Principal Roaming & Partnerships Strategist

PURPOSE OF POSITION: Own and drive GCI’s end-to-end wholesale wireless roaming and strategic partnership strategy, with enterprise accountability for commercial performance, partner ecosystem development, and long-term market positioning. Serve as the company’s most senior subject matter expert (SME) for wholesale wireless partnerships, leading strategy across inbound and outbound roaming, carrier relationships, and emerging partnership models. Operate with significant autonomy and executive visibility, influencing priorities across Product, Network, Finance, and Executive Leadership to optimize revenue, margin, network utilization and customer experience outcomes Primary customers include international, nationwide, regional and Alaska-based wireless communications providers and roaming partners. This role serves as the primary strategic and commercial point of contact for all wholesale roaming accounts and carrier partnership relationships. Internally, the position partners closely with Wholesale, Product, Network Operations, Engineering, Consumer, Business, Finance, and Executive Leadership teams to ensure alignment, operational execution, service excellence, and achievement of enterprise business objectives. Key Accountabilities Include: Defining and evolving GCI’s enterprise wireless roaming and strategic partnership strategy in alignment with product, consumer, business and network priorities. Managing the full portfolio of inbound and outbound roaming agreements and wholesale wireless partnerships. Leading commercial performance, revenue optimization, and profitability of inbound roaming services. Coordinating outbound roaming services and carrier relationships for GCI subscribers in alignment with operational, technical and financial objectives. Developing and maintaining strong internal and external relationships to support service delivery, issue resolution, and long-term partnership growth. Ensuring compliance with company policies, contractual obligations, regulatory requirements, and applicable industry standards. ESSENTIAL DUTIES AND RESPONSIBILITIES: Enterprise Partnership Strategy & Portfolio Ownership Define, develop, and evolve GCI’s wholesale wireless partnership strategy, including roaming, resale, interconnect, and broader ecosystem expansion opportunities. Provide portfolio-level commercial leadership with accountability for revenue growth, margin optimization, cost structures, and long-term strategic value across all roaming and wholesale wireless relationships. Lead development of multi-year strategic roadmaps aligned to GCI’s wireless, mobility, broadband, and enterprise growth strategies. Serve as executive-level relationship lead for strategic roaming and carrier partners (e.g., Tier 1 operators, international carriers, and key industry stakeholders). Evaluate emerging market trends, partnership models, and competitive opportunities to support enterprise growth and differentiation. Complex Deal Structuring & Negotiation Leadership Lead high-value, complex, and multi-party negotiations for roaming and wholesale wireless agreements, including pricing structures, settlements, technical requirements, service levels, and performance obligations. Develop innovative commercial constructs including reciprocal roaming models, usage-based pricing strategies, strategic alliances, and partnership frameworks. Conduct financial modeling, business case development, and commercial analysis to support negotiation strategies and executive decision-making. Act as senior escalation points for commercial, operational, and contractual disputes. Partner with Legal, Finance, Product, and Network teams to ensure agreements align with enterprise risk, operational capabilities, and strategic objectives. Cross-Functional Influence & Execution Leadership Drive alignment across Product, Enterprise, Network, Engineering, and Finance to: Optimize network utilization and roaming economics Align partnership strategy with product roadmap and business priorities (e.g., FWA, mobility, MVNO and future wireless services). Influence prioritization of network investments, operational enhancements, and product capabilities based on strategic wholesale opportunities and partnership commitments. Lead cross-functional resolution of systemic service, operational, or partner performance issues impacting customer experience, revenue, or contractual obligations. Ensure effective coordination between internal operational teams and external carrier partners to support service continuity and issue resolution. Market Intelligence & Competitive Positioning Serve as internal thought leader and SME on wireless wholesale and roaming industry trends: GSMA roaming standards and best practices Interconnect and roaming economics Carrier partnership strategies and competitive market dynamics. Emerging wireless technologies and ecosystem opportunities. Monitor market activity, competitive positioning, regulatory developments, and industry trends to identify opportunities and risks. Advise executive leadership on market entry / expansion opportunities, partnership strategies risks, and competitive positioning initiatives. Strategic Account Governance & Performance Lead strategic governance and performance management across the wholesale roaming portfolio: Define, monitor, and analyze KPIs related to partner performance, revenue growth, profitability, customer experience, and operational effectiveness. Drive continuous optimization across the partnership portfolio to ensure alignment with financial objectives, operational capabilities, and enterprise strategic priorities. Develop and deliver executive-level reporting, strategic recommendations, and performance insights. COMPETENCIES: ACCOUNTABILITY- Takes ownership for actions, decisions, and results; openly accepts feedback and demonstrates a willingness to improve. A strong desire to succeed and a willingness to take ownership, initiative, and leadership of tasks and projects is expected. BASIC PRINCIPLES - Interacts with people in a way that builds mutual trust, confidence, and respect; adheres to GCI’s Code of Conduct for Employees – the Basic Principles. COLLABORATION - Works effectively with others to accomplish common goals and objectives; maintains positive relationships even under difficult circumstances. Proven ability to build and maintain relationships with executive-level decision makers, carrier partners, and cross-functional operational teams. Demonstrated success leading collaborative initiatives across technical, operational, and commercial organizations. COMMUNICATION- Conveys thoughts and expresses ideas appropriately and professionally. Ability to create and deliver strategic account plans, executive presentations, business cases, and complex customer proposals. Strong negotiation, influencing, and public speaking skills required. COMPLIANCE - Follows internal controls; protects confidential information; abides by GCI’s Code of Business Conduct & Ethics. Demonstrated ability to keep confidential information secure. CUSTOMER FOCUS - Demonstrates commitment to service excellence gives high priority to customer satisfaction. RELIABILITY - Consistently follows through on assigned tasks as expected; demonstrates timely attendance at meetings, training, and other work obligations. RESULTS - Uses a combination of job knowledge, initiative, sound decision making, innovation, adaptability, and problem solving. Proven success developing and managing strategic partnerships and senior-level account management initiatives. Demonstrated experience leading complex negotiations and presenting business cases to internal and external executive audiences. Strong analytical, financial modeling, and commercial evaluation skills. SAFETY & SECURITY - Supports a safe work environment by following all workplace safety rules and guidelines; complies with applicable Security policies and procedures. TECHNICAL PROFICIENCY - Proficient computer skills and MS Office knowledge (e.g., Outlook, Teams, Word, Excel) to complete job duties effectively, such as using the company intranet and to accurately retrieve and input information into databases or equivalent. Demonstrates strong technical and operational understanding of wireless technologies, roaming systems, and telecommunications infrastructure. Experience with wireless technologies including GSM, UMTS, LTE, and CDMA. Knowledge of systems, technologies, and operational processes required to deliver roaming services to external wireless providers. Proficient with Microsoft Office applications including Outlook, Teams, Word, Excel, and PowerPoint. CHANGE MANAGEMENT: champions and supports department and company change. Ability to adjust to a rapidly changing environment and multi-task with minimal supervision. DECISION MAKING: uses sound, logical judgment based on data, research, and experience to choose an appropriate course of action. Demonstrated ability to prioritize competing priorities and execute within established timelines and business objectives. Minimum Qualifications: Required: * A combination of relevant work experience and/or education sufficient to perform the duties of the job may substitute to meet the total years required on a year-for-year basis High School diploma or equivalent. Bachelor’s degree in Marketing, Business, Economics, Telecommunications, or relevant field. * Minimum of fifteen (15) years of progressively responsible experience in wireless and data communications, including significant experience in wholesale wireless roaming and carrier partnerships.* Demonstrated experience leading complex contract negotiations, strategic partnership management, and enterprise-level account relationships. Experience must include: Multi-tiered strategic account management. Business planning and financial analysis. Commercial pricing and settlement negotiations. Development and presentation of complex customer proposals and executive business cases. Cross-functional leadership and enterprise stakeholder management. Preferred: Direct experience with Tier 1 wireless roaming and backhaul negotiations and contracts. Experience shaping product and/or network strategy based on wholesale opportunities. Experience in working with wholesale markets and accounts. Experience in reciprocal sell/buy partnership structures and roaming economics. Other relevant telecom industry or job specific certifications. DRIVING REQUIREMENTS : This position may require access to reliable transportation for occasional travel between retail store locations, offices, worksites, or other locations as needed. PHYSICAL REQUIREMENTS and WORKING CONDITIONS: Work is primarily sedentary, requiring daily routine computer usage. Ability to work shifts as assigned, work in standard office/home office setting, and operate standard office equipment. Ability to accurately communicate information and ideas to others effectively. Physical agility and effort sufficiently to perform job duties safely and effectively. Ability to make valid judgments and decisions. Available to work additional time on weekends, holidays, before or after normal work hours when necessary. Must work well in a team environment and be able to work with a diverse group of people and customers. Virtual workers must comply with remote work policies and agreements. The company and its subsidiaries operate in a 24/7 environment providing critical services to Alaskans and may need to respond to public health and safety matters or other business emergencies. Due to business needs, employees may be contacted outside of the core business hours to respond to the immediate emergency. As such, you will be requested to provide emergency after-hour contact numbers, to include your home and cell phone numbers if you have those services. Culture, Engagement, and Connection : At GCI, we foster an environment where the unique perspectives of our employees, customers, and fellow Alaskans are celebrated. We add value to our community by nurturing and empowering each member of our workforce, ensuring equal opportunities for every Trailblazer. EEO: GCI is an equal opportunity employer. Qualified applicants are considered for employment without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, marital status, mental or physical disability, veteran status, or any other status or classification protected under applicable state or federal law. DISCLAIMER: The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. All employees of GCI work in support of the GCI Mission Statement and Declaration of Principles which are located on the GCI Career page and Employee portal.