B2B Sales Executive

Consolidé; Álvaro Obregón; Presencial; MXN 279.000 - 335.000; Jornada completa

Descripción de la vacante

Consolidé in CDMX is seeking a B2B Sales Executive — Enterprise IT Solutions to develop and close new business opportunities in IT licensing and services, leveraging BMC Control-M, ExaGrid, and Commvault.

You will collaborate with Presales Engineers and Consultants, present proposals in Spanish and English, and drive quota attainment through an enhanced variable compensation scheme.

Formación

• Bachelor's degree or Engineering degree in Systems, Computer Science, Business Administration, Marketing, or related field, or equivalent experience.
• 2 to 4 years of experience in B2B IT sales with enterprise focus.
• Active IT industry contacts desirable but not mandatory.
• English proficiency beneficial for vendor negotiations.

Responsabilidades

• Prospect and develop enterprise opportunities with support from Presales/Marketing.
• Value-based consultative selling for BMC Control-M, ExaGrid, and Commvault.
• Engage with vendor reps, participate in meetings and certifications in English when required.
• Lead requirements gathering, present proposals in Spanish and English, close deals.
• Meet and exceed quarterly and annual sales targets.
• Maintain CRM with forecasts and pipeline status.

Conocimientos

Results-oriented

Excellent communication

Negotiation

Closing skills

Self-management

Proactivity

Strategic account vision

Team collaboration

Educación

Bachelor's or Engineering degree in IT/Business

Descripción del empleo

B2B Sales Executive — Enterprise IT Solutions

Location: CDMX / Hybrid or Remote

Area: Commercial / Enterprise Sales

Base Salary: $25,000–$30,000 MXN gross per month, depending on experience

Variable Compensation: Uncapped commission scheme + accelerators + new-logo bonuses

On-Target Earnings (OTE): $55,000–$90,000+ MXN per month upon meeting quota

1. Position Objective

Develop and close new business opportunities involving IT licensing and professional services, translating MSR Consulting's value proposition—backed by more than 18 years of experience—into tangible business solutions for corporate clients. The position focuses on BMC Control‑M as a core business offering while promoting complementary technologies such as ExaGrid and Commvault, working closely with the technical team—including Presales Engineers and Consultants—throughout the consultative sales cycle.

2. Main Responsibilities

• Prospecting & Pipeline Development: Identify and develop new opportunities within the enterprise segment, supported by materials and leads generated by the Presales/Marketing team. This is not a 100% cold‑prospecting role without support.
• Value‑Based Consultative Selling: Communicate how the portfolio (BMC Control‑M, ExaGrid, and Commvault) addresses critical business challenges and maximizes customer ROI, working closely with Presales Engineers.
• Vendor Relationships: Participate in meetings, negotiations, and certifications with representatives from BMC, ExaGrid, and Commvault, including communication in English when required.
• Sales Cycle Management: Conduct requirements gathering, present proposals in both Spanish and English, deliver value demonstrations with Presales support, negotiate, and close deals.
• Quota Achievement: Meet and exceed assigned quarterly and annual sales targets.
• Pipeline Management: Keep the CRM fully updated with forecasts, account progress, and the status of each opportunity.

3. Candidate Requirements

Languages

• Conversational‑to‑advanced English (B2 or higher). English proficiency is desirable for negotiations with vendors. Strong sales candidates with intermediate English who are actively improving their skills may also be considered.

Education & Experience

• Bachelor's degree or Engineering degree in Systems, Computer Science, Business Administration, Marketing, or a related field. Degree may be completed or incomplete if supported by solid, demonstrable experience.
• 2 to 4 years of experience in B2B sales, ideally within the Information Technology sector.
• Active contacts within the IT industry—such as CTOs, CIOs, and Infrastructure Managers—are desirable but not mandatory, considering the level of base compensation offered.

Technical / Business Knowledge

• Understanding of the enterprise software ecosystem, licensing, and managed IT services. Product training will be provided during onboarding.
• Ability to conduct consultative sales, translating technical language into business and financial language.

Competencies & Skills

• Results‑oriented mindset and strong sense of urgency.
• Excellent communication, negotiation, and closing skills.
• Self‑management, proactivity, and strategic account vision.
• Teamwork and close collaboration with Presales Engineers and Consultants.

4. Compensation — Enhanced Variable Compensation Scheme

The base salary remains in place while the variable compensation component is significantly strengthened, making total earnings competitive with the senior market while remaining open to candidates with strong potential but shorter career trajectories.

• Base Salary: $25,000–$30,000 MXN gross per month
• Sales Commission: Percentage‑based commission on closed licensing and services, with no cap
• Quota Accelerator: Increased commission percentage once 100% of the quarterly quota is exceeded
• New Logo Bonus: Additional fixed bonus for each new customer signed, excluding renewals
• Early Renewal Bonus: Incentive for closing renewals before their expiration date

OTE Example: At 100% of quarterly quota: estimated total earnings of $55,000–$70,000 MXN/month. At 120–150% of quota: $75,000–$90,000+ MXN/month

5. Quota & Ramp‑Up Period

• Months 1–3 — Onboarding: No formal quota. Product training, participation in existing opportunities alongside Presales/Consultants, and initial pipeline development.
• Months 4–6 — Ramp‑Up: Gradual quota implementation (e.g., 50% of the standard quota) while the candidate's own pipeline develops.
• Month 7 onward: Full quarterly quota, defined jointly with Commercial Management based on the company's historical performance.

6. Team Support & Structure

• Support from Presales Engineers for technical demonstrations and proposals.
• Lead generation/prospecting support from the Marketing team when an active campaign is available.
• Support from Commercial Management during strategic or high‑value account negotiations.

7. Recommended Selection Process

• Career/Track Record Interview: Review of verifiable results, including client type, type of business, and approximate sales cycle, without requiring disclosure of confidential amounts.
• Practical Exercise: A 10‑minute pitch simulation in which the candidate acts as if they were selling Control‑M to a fictional CIO, in order to assess their actual consultative selling capabilities.
• Reference Checks: Ideally including a former client or business partner, rather than relying exclusively on direct managers.

8. Company Offer

• Institutional backing: Consulting firm with more than 18 years of experience and an established reputation.
• Brand prestige: Strategic partner in enterprise solutions, including BMC, ExaGrid, and Commvault.
• Continuous training: Ongoing training and development in the company's technology solutions portfolio.
• Statutory and enhanced benefits: To be defined.