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Senior Director, Global Carriers - LATAM



Sales & Business Development
United States · Remote
Posted on Wednesday, June 5, 2024

About GTT:

GTT provides secure global connectivity, improving network performance and agility for your people, places, applications, and clouds. We operate a global Tier 1 internet network and provide a comprehensive suite of cloud networking and managed solutions that utilize advanced software-defined networking and security technologies.

We serve thousands of businesses with a portfolio that includes SD-WAN and other WAN services, internet, security, and voice services. Our customers benefit from a customer-first service experience underpinned by our commitment to operational excellence. For more information on GTT, please visit www.gtt.net.

Role Summary:

Reporting to the SVP Sales, the Sr Director is responsible for the development and business results of LATAM Carriers. The Sr Director is responsible for maintaining high activity standards, daily prospecting, pipeline growth, prospect qualification, adherence to GTT sales methodology, and delivering assigned monthly sales revenue targets. The right Sales Leader for this position must have the proven ability to increase the productivity of sales representatives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution, and building a highly-empowered, constructive sales culture.

Duties and Responsibilities:

  • Results-Oriented: Meet and exceed assigned monthly, quarterly, and annual sales revenue and productivity targets assigned.
  • Independent: Must have a track record of operating a high-performing team with a high degree of independence and autonomy in the Carrier/Wholesale channel.
  • Customer Experience: Ensure consistent delivery of award-winning service, starting with initial contact, setting realistic customer expectations, and taking responsibility for quick and effective hand-offs within GTT.
  • Staffing: Accepts responsibility for the monthly revenue production of the sales headcount assigned. In the event of turnover, the manager understands that replacement personnel must already be hired, trained, and ready to perform
  • Associate Development: Monitor and track Sales Representatives individual performance, strengths, and weaknesses, and be able to clearly communicate evaluations and execute developmental steps (Performance Improvement Plans). Coach, develop, and mentor Sales Representatives to drive continuous improvement in sales skills and product knowledge
  • Manage Activities: Ensure activity standards are being delivered per representative. Demonstrate clear ability to correlate activity standards with Business Results. Role Model and Coach: Sales Director must be the most effective and skilled sales resource on the team. The ability to teach sales skills and a track record of exceeding annual sales objectives are fundamental requirements.
  • Collaboration: Work with other GTT business functions to ensure effective customer hand-offs to support functions, and work to improve the effectiveness of cross-functional processes.
  • Training: Work with the Director of Sales Training to identify, prepare and execute incremental sales skills or product training in order to improve close ratios and increase productivity.
  • Forecasting: Must be able to confidently predict monthly/quarterly/annual sales bookings utilizing pipeline management for each Account Representative. Must commit and take responsibility for the accuracy and achievement of the sales forecast.
  • Reporting: Verify daily results, and productivity measures, and assist with commission tracking.
  • Process Improvement: Interface with various groups within GTT to help improve the overall sales process as well as drive the strategic initiatives of the Sales group.
  • Communication: Meet with each Account Representative individually and at least weekly to review results, lessons learned, and areas for improvement. Uses this opportunity to coach Account Representatives to increase results.
  • Recognition & Reward: The candidate is expected to understand the motivations and goals of each representative assigned. The manager demonstrates an understanding of how to motivate employees for their reasons and understanding of how to manage a recognition and reward program for the team.
  • Performance Management: Coach lowest performers for improvement.
  • Directly Involved: Recognizes that leadership is through doing. Spends the majority of time on calls with Account Representatives identifying areas of opportunity and coaching.
  • Entrepreneurial: Comfortable operating in a high-growth environment where change is embraced and encouraged.
  • Spirit of Intent: Understanding of the essential role of Management is to deliver business results through people. Candidates must understand that Account Representatives are their responsibility. The manager understands the responsibility of knowing and demonstrating the key values of GTT in everything that he/she does.

Required Experience/Qualifications:

  • 10+ years of high performance Carrier sales management experience in a telecommunications and/or cloud telecommunications environment
  • Proven track record of achieving measurable business results goals in a high transaction sales environment. Existing contacts and relationships with LATAM Carriers
  • Experience in a fast-paced, high-growth business environment
  • Proficient in MS Word, MS Excel
  • Understand the wholesale environment and have strong existing relationships within the existing account base.

Hours/Travel/Shift (Where Applicable):

Sales team hours can start as early as 8 AM for the East Coast. Manager may be required to be “on call” from time to time before or after Manager’s core hours to assist their teams.

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, and techniques for recognizing, anticipating, and resolving organizational, operational, or process problems; ability to apply knowledge of problem-solving appropriately to diverse situations.
  • Networking: Understanding the business value of creating mutually beneficial relationships with individuals outside of the incumbent's own organization and the ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
  • 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.
  • Fluent in Spanish peferred

Universal Competencies

  • Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes and 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 customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting 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, 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.

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.