Business Development Manager
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Job Description
Business Development Manager at EdgeUno focusing on generating new business in telecommunication solutions for ISPs in Mexico. Responsible for building relationships and driving sales in a competitive market.
Responsibilities:
- Business Development and Prospecting: Focus primarily on ISPs as the core customer segment, building relationships with decision-makers at small, mid-sized, and large ISPs across Mexico.
- Actively prospect new customers, map the market, open strategic accounts, generate new commercial conversations, and build a sales pipeline from scratch.
- Develop new business opportunities with ISPs, carriers, telecom operators, enterprise customers, technology companies, data centers, resellers, content providers, and other buyers of connectivity and digital infrastructure solutions.
- Use existing relationships within the Mexican telecommunications and ISP ecosystem to access decision-makers, identify commercial opportunities, and accelerate new business generation.
- Generate, manage, and develop a strong sales pipeline, from initial prospecting and qualification through proposal, negotiation, and deal closure.
- Conduct outbound prospecting through cold and warm outreach, referrals, industry events, existing market relationships, and direct engagement with potential customers.
- New Business and Customer Development: Build long-term commercial relationships with new customers, acting as the main commercial point of contact throughout the sales process and during the initial stages of account development.
- Maintain consistent commercial follow-up with prospects and customers, ensuring timely responses, clear communication, and proper coordination with internal teams.
- Understand each customer’s business model, network structure, growth plans, technical challenges, and connectivity requirements.
- Support customer issue resolution when needed, coordinating with internal teams to protect commercial relationships and future growth opportunities.
- Identify opportunities to expand the relationship after the initial sale by introducing additional services aligned with the customer’s needs.
- Solution Selling and Commercial Execution: Sell wholesale telecommunications and digital infrastructure solutions, including IP Transit, backbone connectivity, EPL, Ethernet Private Line, Wave, DDoS mitigation, and related services.
- Identify customers’ technical and commercial needs and position EdgeUno’s portfolio through a consultative sales approach.
- Translate customer challenges into clear commercial opportunities and coordinate with technical teams to develop appropriate solutions.
- Negotiate commercial terms, prepare proposals, manage objections, and lead the full sales cycle through closing.
- Maintain ownership of opportunities and ensure consistent progress across every stage of the sales process.
- Internal Collaboration: Work closely with Pre-Sales, Product, Engineering, Operations, Finance, and Legal teams to ensure that proposed solutions are commercially viable, technically executable, and properly delivered.
- Coordinate internal resources during the sales process and communicate customer requirements clearly to all stakeholders.
- Provide internal teams with relevant market feedback, customer insights, and competitive information.
- CRM, Market Intelligence and Growth: Track prospecting activities, sales goals, pipeline progress, customer interactions, and opportunity status accurately in the CRM system.
- Maintain an organized and updated pipeline, including next steps, expected closing dates, commercial values, and identified risks.
- Monitor telecommunications trends, customer needs, regulatory developments, infrastructure investments, and competitive dynamics in Mexico.
- Identify new markets, customer segments, partnerships, and commercial opportunities that could support EdgeUno’s growth in the country.
- Represent EdgeUno at industry events, meetings, conferences, and commercial networking opportunities when required.
Requirements:
- Fluency in Spanish.
- Proven sales experience in wholesale telecommunications, connectivity, carrier, ISP, telecom operator, or digital infrastructure markets.
- Experience selling solutions such as IP Transit, backbone connectivity, EPL, Wave, DDoS mitigation, or related wholesale connectivity services.
- Strong hunter profile, with experience prospecting new customers, opening accounts, building pipeline from scratch, and closing new business.
- Solid knowledge of the Mexican ISP and telecommunications market, including its main players, commercial dynamics, and customer needs.
- Experience selling directly to ISP decision-makers, such as owners, technical directors, NOC managers, and commercial leaders.
- Ability to manage the full sales cycle, from prospecting and qualification to negotiation and closing.
- Strong negotiation, communication, organization, and CRM management skills.
- Nice to Have: English proficiency.
- Nice to Have: Experience working with regional or international telecommunications companies.
- Nice to Have: Experience representing companies at telecommunications events, industry conferences, and commercial networking activities.
Benefits:
- Competitive base salary plus a commission structure tied to individual performance.
- Opportunity to contribute directly to EdgeUno’s commercial growth in Mexico.
- Exposure to regional projects and customers across Latin America.
- Career development, training, and growth opportunities within the company.
- A collaborative, multicultural, and execution-focused environment where individual results have a visible impact.
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