Sales Director MX, LATAM

Barco; Toronto; Remote; USD 100,000 - 150,000; Full time

Job summary

A technology company is seeking a Sales Director for the LATAM region to drive revenue growth for its innovative collaboration solutions. This role involves leading a sales team, developing strategies, and managing partner relationships across various countries. The ideal candidate will have a proven sales record and experience in channel strategies. Spanish language skills are a significant plus for this position.

Qualifications

• Proven track record in sales within corporate and government sectors.
• Experience managing remote teams across LATAM.
• Ability to negotiate contracts and manage partner relationships.

Responsibilities

• Own the Regional Sales Business plan and revenue growth.
• Lead the ClickShare Team across LATAM countries.
• Develop and execute channel strategies to drive sales.

Skills

Sales leadership

Negotiation skills

Channel strategy development

Revenue forecasting

Bilingual (English and Spanish)

Tools

Salesforce

Job description

Position Overview

We're looking for a dynamic Sales Director for the LATAM region to drive significant revenue growth for our innovative collaboration solutions, with a strong focus on expanding the market for ClickShare, our award-winning wireless meeting room system. You will lead a high-performing sales team, developing strategies to position ClickShare as the go-to solution for easy video conferencing and one-click collaboration in modern workplaces. You will empower your team to sell the vision of a truly modern workplace enabled by ClickShare, driving adoption and market share through strategic partnerships and client engagement.

Responsibilities

• Own the Regional Sales Business plan and revenue growth in line with the Worldwide GTM strategy for the product line ClickShare.
• Lead the ClickShare Team (direct reports) across LATAM countries, considering diversity and inclusion. Create momentum and lead shared resources as well as the extended sales force at the Partners to benefit sales growth.
• Design and select Routes to Market that will enable the region to achieve their goals.
• Deploy an end-user high-touch approach across various countries.
• Review country BDM and channel team pipelines to submit meaningful sales forecasts monthly to the VP Sales.
• Provide feedback to HQ to improve regional support.
• Market the company with support from the Channel Marketing direct report and Field marketer, ensuring positive exposure for ClickShare to enhance brand image.

Profile

The ideal candidate will be a hands-on sales leader with a core sales DNA, demonstrating the following:

• Accountability for LATAM regional revenue forecast and goal attainment through a T2 distribution management model.
• Proven track record in sales, developing business potential within existing and new accounts across various verticals in the Corporate & government sectors, delivering a sustainable pipeline.
• Experience in developing and executing distribution and T2 channel strategies across LATAM, managing partner relationships, and driving sales through various channels within an international partner framework. Ability to analyze channel performance and implement improvements. Negotiating contracts, pricing, and terms with channel partners.
• Understanding of local specifics in Mexico, Brazil, Chile, Peru, Argentina, Colombia to enable scalable approaches per country.
• Remote team management skills across LATAM, leading and motivating team members.
• Experience navigating and succeeding in matrix management environments.
• Understanding of VC & UC technologies in a fast-changing environment.

Preferred Background:

• Technology/systems manufacturer of videoconferencing equipment.
• Distributor/reseller of videoconferencing/meeting solutions providing enterprise collaboration capabilities.
• Large integrator of videoconferencing/meeting solutions for enterprise collaboration.

Additional Information

• Willingness to travel frequently to visit the team and key external stakeholders.
• Ability and desire to operate within a matrix organization using tools like Salesforce.
• Excellent verbal and written communication skills in English and Spanish; Portuguese is preferred.
• Strong negotiation skills.
• Business, commercial, and legal awareness, with creativity and intellectual vigor.
• Structured with good attention to detail; Salesforce savvy.

D&I Statement

At Barco, innovation drives everything we do. We believe that diversity fuels creativity, bringing us closer to our colleagues and customers. Inclusion and equity are core capabilities that propel us toward our shared goals and mission.