Introduction
We are the creators of the world's first Hybrid iPaaS Platform and recognized leaders in Application Integration and Data Integration. Our mission is to make our customers' digital transformation journey easier and faster. We do this by connecting the world's applications, data and devices without compromising existing investments. We deliver technology that works openly with the industry's best solution providers-software that works everywhere and with everything. With webMethods & StreamSets, our customers get maximum value from application management & big data with streaming analytics. We enable faster response to shifting regulations and threats with intelligent governance and risk & compliance management. Ultimately, we ensure our customers achieve more with Data and Application Integration.
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As the LATAM Regional Leader, you will lead the team across all of LATAM as well as drive sales excellence across the Region. This will consist of a team of both direct and indirect reports. You will be responsible for:
1) developing and executing strategies to ensure the aquistion of new customers, expansion of existing customers and the on-time renewals and increased customer retention.
2) acting as the operations lead for the region supporting the President's strategy of repeatable growth through processes that result in measurably improved pipeline management, and forecast visibility, accuracy, and linearity.
Your Role and Responsibilities
- Lead, manage and support the team to develop and execute sales strategies to profitably ensure the new logo, expansion and renewal rates are at the highest level possible and highlight ongoing risk in the customer base.
- Define, monitor, enforce, and report on critical sales execution KPI's. Importantly, identify positive behaviors and trends that can be replicated across the organization through improved processes and training.
- Work with the head of Business Operations to ensure visibility and alignment on regional performance and KPIs.
- Lead, coach, and mentor Account Executives & Sales Leadership, with a hands-on, team-oriented approach to ensure performance against agreed metrics and strategies.
Ambition:
- Innovation: ingenious, devising new and different approaches.
- Self-belief: confident in your abilities; showing conviction
- Work Ethic: hard-working and "smart-working"; effort is apparent, and results align.
- Optimism: constructive in the most challenging situations; making a positive impact on your colleagues and the team's climate
Influence:
- Catalyst: motivate and inspire others to make things happen.
- Persuasion: credibly compelling others to your way of thinking and winning their alignment.
- Rapport builder: establish mutually beneficial relationships with others quickly and easily internaly, with partners and cusotmers
Executive Presence:
- Effectively be able to communicate with the C level to support the postioning and strategic relationships required to ensure market success.
- Judgement: exercise discretion and able to make the right decision quickly and easily.
- Personal responsibility: take ownership of decisions and hold yourself accountable.
- Time Optimizer: prioritize your tasks to unlock achievement potential.
Storyteller and Listener:
- Explainer: simplify and clarify
- Listener: listen intently so others truly feel heard
- Narrator: understand the power of sharing stories to convey insights
Required Technical and Professional Expertise
- At least 3-5 years of expperince leading teams to perform at high level
- Lead from the front and motivate the local team to be the best they can be
- Have spent at least 3 years in either the Application or Data Integration ecosystem
- Ensure all systems operate smoothly and align with our expected standards.
- Maximize the efficiency of all business procedures where possible.
- Establish Sales performance KPIs and conduct quality assessments of AE compliance to key tasks.
- Monitor daily operations and address potential issues when they arise.
- Build processes that meet our business objectives and ensure compliance.
- Monitor financial data and recommend solutions that will improve profitability.
Preferred Technical and Professional Expertise
- Maximize the efficiency of all business procedures where possible.
- Establish Sales performance KPIs and conduct quality assessments of AE compliance to key tasks.
- Monitor daily operations and address potential issues when they arise.
- Build processes that meet our business objectives and ensure compliance.
- Monitor financial data and recommend solutions that will improve profitability.