Ejecutivo De Ventas De Lubrantes Industriales

Kelly; Monterrey; On-site; MXN 900,000 - 1,500,000; Full time

Benefits offered by this job

Health insurance

Job summary

Palo Alto Networks in Monterrey, MX, is seeking a Senior Strategic Account Manager to own and grow key customer relationships across the region. You will develop strategic plans, drive revenue, and coordinate across product, marketing, and support teams to deliver tailored cybersecurity solutions.

You will lead quarterly business reviews, identify upsell opportunities, manage contracts, and travel as needed to client sites.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, or related field.
• Minimum of 5 years in key account management, sales, or business development.
• Proven track record managing large accounts.
• Experience with CRM software.

Responsibilities

• Manage and nurture relationships with a portfolio of key clients.
• Develop and execute strategic account plans.
• Identify opportunities for upselling and cross-selling.
• Collaborate with internal teams to meet client needs.
• Conduct regular business reviews with key clients.
• Negotiate contracts, pricing, and terms of service.
• Stay informed about industry trends and client strategy.
• Meet and exceed sales targets for assigned key accounts.
• Represent the company professionally with key clients.

Skills

Strategic accounts

Sales experience

Negotiation

CRM proficiency

Interpersonal skills

Communication

Travel ready

Education

Bachelor’s degree

Tools

CRM software

Job description

Description

Client Facing Role that manages the overall business relationship. Account mapping, business unit breakdown (touchpoints to align regional/global team). Run QBRs & ensure they are properly prepared for. Ensure each Crane Worldwide office servicing the account understands the SOPs and executes accordingly. Report Creation / Monitoring / Distribution (responsible/accountable). Performance management (responsible/accountable). Market Analysis / Industry Awareness. Drives collaborative efforts internally by supporting and sharing best practices in the following key areas: Client Reviews Strategic Business Plans, Value add Programs Process Improvements, Tender Management Technology Solutions. Impact & coverage analysis -> identify service or opportunity gaps. Penetrate organizational structure and develop relationship beyond main points of contact. Maintain rates and assess yields monthly. Monitor account for timely payments and assist with collections on past due invoices. Enter all meeting notes, action items, complaints, compliments into our CRM and distribute to appropriate people in global network. When necessary, travel within region to visit accounts/account sites and Crane Worldwide offices to review procedures and maintain customer information/satisfaction. Ensure all company policies and regulatory requirements are adhered to. Identify growth opportunities and develop a strategy to secure opportunities with the appropriate internal resources. Create a business development plan with short- and long-term business objectives, initiatives, and quantified value-added contribution. Other duties as assigned.

Other Skills & Abilities

• Excellent Organizational Skills
• Excellent written and verbal skills
• Excellent presentation and interpersonal skills
• Thorough knowledge of transportation industry logistics and freight forwarding
• Thorough knowledge of successful sales techniques
• Strong computer skills including Microsoft Office suite
• Detail oriented, able to multitask and meet deadlines
• Self-motivated, able to work in a team and independently
• Good analytical and program management skills; ability to define, develop and document business processes and procedures
• Strong customer service, problem-solving, and interpersonal skills
• Internal/external sales skills
• Troubleshooting and problem resolution skills
• Leads by example
• Sense of urgency
• Creative
• Responds easily to changing demands

Physical Requirements

• Talking, hearing and using hands to operate computer equipment
• Vision abilities required by this job include close vision and the ability to adjust focus
• Must have a valid driver's license and safe driving record

Education & Experience

• College degree preferred
• 3-5 years successful sales or account management or operations experience in freight forwarding, logistics and or transportation industry
• Experience with CRM systems

Certification and Licenses

• Professional certification may be required in some area

The ideal candidate will travel to see clients across MX and can be based in any of the larger cities MEX/GDL/QRO/MTY.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. We maintain a drug-free workplace and perform pre-employment substance abuse testing. Company benefits are contingent upon meeting eligibility requirements and plan conditions.

Our Mission

At Palo Alto Networks®, we're united by a shared mission-to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Strategic Account Manager (FEMSA) partners with our customers to secure their entire digital experience. You're motivated by the desire to solve critical challenges facing our customer's secure environment, so you're prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of company revenue and growth. You're responsible for leading and driving new engagements within our largest revenue producing clients. As an experienced and dynamic sales professional, you're responsible for leading and driving sales engagements.

