NI
Carrier Sales Director
Contract type
Ongoing
Work mode
Remote · United Kingdom, Western Europe, EMEA
Experience
Senior · 7+ years
Job description
Senior individual contributor and regional leader responsible for driving carrier and service provider revenue across the European market. Owns the full sales cycle for carrier partnerships and serves as primary relationship executive for European telecom carriers, service providers, and channel partners.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote · United Kingdom, Western Europe, EMEA
- Languages
- English – fluent, German, French, Dutch, Nordic languages
What you'll do
- Recruit and onboard new European carrier and service provider partners to expand NUWAVE's regional presence and increase recurring revenue
- Achieve consistent year-over-year revenue growth within existing European channel relationships
- Develop and execute territory business plans aligned to NUWAVE's global sales strategy and revenue targets
- Manage the full sales cycle from lead generation through contract execution for carrier and service provider accounts
- Identify and pursue new business opportunities within the European UC and cloud communications market
- Own and maintain an accurate, up-to-date sales pipeline for the European territory in HubSpot CRM
- Provide monthly and quarterly revenue forecasts to sales leadership
- Track deal progression through all pipeline stages and ensure timely advancement with documented gate criteria
- Identify at-risk deals early and develop mitigation strategies in collaboration with leadership
- Monitor European telecom market trends, regulatory developments (e.g., GDPR, BEREC), and competitive landscape
- Analyze competitor activities and provide actionable intelligence to product and marketing teams
- Identify emerging opportunities in Microsoft Teams Operator Connect, Direct Routing, and cloud UC adoption across European markets
- Develop regional go-to-market strategies in partnership with marketing and product leadership
- Educate carrier and service provider partners on NUWAVE's full product suite, including iPILOT, TELEPORT, SYNTHESIS, Pulsar, and CONSTELLATION
- Deliver compelling product demonstrations, presentations, and proposals tailored to the needs of European carriers
- Collaborate with NUWAVE Academy to ensure partners complete onboarding and ongoing training requirements
- Represent NUWAVE at European industry events, tradeshows, and partner conferences (e.g., MWC, UC EXPO, Channel Live)
- Coordinate with the Service Assurance and UC Engineering teams to ensure smooth partner onboarding and service delivery
- Work with the NUWAVE order management and provisioning teams to support European time-zone order types (UK and EMEA)
- Collaborate with US-based carrier sales managers to align on global carrier strategy and avoid channel conflict
- Partner with the NUWAVE marketing team on regional campaigns, co-marketing initiatives, and promotional activities
- Escalate and resolve partner issues — including pricing conflicts, service disputes, and technical concerns — promptly and professionally
- Document all customer and partner communications in HubSpot CRM; follow up on all calls and meetings with written summaries
- Adhere to NUWAVE's deal creation and stage-advancement standards, including MRR documentation, contact association, and next-step capture
- Participate in regular sales cadence calls with US leadership, adjusting for time zone as needed
What we're looking for
- 7+ years of enterprise or carrier sales experience in the telecommunications or cloud communications industry
- Demonstrated track record of meeting or exceeding revenue targets in a European or EMEA territory
- Deep knowledge of the European telecom carrier landscape, including Tier 1 and Tier 2 operators
- Experience selling Microsoft Teams, Webex Calling, Zoom Phone, or equivalent UCaaS/CPaaS solutions
- Familiarity with Microsoft Operator Connect, Direct Routing, and SIP trunking architectures
- Strong executive presence with the ability to engage C-level and VP-level stakeholders at carrier organizations
- Proficiency with CRM platforms (HubSpot preferred) and pipeline management disciplines
- Fluent English required; additional European language(s) strongly preferred (German, French, Dutch, or Nordic languages)
Nice to have
- Experience with OSS/BSS platforms and carrier-grade network integration
- Familiarity with NUWAVE's product portfolio or comparable CPaaS/UCaaS management platforms
- Existing relationships with European telecom carriers, MNOs, or Microsoft channel partners
- Experience working in a US-headquartered company with a remote European presence
- Knowledge of GDPR and European data privacy regulations as they apply to cloud communications
Your team
Global Channels and Alliances
Reports to the VP of Global Channels and Alliances
Apply
About NUWAVE Communications
Cloud communications provider
NUWAVE Communications is a cloud communications provider with 25+ years of experience delivering telecommunications services worldwide. Its flagship platform, iPILOT, is a CPaaS solution for unified communications lifecycle management, enabling carriers, service providers, and enterprises to provision, manage, and automate deployments of Microsoft Teams, Webex Calling, and Zoom Phone at scale.
Mission
Drive strategic carrier and service provider alliances across Europe by identifying, recruiting, and developing high-value partnerships that expand NUWAVE's footprint in the Microsoft Teams, Webex Calling, and Zoom Phone ecosystems.
Key facts
- Cloud communications
- 25+ years of experience delivering telecommunications services worldwide
- Certified Microsoft Teams Operator Connect provider
- Geo-redundant, carrier-grade global network
- 10+ year record of zero customer-facing outages
What they value
- Collaboration
- Trust
- Respect
- Diversity