Latam Senior Sales Manager

Qualifications
Previous work in an Inside Sales high velocity environment with a thorough understanding of Latin America, processes, and initiatives
Technical and sales acumen with the ability to relate it with business value
Demonstrated track record of recruiting, training, coaching, motivating, and retaining successful employees
Can adapt to changes in business direction, products, and needs, both from a direct sales/partner sales perspective and SolarWinds perspective
Ability to problem-solve, balancing both strategic and immediate needs
Goal-oriented with the ability to multi-task and manage multiple projects simultaneously
Experience and credibility selling at the CxO and senior sales business manager levels
Demonstrated ability to negotiate and close critical deals
Excellent business development and prospecting skills with the ability to build strong partner/customer relationships
Advanced proficiency with Salesforce.com, NetSuite, and Tableau
Strong proficiency with MS Office Suite
Strong ability to excite, engage, and influence through demonstrated leadership
Ability to deliver difficult messages while emphasizing a positive, future-oriented perspective
Ability to scale against aggressive sales growth targets
Solid analytical abilities/skills
Strong written and oral communication skills; strong presentation and facilitation capabilities
Demonstrated experience with enterprise or transactional sales models
Demonstrated experience building and developing channel ecosystems
Demonstrated ability to work in a fast-paced, innovative, evolving, results-driven environment
Strong leadership and interpersonal skills, coaching skills, cross-group collaboration, and proven ability to influence across organizational boundaries
Languages Required : English, Spanish and/or Portuguese
Responsibilities
Manages a team of Latin America Sales representatives and account managers specifically selling to commercial and government accounts in Latin American countries
In addition to managing the team to goal, develops and executes a strategic plan that will maximize the penetration of SolarWinds products in those accounts
Drives a daily revenue model while ensuring SolarWinds is best positioned for program capture opportunities
Drives the cultivation of a satisfied customer base to build a sustainable business for future success in the territory
Build and effectively lead a local inside sales organization through hiring, training, development, and daily goal/objective setting
Coach reps on best practices for their role and for performance management
Provide feedback on market trends and contribute to strategic solutions
Lead a team of sales reps to successfully achieve weekly, monthly, and quarterly goals
Gather recommendations for and contribute to the implementation of continuous improvement measures
Ensure all sales activities (sales calls, pipeline development, account planning, customer account reviews, etc.) are efficient, effective, and scalable
Provide timely and accurate business forecasts to sales leader
Work with management team to execute on plans that drive incremental business
Execute the business strategy for overall business growth
Manage escalations by strategically and tactically leading from the front with direct customer interaction, negotiate contracts, and build customer rapport
Set expectations for direct and channel partner business relationships and transactions
Drive growth with channels
Develop forecast for region and submit to sales leader for approval
Ensure team meets or exceeds weekly, monthly, and quarterly sales quota
May be involved in proactively identifying business development opportunities to drive business to meet or exceed expected results
Identify and address challenges and opportunities beyond the scope of current role by reaching across the sales organization to drive enhanced business results
Participate in coordinating activities to implement business plans and drive the growth of the assigned territory
Contribute valuable feedback on selling strategies to drive consistency and velocity throughout the sales process
Measure, analyze, and ensure the consistent attainment of daily, weekly, and monthly key performance indicators to drive improved performance and accountability
Leverage systems and tools to run and assess analytics and track KPIs
Ensure the proper functioning of systems and resources for team utilization throughout sales cycle to influence customer satisfaction
Proactively identify concerns before they become issues and drive the business to strong results
Maintain high level of customer satisfaction with existing accounts, increase solution penetration, and grow run rate business
Present the health of the business to sales or cross-functional stakeholders within SolarWinds as needed
Provide guidance and direction to sales leaders on account status, emerging trends, cloud adoption, and competitive situations as needed
Work together to build and leverage collaborative relationships with SolarWinds sales teams, stakeholders, and leadership
Lead sales group meetings, inspiring and motivating the team
Motivate team to reach its full potential
Recognize and develop employee growth and create opportunities for high performance
Translate company goals into functional department and individual career goals and provide support and guidance to employees
Monitor team performance and initiate action to strengthen results
Lead by example in promoting a positive, team-oriented culture and reinforce department and company values
Coordinate and conduct ongoing sales training and development workshops
Identify and report on process friction that inhibits lead generation or pipeline velocity
Job description
At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, Partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.

The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!

Your Role:

Manages a team of Latin America Sales representatives and account managers specifically selling to commercial and government accounts in Latin American countries. In addition to managing the team to goal, develops and executes a strategic plan that will maximize the penetration of SolarWinds products in those accounts. Drives a daily revenue model while ensuring SolarWinds is best positioned for program capture opportunities. Drives the cultivation of a satisfied customer base to build a sustainable business for future success in the territory.

