Business Development Manager – Telecom & Optical Networks

The Carrier & Wholesale Business Development Manager will drive strategic revenue growth and market expansion for One Network’s optical fiber cable (OFC) network, long-haul and metro fiber backbone, dark fiber leasing, and carrier-grade backhaul connectivity across Pakistan. Leveraging One Network’s nationwide OFC infrastructure, IP/MPLS backbone, and interconnection facilities, this role focuses on building and managing strong relationships with telecom operators, licensed ISPs, long-distance and international (LDI) operators, and carrier-neutral partners. The objective is to increase wholesale bandwidth, dark fiber, and infrastructure-sharing revenue across Pakistan’s telecom ecosystem, including PTA-regulated carriers, government, defense, and enterprise sectors.

Key Responsibilities

Carrier & Wholesale Revenue Generation:
Develop and implement aggressive wholesale sales and business development strategies to maximize utilization of One Network’s OFC routes, dark fiber pairs, metro and long-haul backbone, and duct/pole infrastructure. Build and maintain a strong pipeline of telecom operators, ISPs, LDI operators, and infrastructure companies seeking bandwidth, dark fiber, co-location, and backhaul capacity. Package and cross-sell OFC leasing (lit and dark fiber), IP transit, bandwidth (E1/STM/Ethernet/DWDM circuits), and backhaul connectivity alongside One Network’s Data Centers and Green Power Infrastructure to deliver comprehensive, high-reliability carrier solutions.

ISP & Telecom Operator Partnerships:
Lead partnership development with licensed ISPs, telecom carriers, LDI/LL operators, mobile network operators (MNOs), and PTA-licensed infrastructure providers to create a scalable, high-value carrier partner network. Identify, negotiate, and finalize Indefeasible Right of Use (IRU) agreements, dark fiber leases, capacity swaps, and interconnection/peering arrangements with telecom carriers and ISPs nationwide. Establish joint go-to-market models and strategic alliances with regional and national ISPs and telecom operators to drive customer acquisition, network reach, and mutual business growth. Manage Master Service Agreements (MSAs), IRU contracts, and Service Level Agreements (SLAs) ensuring compliance with PTA regulations and long-term value creation.

OFC Network Sales & Operational Excellence:
Maintain detailed OFC route maps, wholesale pricing toolkits, dark fiber and bandwidth catalogs, and client-facing materials to support the commercial team and accelerate deal closures. Implement standardized wholesale sales policies, tariff structures, and commercial governance to ensure PTA compliance, scalability, and operational discipline across the OFC and connectivity portfolio. Collaborate with Network Planning, NOC/Field Operations, Legal & Regulatory, Marketing, and Finance teams to design carrier-grade connectivity solutions and route development plans. Coordinate right-of-way (RoW), duct-sharing, and infrastructure-sharing agreements with telecom operators, WAPDA, NHA, provincial authorities, and utility companies to expand OFC route footprint efficiently.

Leadership & Relationship Management:
Build, mentor, and lead a high-performing carrier business development and wholesale sales team focused on consultative selling and long-term operator partnerships. Maintain strong, C-level relationships with major telecom operators (PTCL, telecom carriers, LDI operators), ISPs, and regulatory bodies such as PTA to ensure high retention, satisfaction, and account growth. Analyze Pakistan’s telecom market trends, competitor OFC footprints, spectrum and licensing developments, and emerging demand drivers such as 5G backhaul, data center interconnect, and rural broadband to identify new growth opportunities. Represent One Network in industry forums, PTA consultations, and telecom operator associations to reinforce market positioning as a preferred wholesale carrier partner.

Required Qualifications & Experience

Experience: Minimum 7 years of progressive experience in Carrier Business Development, Wholesale Sales, or Strategic Partnerships within Telecom, ISP, OFC/Fiber Network, or Carrier Services sectors in Pakistan.

Domain Expertise: In-depth knowledge of OFC/dark fiber networks, IRU agreements, IP transit and bandwidth wholesale, long-haul and metro fiber routes, DWDM/SDH transmission, and PTA licensing and regulatory frameworks.

Track Record: Proven success managing complex carrier sales cycles and building pipelines across telecom operators, ISPs, LDI operators, government, and defense sectors in Pakistan.

Regulatory Knowledge: Familiarity with PTA licensing categories (LDI, LL, WLL, Class Value Added Services), right-of-way regulations, and interconnection frameworks.

Leadership: Demonstrated ability to lead teams, collaborate cross-functionally, and manage strategic carrier/operator relationships.

Skills: Strong contract negotiation skills (IRU/MSA/SLA), wholesale pipeline management, carrier sales enablement, and executive presentation capabilities.

Compensation: Monthly salary range of Rs180,000 to Rs240,000.

Work Location: This is an in-person role based in Pakistan.