Key skills
Cyber SecuritySaaSSalesforceCRMLeadershipStrategic PlanningProblem SolvingTime ManagementCustomer SuccessSales
About this role
Role Overview
- Manage a team of Regional Account Executives, and Partner/Channel Account Managers to execute revenue strategies, and exceed KPIs and ARR targets.
- Manage day-to-day activities through close analysis of sales statistics and pipeline reviews to help construct deals, account and lead follow up and prospecting methods.
- Conduct pipeline reviews to help construct deals, ensure meticulous pipeline management, forecasting, and CRM optimization.
- Develop, drive and guide our partner activities to foster excellent relationships with new and existing ideal partners in the Latam Region to grow net new revenue.
- Conduct weekly rhythm of the business reviews with VP and other sales enablement teams to identify trends and provide feedback on areas of opportunity and improvement.
- Validate sales representative staging and Area pipeline health to ensure accurate forecasting.
- Collaborate with the Director, VP and/or EVP to discuss Area specific sales strategies, review KPI performance and refine processes and programs to achieve operational excellence.
- Understand assigned Area market demands to anticipate customer needs and ultimately increase new logo acquisition.
- Collaborate with Area Customer Success Leader to ensure the teams are aligned with all sales strategies and goals.
- Tag into deals with key partners and accounts to generate and close-won revenue opportunities.
- Conduct interviews with potential sales candidates to build a world class sales team.
- Manage Area sales budget requests for events, trade shows etc.
- Cooperate with People Operations to manage all HR-related issues within your team e.g. interviewing new candidates, helping with career development for high potential employees, and managing average and low performers.
Requirements
- Minimum 10 years sales experience required specifically within Latin America region
- Minimum 5 years in a leadership role
- people management experience in the assigned Area required
- Bachelor degree or equivalent higher education experience, Desirable
- Industry Expertise
- Specific industry experience in SaaS and cybersecurity a plus
- Channel Expertise
- Proven track record in building and scaling partner ecosystems (distributors, resellers, or agents) that deliver significant revenue growth.
- Experience collaborating with Partner businesses and leading Channel sales teams, desirable
- Strong foundation in value-based selling (e.g., MEDDICC, Challenger, or Sandler).
- Familiarity with standard concepts and practices within the IT, Security or Cybersecurity industry, desirable
- Experience with Salesforce, a plus
- Experience with Gmail and Google Docs
- Experience with MS Office (Word and Excel)
- Experience with web browsers (Chrome, Internet Explorer, etc.)
- Strong verbal and written communications
- Fluency in Spanish and English is required, along with deep cultural awareness of the region
- Excellent time management and organization skills
- Excellent strategic planning, problem solving and analytical skills
- Infectious positive, can-do attitude
- Ability to provide productive feedback and coaching to sales leaders and teams
Tech Stack
- Cyber Security
Benefits
- We offer company-wide bonuses based on monthly sales targets
- Employee referral bonuses
- Adoption assistance
- Tuition reimbursement
- Certification reimbursement
- Certification completion bonuses
- Modern, high-tech, and fun work environment