Position Summary:Skywire is seeking a highly connected, commercially driven Vice President of Real Estate Partnerships & Bulk MDU Sales to establish and lead the company's relationship and sales engine across the Greater New York multifamily real-estate market. This executive will serve as Skywire's senior external representative to multifamily owners, managing agents, developers, property managers, conversion specialists, brokers, advisers, and condominium and cooperative boards, bringing current credibility and active relationships within the NYC real-estate community and translating them into qualified opportunities, negotiated agreements, and activated buildings.
This is a hands-on, market-building mandate for an accomplished business developer who will personally open doors, originate opportunities, build executive-level relationships, structure transactions, and negotiate and drive deals through closing. The Vice President will own the full commercial pipeline, from initial market mapping and introduction through qualification, proposal development, negotiation, contract execution, implementation handoff, and ongoing portfolio expansion, with the goal of building a durable, economically attractive Bulk MDU growth platform. The role will partner closely with Skywire's contracted sales engineer and internal operating teams on technical feasibility, solution design, implementation planning, pricing, and financial analysis, with the CEO providing executive sponsorship for major relationships and transactions.
Key Responsibilities:Build the New York City (and beyond) Real-Estate Relationship Engine- Develop and maintain senior-level relationships with leading multifamily owners, managing agents, developers, asset managers, conversion specialists, brokers, advisers, attorneys, condominium and cooperative boards, and other industry influencers.
- Establish Skywire as a credible, trusted connectivity partner within the New York City multifamily community.
- Activate existing relationships to secure high-quality executive meetings and create new relationships where Skywire lacks an established point of entry.
- Cultivate relationships with intermediaries whose endorsement or introduction can unlock multiple buildings or entire ownership portfolios.
- Work closely with Skywire system, software, and managed services partners to ensure the product portfolio meets the operations needs of the Real-Estate partner.
- Represent Skywire at relevant real-estate associations, owner forums, conferences, networking events, and industry gatherings.
Originate and Qualify the Pipeline- Develop and continuously refine a prioritized target-account strategy covering owners, managing agents, developers, conversion projects, and high-potential buildings. Prepare and distribute weekly internal report to CEO and other designated parties.
- Identify warm introduction paths into priority accounts and personally lead outreach where no relationship currently exists.
- Build and maintain a disciplined pipeline of qualified Bulk MDU opportunities, with clear next steps, decision-makers, timing, risks, economics, and probability of close.
- Prioritize opportunities based on serviceability, portfolio potential, customer need, competitive conditions, expected financial return, implementation complexity, and strategic reference value.
- Distinguish productive relationship development from generalized networking and translate market activity into measurable commercial progress.
- Maintain accurate and timely opportunity, relationship, and forecast information within Skywire's customer relationship management system.
Lead Deal Strategy, Structuring, and Negotiation- Own the commercial process from initial discovery through signed agreement.
- Diagnose the target customer(s) objectives, including resident experience, amenity positioning, operating efficiency, competitive differentiation, revenue opportunity, building modernization, reliability, and implementation risk.
- Develop tailored commercial proposals in partnership with engineering, finance, operations, legal counsel, and executive leadership.
- Structure bulk service agreements, portfolio agreements, rights-of-entry arrangements, access agreements, marketing arrangements, and other relevant commercial structures.
- Lead negotiations with owners, managing agents, developers, boards, attorneys, consultants, and procurement stakeholders.
- Maintain deal momentum through long, multi-party decision processes and proactively identify and resolve commercial, technical, legal, financial, and operational obstacles.
- Protect Skywire's economics and execution capacity by avoiding poorly qualified, operationally burdensome, or financially unattractive agreements.
Develop the Managing-Agent, Property Manager, Building Owner and Portfolio Channel- Build a systematic strategy capable of generating opportunities across multiple ownership clients and buildings.
- Identify the managing agents, property manager, building owner and advisory relationships with the greatest ability to influence portfolio-level connectivity decisions.
- Create repeatable engagement models that make it easy for agents to introduce Skywire to ownership groups and building boards.
- Convert successful initial buildings into broader portfolio discussions, repeat transactions, and reference relationships.
- Develop appropriate referral, co-marketing, educational, or strategic-partnership approaches in coordination with executive leadership and legal counsel.
Pursue Marquee Developments and Conversions- Develop relationships with conversion specialists, developers, architects, construction managers, technology consultants, and other parties involved in major renovation, adaptive-reuse, and residential conversion projects.
- Position Skywire early in the development or conversion process, before connectivity decisions and building infrastructure plans are fully established.
- Pursue strategically important projects that can create visible reference accounts and establish Skywire's credibility in the broader multifamily market.
