Business Development Director

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. We serve thousands of organizations, bringing together the right people, partners and technology to reduce the burden on IT teams and solve the most pressing networking and security challenges. 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, enabling customers with consumable solutions to achieve business missions and meet ongoing demand when, where and how needed. Our portfolio includes SASE, SD-WAN, security, internet, voice and other connectivity options, complemented by a suite of professional services and exceptional sales and support teams in local markets around the globe. We partner with our customers to deliver Greater Technology Together.

Role Summary:

The Business Development Manager, Carrier Partnerships - LATAM drives strategic market expansion for GTT by developing and nurturing high-value, long-term relationships with key Carrier, Wholesale, and Strategic Alliance partners across the Latin American region. This role focuses on ecosystem development , identifying and securing new business models, and creating sustainable revenue channels through partnerships, rather than direct transactional sales. The Manager will be responsible for defining and executing the strategic plan to significantly increase GTT's market presence and network reach in LATAM.

Job Scope and Stakeholder Engagement

This role serves as a strategic bridge between GTT's offerings and the LATAM carrier market.

• External Focus : Primary interaction is with executive and strategic planning teams at Target Carrier Partners, Global Data Center Providers, and potential Channel Partners to establish commercial, network, and technology alliances.
• Internal Collaboration : Works closely with Product, Strategy, Finance, and Legal to define partnership terms and new commercial models. Acts as the voice of the LATAM market to inform Sales Engineering and Network Planning on necessary infrastructure investments.

Duties and Responsibilities:

This role's success is measured by strategic outcomes and long-term pipeline growth , not immediate sales quota achievement.

• Market Strategy & Penetration: Develop and execute a comprehensive LATAM Carrier Business Development plan , identifying white-space opportunities, competitive threats, and potential strategic partners to secure GTT's long-term competitive advantage.
• Partnership Identification and Structuring: Proactively identify, qualify, and negotiate strategic agreements with major LATAM carriers (e.g., IXPs, Mobile Operators, Regional Tier 1/2 Carriers) to expand GTT's network footprint and service portfolio in the region.
• Ecosystem Development: Cultivate a robust network of strategic channel and alliance partners to drive scalable, indirect distribution of GTT services.
• Long-Term Pipeline Generation: Establish a pipeline focused on multi-year revenue potential stemming from new partnerships, joint ventures, and wholesale capacity swaps, ensuring sustainable growth.
• Cultural and Business Acumen: Leverage deep regional knowledge and fluency in local business practices to effectively structure and manage relationships across diverse LATAM territories.
• Reporting: Track and report on market penetration, new partnership launches, pipeline value of strategic deals, and the successful commercialization of new routes/services.

Required Experience/Qualifications:

• 5+ years of experience in a Business Development, Partnership Management, or Strategic Alliance role within the global telecommunications/technology sector focusing on the LATAM carrier market.
• Demonstrated Success in Ecosystem Building: A proven track record of successfully identifying, negotiating, and launching complex, non-standard commercial agreements (e.g., wholesale capacity swaps, joint GTM strategies, network peering).
• Deep Regional Carrier Knowledge: Thorough understanding of the competitive landscape, regulatory environment, key contacts, and market trends across major LATAM countries.
• Strategic & Financial Acumen: Knowledge of business concepts and financial modeling needed to assess partnership viability, structure favorable deals, and articulate the long-term return on investment (ROI) .
• Exceptional Communication & Negotiation: Superior ability to influence, communicate, and negotiate with executive-level stakeholders both internally and with external carrier partners.
• Bilingual Proficiency: Fluency in Spanish is essential , and Portuguese is a significant advantage, to effectively navigate business and cultural nuances in the region.
• Networking and Relationship Capital: Existing strong relationships and a robust network within the executive and planning ranks of LATAM carrier accounts.
• Ambition and Strategic Thinking: A proactive mindset focused on identifying and securing next-generation opportunities and expanding GTT's strategic positioning, not just fulfilling immediate demand.

Core Competencies

• Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
• Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• 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.
• Problem Solving: Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
• Networking: Understanding of the business value of creating mutually beneficial relationships with individuals outside of incumbent's own organization and ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
• Channel Sales: Knowledge of various channel sales strategies and solutions used to execute and fulfil a sales plan; ability to sell a hospitality organization's brand, products, and services through multiple and diverse avenues
• 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 needs.

Universal Competencies

• Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes, enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results oriented.
• Customer First (Customer Facing) : Knowledge of internal customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting internal customer value creation at every level.
• Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.

EEO statement

GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, colour, 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.

GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT's employees to perform their job duties may result in discipline up to and including discharge.