Your Impact:
• Build and effectively lead a local inside sales organization through hiring, training, development, and daily goal/objective setting.
• Coach reps on best practices for their role and for performance management.
• Provide feedback on market trends and contribute to strategic solutions.
• Lead a team of sales reps to successfully achieve weekly, monthly, and quarterly goals.
• Gather recommendations for and contribute to the implementation of continuous improvement measures. Ensure all sales activities (sales calls, pipeline development, account planning, customer account reviews, etc.) are efficient, effective, and scalable.
• Provide timely and accurate business forecasts to sales leader.
• Work with management team to execute on plans that drive incremental business.
• Execute the business strategy for overall business growth.
• Manage escalations by strategically and tactically leading from the front with direct customer interaction, negotiate contracts, and build customer rapport.
• Set expectations for direct and channel partner business relationships and transactions.
• Drive growth with channels.
• Develop forecast for region and submit to sales leader for approval.
• Ensure team meets or exceeds weekly, monthly, and quarterly sales quota.
• May be involved in proactively identifying business development opportunities to drive business to meet or exceed expected results.
• Identify and address challenges and opportunities beyond the scope of current role by reaching across the sales organization to drive enhanced business results.
• Participate in coordinating activities to implement business plans and drive the growth of the assigned territory.
• Contribute valuable feedback on selling strategies to drive consistency and velocity throughout the sales process.
• Measure, analyze, and ensure the consistent attainment of daily, weekly, and monthly key performance indicators to drive improved performance and accountability.
• Leverage systems and tools to run and assess analytics and track KPIs.
• Ensure the proper functioning of systems and resources for team utilization throughout sales cycle to influence customer satisfaction.
• Proactively identify concerns before they become issues and drive the business to strong results. Maintain high level of customer satisfaction with existing accounts, increase solution penetration, and grow run rate business.
• Present the health of the business to sales or cross-functional stakeholders within SolarWinds as needed.
• Provide guidance and direction to sales leaders on account status, emerging trends, cloud adoption, and competitive situations as needed.
• Work together to build and leverage collaborative relationships with SolarWinds sales teams, stakeholders, and leadership.
• Lead sales group meetings, inspiring and motivating the team.
• Motivate team to reach its full potential. Recognize and develop employee growth and create opportunities for high performance. Translate company goals into functional department and individual career goals and provide support and guidance to employees.
• Monitor team performance and initiate action to strengthen results.
• Lead by example in promoting a positive, team-oriented culture and reinforce department and company values.
• Coordinate and conduct ongoing sales training and development workshops.
• Identify and report on process friction that inhibits lead generation or pipeline velocity.

Your Experience:

BASIC QUALIFICATIONS
• Previous work in an Inside Sales high velocity environment with a thorough understanding of Latin America, processes, and initiatives.
• Technical and sales acumen with the ability to relate it with business value.
• Demonstrated track record of recruiting, training, coaching, motivating, and retaining successful employees.
• Can adapt to changes in business direction, products, and needs, both from a direct sales/partner sales perspective and SolarWinds perspective.
• Ability to problem-solve, balancing both strategic and immediate needs.
• Goal-oriented with the ability to multi-task and manage multiple projects simultaneously.
• Experience and credibility selling at the CxO and senior sales business manager levels.
• Demonstrated ability to negotiate and close critical deals.
• Excellent business development and prospecting skills with the ability to build strong partner/customer relationships.
• Advanced proficiency with Salesforce.com, NetSuite, and Tableau.
• Strong proficiency with MS Office Suite.
• Strong ability to excite, engage, and influence through demonstrated leadership.
• Ability to deliver difficult messages while emphasizing a positive, future-oriented perspective.
• Ability to scale against aggressive sales growth targets.
• Solid analytical abilities/skills.
• Strong written and oral communication skills; strong presentation and facilitation capabilities.
• Demonstrated experience with enterprise or transactional sales models.
• Demonstrated experience building and developing channel ecosystems.
• Demonstrated ability to work in a fast-paced, innovative, evolving, results-driven environment.
• Strong leadership and interpersonal skills, coaching skills, cross-group collaboration, and proven ability to influence across organizational boundaries.
• Languages Required : English, Spanish and/or Portuguese

PREFERRED QUALIFICATIONS
• 3-5 years’ experience as a Sales Manager of an Inside Sales organization.
• Bachelor’s degree or equivalent combination of education and industry experience.

SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, ****** orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.

All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice