Director Sales SugarCRM Brasília

Job description
Key responsibilities
Quickly gain an understanding of SugarCRM’s competitive landscape, revenue potential, business practices and existing relationships in the LATAM region.
Prospect and close major business opportunities in all geographies through direct touch and the channel, ensuring quota achievement.
Work in matrix organization with channel sales managers and inside sales across all regions

By assignment, take a lead role in the development of a phased international development strategy, based initially on a direct touch channel sales model and adequately aligned with global and EMEA business objectives and strategies.
Identify and prioritize key business targets, establishing the most coherent go-to-market approach per sub-region and taking initiatives to ensure rapid traction for the business.
Drive sales and profit to match or exceed assigned objectives, monitoring timely delivery of quantitative targets, surveying customer and partner satisfaction levels, identifying gaps or improvement opportunities in the approach and updating the strategy accordingly.
Personally engage with selected partners to position SugarCRM as a source of innovative, competitive and profitable offerings, furthering relationships, building mutually beneficial business cases, launching tailored programs, monitoring their results and finally, escalating response to the relevant teams within SugarCRM.
Implement effective processes and discipline, upgrade skill levels, mentor individuals and focus on reaching key financial and operational milestones.
Investing in longer term prospects, assess the potential for sustainable business in the most promising sub-regions and develop business plans for those regions.


Ideal capabilities
Leadership skills: demonstrated ability to achieve significant impact on the business by rapidly integrating in a highly dynamic management team, contributing to the overall direction of the organisation.
Revenue generation mindset: essentially, a strong channel sales and marketing executive coupled with strong direct sales and large accounts experience, used to working in a highly international context, and focused on building the business and delivering profitable revenue.
Business sense: ability to “read the market”, identifying the conditions for commercial success, selling new plans internally and externally and making appropriate decisions quickly.
Relationship building: ability to initiate, develop and manage multi-layered, senior level relationships with direct accounts, but also VARs and Integrators and establish oneself as a “value driven” as well as a profitable partner.
Operational focus: strong account and business planning skills developed conceiving and deploying large scale, complex, sales projects. Ability to operate as a “transition business manager” when appropriate, building a solid business platform for future growth to be handed over to future local management.
Domain knowledge: understanding of the dynamics of the IT sales automation markets in EMEA both from a technical and commercial standpoint.
People management: Ability to lead, motivate and develop a virtual team.
Cultural flexibility: ability to operate effectively with clients and third parties in a vast geographic area with the discerning sense to challenge or abide by business practices and methods as appropriate.
Previous experience
Successful sales development and management responsibility within a fast-growth business in a quarterly earnings driven organization, within the software IT security industries.
Track record of success deploying ambitious and innovative sales development and marketing programs to “open” or further penetrate specific geographies and segments.
Personal characteristics
A strong driver with high energy, a sense of urgency and the natural inclination to take initiatives, adapt and innovate.
A clear thinker with sound judgment who can recognize critical issues, prioritize and dedicate his/her attention accordingly.
A pragmatic and structured implementer, capable of processing several projects in parallel.
A team player who can relate well to the whole organization but also operate with a great deal of autonomy.
Highly commercial in orientation, with a strong focus on the customer.
Excellent negotiating skills and attention to detail, preferably as proven by contracts management experience.
Clear and persuasive communication skills with an ability to work closely or interface with executives and employees at all levels and in all parts of a company.

Qualifications
MA (preferred) or BA Degree
4-6+ years’ experience with Strategic Sales
CxO Level sales experience
Ability to develop and maintain key relationships with senior level individuals
Experience managing major accounts
Sales experience in technology sector
Understanding of three key partner channels – tool vendors, system integrators and software vendors
Long term vision towards channel sales relationships
Strong business development acumen with understanding of customer issues, market directions,
Operational functions, and utilization of best practices.
Critical understanding of major account selling processes and strategies
Ability to recognize and develop business utilizing partners, programs, and services
Excellent negotiation, management, problem solving, and interpersonal skills
Fluent in Portuguese and English is required

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