LATAM Account Executive

The Account Executive is responsible for using the Company sales model to create and develop new sales opportunities and to sell software consistently and predictably to achieve pre-determined sales targets; while at the same time ensuring a satisfied customer base which allows us to build a sustainable business for future success in the territory.

Responsibilities

• Qualifying and validating customer-specific needs and developing solution criteria.
• Using strong interpersonal skills and communicating effectively telephonically/virtually.
• Achieve and exceed the new license bookings goal by identifying solutions and point opportunities in assigned installed base customer accounts/new strategic customer opportunities while owning the entire sales cycle.
• Independently conducting non-technical product demonstrations and partnering with Sales Engineering to conduct technical product demonstrations.
• Enter customer and related information in Salesforce with the purpose of maintaining the accuracy of the CRM and ensuring all lead development is documented in Salesforce.
• Use independent judgement including discounting practices to create, update and renew quotes in Salesforce, CPQ and/or NetSuite to maximize deal profitability.
• Provide timely and accurate business forecasts to sales and executive management.
• Build consultative relationships with end customers to close opportunities through both direct and channel partnerships.
• Pilot new go-to-market strategies, techniques or product marketing and provide feedback to cross-functional groups such as sales engineering and marketing for the purpose of improving general business and sales operations.
• Manage own success by independently conducting account analysis and creating a strategic approach to maximize quarterly goals -- strategic approach includes custom communications as well as knowing when and how to utilize additional resources.
• Utilize Company product knowledge to partner with decision makers within assigned accounts to present broad Company solutions that include cross-selling across multiple IT disciplines.

Qualifications

• 8+ years’ experience in a sales capacity, preferably account management
• Ability to build and sustain trust among customers of various levels at any organization
• Ability to understand existing customer environment and be able to proactively cross sell & upsell
• Strong interpersonal skills and the ability to communicate (oral and written) effectively is absolutely a must.
• Create need within existing customer base by using qualifying questions and the Company value proposition.
• Ability to learn and maintain in depth technical product knowledge. Must become internally certified in Company product portfolio.
• Ability to deliver product demonstrations
• Ability to manage/work over 100 opportunities simultaneously.
• Ability to understand customer/prospect corporate IT goals and initiatives’ and align Company’ solutions to those initiatives
• Ability to understand sales numbers and manage to daily sales metrics
• Ability to pivot to customer needs while maintaining deal velocity and momentum
• Demonstrated ability to work in a fast paced, ever-changing environment
• Ability to adapt to changing business issues and requirements and be creative in suggesting new approaches
• Should fully understand how to communicate with procurement departments and how to gather needed information regarding buying cycles and timelines
• Education/Experience: BS/BA required
• Minimum of 8 years in a quota carrying sales role with demonstrated achievement
• Position Based Brazil, and may require limited travel (up to 50%)
• English and Portuguese required.