Job Description

This is a unique opportunity for an energetic and motivated industry expert to join a growing cloud technology company and make a significant impact. Alianza has a dynamic team with expertise in cloud technology and telecommunications.

The Business Development Director will report directly to the VP of Sales and be responsible for account acquisition in the LATAM region, targeting cable providers, telcos, broadband ISPs, MSPs, and similar organizations. The Director will work closely with Alianza’s prospects to understand their current and future voice/UC solution needs, positioning Alianza as the premier provider of next-generation cloud communications infrastructure.

Additionally, this role requires a strong understanding of key differentiators, internal/external systems, sales methodologies, and processes. The ideal candidate will be an innovator, helping to enhance Alianza’s services, drive business initiatives, and improve partner success and productivity.

Core Attributes:

• Experience in cloud-based UCaaS sales & contact center solutions

• Background in Channel and/or Carrier sales

• Understanding of voice core application components for fixed-line and mobile services

• Ability to learn cloud-based Unified Communications, Contact Center, and cloud-native voice core architectures

Key Duties and Responsibilities:

Sales & Business Development:

• Develop a deep understanding of Alianza’s capabilities for Service Providers, becoming a subject matter expert capable of training others.

• Establish and expand seller relationships within Service Providers, enabling them to effectively sell Alianza’s services.

• Train Service Providers on products, processes, and solutions based on industry best practices.

• Stay informed about competitor strategies, market trends, and industry insights to position Alianza as a thought leader.

• Align with Service Providers’ business models, processes, and governance, ensuring compliance with their policies.

• Coordinate training, marketing, and enablement programs with Service Providers.

• Work cross-functionally with internal teams, including Customer Success, Product, Support, Account Management, and Finance, to ensure seamless onboarding and transition of new accounts.

• Participate in industry events, trade shows, and seminars as needed.

• Exceed revenue objectives through strategic account management and sales execution.

Sales & Portfolio Strategy:

• Develop and manage sales strategies and account management plans to achieve key business objectives.

• Identify new and existing sales opportunities within LATAM Service Provider sales channels.

• Lead sales presentations and product demonstrations to carrier sales partners.

• Maintain strong communication with internal teams to drive alignment and success.

Sales Excellence:

• Create and execute a sales strategy that drives revenue growth across all channels.

• Monitor and ensure the success of all carrier-related sales activities within the assigned territory.

• Foster strong partnerships and align objectives with regional senior leadership.

Customer Relationship & Training:

• Provide outstanding customer service and build long-term relationships with Service Providers.

• Engage with key sales leaders and executives to drive customer success.

• Develop and deliver training programs on product features, new releases, and business functionality.

People Management:

• Coach and develop carrier partner subject matter experts, enhancing their sales skills, product knowledge, and marketing capabilities.

Business, Market & Forecasting Reporting:

• Report on sales performance, competitive landscape, and customer challenges, providing actionable insights to leadership.

• Identify new sales opportunities and channels within the Service Provider ecosystem.

• Maintain accurate sales forecasting through disciplined pipeline management.

Qualifications & Skills:

• 10+ years of experience in technology solution-based selling (SaaS, UCaaS, Cloud applications, VoIP)

• Proven track record of consistently meeting and exceeding sales quotas

• Skilled in conducting presentations, online demos, and technology sales training

• Ability to co-sell and collaborate within the Carrier ecosystem

• Strong interpersonal and communication skills

• Entrepreneurial mindset with the ability to adapt quickly

• Proactive and results-driven attitude

• BS degree

• Proficient in CRM such as (Hubspot / SFDC) tools

• Bilingual (English/Spanish)

• Travel required to establish key relationships and close deals