- Balance marquee opportunities with portfolio-oriented transactions capable of producing scalable unit growth and attractive customer-acquisition economics.
Coordinate Cross-Functional Commercialization- Partner with sales engineering to assess building serviceability, network design, capacity, construction requirements, implementation risks, and solution alternatives.
- Work with finance and executive leadership to evaluate pricing, capital requirements, payback periods, expected margins, and overall transaction economics.
- Coordinate with legal counsel on contract structure, redlines, access rights, service commitments, risk allocation, and approval requirements.
- Collaborate with operations, network engineering, construction, installation, customer care, billing, and marketing to ensure that commitments made during the sales process can be delivered successfully.
- Establish a disciplined commercial handoff process that preserves accountability from contract signature through implementation and activation.
- Remain engaged with major relationships after closing to support implementation, resolve executive-level issues, and identify expansion opportunities.
Build a Repeatable Bulk MDU Growth Platform- Help refine Skywire's Bulk MDU value proposition, pricing approach, proposal materials, qualification criteria, contract templates, and sales process based on direct market feedback.
- Provide the CEO and leadership team with clear reporting on pipeline quality, relationship development, deal economics, competitive activity, execution risks, and forecasted results.
- Develop market intelligence regarding owner priorities, competitor positioning, emerging technologies, prevailing commercial structures, and customer expectations.
- Identify additional talent, channel partners, advisers, or support resources that may be required as the business scales.
- Over time, help design and build the organization required to support a larger and more mature multifamily business.
What Success Looks Like:During the First 30 Days- Develop a comprehensive relationship and influence map covering Skywire's highest-priority owners, managing agents, developers, conversion specialists, brokers, consultants, and intermediaries.
- Validate and refine the company's priority target list based on real-world access, customer need, building serviceability, competitive position, and transaction potential.
- Establish a practical account plan and introduction strategy for each priority relationship.
- Begin a consistent cadence of substantive meetings with senior real-estate decision-makers.
- Implement clear qualification, pipeline-management, and forecasting disciplines.
- Develop a strong working partnership with the CEO, sales engineer, finance, legal, engineering, and operating teams.
During the First 6 Months- Build a credible and financially qualified pipeline of portfolio, conversion, and individual-building opportunities.
- Secure initial lighthouse agreements, working within the internal Skywire and NOVA Infrastructure governance, that can serve as references for subsequent market development.
- Demonstrate measurable progress within the managing-agent channel and create opportunities spanning multiple buildings.
- Establish a reliable commercial process from relationship origination through technical qualification, financial approval, contracting, and implementation handoff.
Longer Term- Produce consistent growth in contracted and activated Bulk MDU units, annualized revenue, contribution margin, and portfolio relationships.
- Expand initial wins across additional buildings controlled by the same owner, agent, developer, or board adviser.
- Create a repeatable source of low-cost, relationship-led customer acquisition.
- Establish Skywire as a recognized and trusted multifamily connectivity provider in the Greater New York area market.
- Build the foundation for a scalable Bulk MDU organization and a material new growth platform for the company.
Qualifications:- 10+ years of progressively responsible experience in business development, strategic partnerships, complex sales, real-estate transactions, or portfolio development, with deep experience in the NYC/Greater New York multifamily real-estate ecosystem.
- Current, demonstrable relationships with multifamily owners, managing agents, developers, asset managers, brokers, advisers, attorneys, and board members, with a proven track record of converting those relationships into qualified opportunities and economically sound, executed agreements.
- Experience leading complex, multi-stakeholder transactions from origination through negotiation and close, and credibly engaging principals, C-suite executives, senior property managers, attorneys, and board members.
- Strong commercial judgment, with the ability to assess customer value, implementation requirements, transaction risk, and long-term economics, and to maintain disciplined pipelines, account plans, and forecasts.
- Willingness to spend substantial time in-market building relationships across the Greater New York area.
- Undergraduate degree required; Master's preferred.
Preferred- Direct experience in Bulk MDU broadband, managed Wi-Fi, telecom, fiber, fixed wireless, PropTech, or another infrastructure service sold to multifamily owners, including negotiating bulk service agreements, rights-of-entry, easements, or revenue-sharing arrangements.
- Established relationships with major NYC managing agents and ownership groups, and experience with conversions, ground-up development, building repositioning, or condo/co-op boards.
- Familiarity with broadband network design, building telecom infrastructure, or service implementation.
- Background in entrepreneurial, PE-backed, or growth-stage companies, ideally building a new market or commercial function rather than inheriting an established pipeline, and reporting directly to a CEO or C-suite executive.
