Wholesale Account Director

Position Title: Wholesale Account Director (LATAM)

About GTT:

GTT is a leading networking and security-as-a-service provider for multinational organizations, simply and securely connecting people and machines to data and applications – anywhere in the world. Built on our top-ranked global Tier 1 network, GTT Envision is a single global technology platform to connect, orchestrate, virtualize and automate enterprise networks. Our portfolio includes SASE, SD-WAN, security, internet, voice and other connectivity options, complemented by professional services and exceptional sales and support teams worldwide. We partner with our customers to deliver Greater Technology Together. Learn more at

Duties and Responsibilities:

• Develop and execute strategies to penetrate Tier 1/2 carriers & ISPs
• Sell GTT's international network services, including Global WAN, Ethernet, Direct Internet Access, IP Transit, SD-WAN, and MPLS.
• Build and maintain strong relationships with wholesale partners and decision-making units with significant international footprints.
• Identify and develop new business opportunities from a standing start and revive dormant accounts.
• Present GTT's value proposition to prospects and customers through compelling proposals and presentations.
• Manage the full sales cycle from discovery through development to close, ensuring timely execution and deal completion.
• Collaborate with marketing and internal teams to maximize prospecting initiatives and accelerate pipeline growth.

Required Experience/Qualifications:

The successful candidate will bring a strong understanding of the LATAM wholesale carrier market, including the commercial landscape, pricing dynamics, and cross-border connectivity trends. Knowledge of major Tier 1 carriers and regional operators—such as Claro, Telefónica, América Móvil, and Millicom—is essential to identify opportunities and negotiate effectively. This expertise will enable the candidate to position GTT's global network solutions competitively and drive strategic growth in the region.

• 5–10+ years of experience in wholesale or reseller sales within the telecom or networking industry.
• Proven track record of negotiating and closing deals with Tier 1 carriers, ISPs, and channel partners.
• Strong knowledge of global WAN services, Ethernet, DIA, IP Transit, and related technologies.
• Familiarity with sales methodologies such as SPIN, Miller Heiman, or similar.
• Ability to engage confidently with technical topics and articulate complex solutions clearly.
• Experience selling SD-WAN and security solutions.
• Established network of contacts within the carrier and reseller ecosystem.

Core Competencies:

• Negotiating

• Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.

• Networking

• Understanding of the business value of creating mutually beneficial relationships with individuals outside of incumbent's own organization and ability to generate productive.

• Sales Proposals and Presentations

• Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization can meet the customer's needs.

• Value Selling

• Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer need.

• Customer First (Customer Facing)

• Knowledge of customer interactions, creating a culture of accountability, collaboration and partnership. Ability to build an environment supporting customer value creation at every level. Builds relationships with internal and external partners that improve access to resources and expertise.

EEO Statement:

GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.