship cannot be provided, so candidates must already live in the UK with valid rights to work.

Key Responsibilities

• Build and manage a strong pipeline of prospective ISP, MSP, reseller and service provider partners.


• Proactively identify and win new wholesale and channel business.


• Convert cold prospects into active, revenue-generating partnerships.


• Recruit and onboard new ISP partners onto the fibre network.


• Build relationships with key commercial stakeholders and decision-makers.


• Develop strategic partner business plans aligned with mutual growth objectives.


• Identify commercial opportunities across the network footprint.


• Represent the business at industry events, conferences and partner meetings.


• Conduct regular partner business reviews and growth planning sessions.


• Work with Product, Marketing, Sales and Operations to develop compelling wholesale propositions.


• Translate network capabilities into clear commercial value for partners.


• Support the development of partner programmes, incentives and enablement initiatives.


• Provide market intelligence and partner feedback to influence future products and services.


• Develop messaging that differentiates the business within the UK wholesale fibre market.


• Negotiate partnership agreements and commercial terms.


• Drive partner-generated revenue and gross margin growth.


• Maintain accurate pipeline management, forecasting and conversion reporting.


• Deliver against quarterly and annual revenue, margin and growth objectives.


• Support complex commercial opportunities through to successful delivery.

Knowledge, Skills & Experience

• Proven experience in business development, channel sales or partner management within telecommunications, connectivity or technology.


• Strong track record of proactively winning new business and exceeding revenue targets.


• Strong understanding of wholesale fibre networks, Ethernet services and business connectivity.


• Experience working with ISPs, MSPs, telecom resellers, VARs or indirect sales channels.


• Strong commercial negotiation and relationship management skills.


• Experience developing strategic account and partner growth plans.


• Excellent communication, presentation and stakeholder management skills.


• Self-motivated and comfortable operating independently within a fast-paced, growth-focused environment.


• Ability to build credibility with both commercial and technical stakeholders.

Desirable Experience

• Previous experience with a UK Fibre AltNet, wholesale carrier or network operator.


• Knowledge of Ethernet, DIA (Dedicated Internet Access), MPLS (Multiprotocol Label Switching), SD-WAN (Software-Defined Wide Area Network), Layer 2 services and wholesale broadband products.


• Strong knowledge of the UK AltNet and wholesale connectivity market.


• Understanding of UK telecommunications regulatory and commercial frameworks.

Key Performance Indicators

• New ISP partner acquisition.


• Partner-generated revenue growth.


• Gross margin performance.


• Pipeline value and conversion rates.


• Active partner engagement.


• Partner retention and satisfaction.


• Achievement of quarterly and annual sales targets.

What Success Looks Like

This role suits a genuine new-business hunter who enjoys creating opportunities, opening new doors and developing relationships from the ground up. You will be comfortable identifying prospective partners, initiating conversations with senior decision-makers and taking opportunities from first engagement through commercial negotiation to revenue generation.

You will have the opportunity to influence the wholesale strategy, develop new partnerships and play a key role in building a scalable wholesale growth engine for an ambitious UK fibre infrastructure provider.