Your Career

As a dedicated and seasoned executive-level sales professional, you will be responsible for owning, driving, and architecting the macro-level strategic security partnership with one of our largest, most visible matrixed enterprise accounts. You will enable the client to navigate enterprise-wide digital transformations and successfully build a comprehensive zero-trust security infrastructure using Palo Alto Networks' full portfolio of best-in-breed platforms.

Your Impact

• Drive Strategic Revenue Expansion: Maximize long-term revenue growth and account value within Palo Alto Networks' premier dedicated enterprise account.
• Orchestrate Complex Enterprise Sales Cycles: Command and navigate multifaceted business deals, working in close synchronization with internal engineering, support, and business units to provide holistic account coverage.
• Execute Consultative Solutioning: Identify overarching business and architectural vulnerabilities across the client's distinct industry verticals, designing integrated cybersecurity platforms to resolve them.
• Map the Competitive Landscape: Analyze and preempt competitor activities while accurately identifying customer needs to maximize total portfolio adoption.
• Formulate Strategic Account Plans: Design and execute long-term, comprehensive account frameworks that ensure rigorous pipeline development and accurate monthly/quarterly forecasting.
• Deliver Insight-Driven Value Propositions: Craft highly targeted value propositions that turn past case studies and threat intelligence into actionable business insights tailored precisely to the account's operational realities.
• Maintain Industry Expertise: Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services.
• Manage Strategic Travel: Travel as necessary to customer corporate centers, regional business hubs, and centralized company-wide meetings.

Qualifications

• Three to five yrs of Strategic Account exp, managing 1-3 multinational strategic accounts, including a minimum of 1 yr managing FEMSA.
• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
• Excellent time management skills, and work with high levels of autonomy and self-direction
• Linguistic and Regional Fluency: Full business proficiency and bilingual fluency in English and Spanish; deep historical experience driving executive relationships and navigating corporate governance within multi-billion dollar conglomerates headquartered in Mexico and the LATAM market.

Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

About the Role

Our client is looking for a dynamic and experienced Key Account Manager to join their team in Monterrey, Nuevo León. This role is pivotal within the Commercial and Sales division, focusing on managing and growing relationships with the company's most important clients. The ideal candidate will possess a strong understanding of strategic account management, excellent negotiation skills, and a proven ability to drive revenue growth through deep client engagement. You will be responsible for understanding client needs, developing tailored solutions, and ensuring client satisfaction and retention. This is an exciting opportunity to work with a leading company in a major industrial and business hub. The role requires a proactive approach and the ability to collaborate effectively with internal teams to deliver exceptional value to key accounts. Based in Monterrey, Nuevo León, MX, you will be the primary point of contact for strategic partners.

Key Responsibilities

• Manage and nurture relationships with a portfolio of key clients, acting as their primary point of contact.
• Develop and execute strategic account plans to achieve long-term sales and business objectives within assigned key accounts.
• Identify opportunities for upselling and cross-selling within existing key accounts.
• Collaborate with internal teams (e.g., product, marketing, support) to ensure client needs are met and expectations are exceeded.
• Conduct regular business reviews with key clients to assess performance, gather feedback, and identify areas for improvement.
• Negotiate contracts, pricing, and terms of service with key clients.
• Stay informed about industry trends and client business strategies to provide relevant insights and solutions.
• Meet and exceed sales targets for assigned key accounts in the Commercial and Sales sector.
• Represent the company professionally in all interactions with key clients in Monterrey, Nuevo León, MX and potentially beyond.

Requirements

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum of 5 years of experience in key account management, sales, or business development, preferably in the Commercial and Sales industry.
• Proven track record of successfully managing and growing large client accounts.
• Excellent negotiation, communication, and interpersonal skills.
• Strong strategic thinking and problem-solving abilities.
• Proficiency in CRM software and sales management tools.
• Ability to build strong relationships and influence stakeholders at various levels.
• Demonstrated ability to meet and exceed sales quotas.
• Experience working within the dynamic business environment of Monterrey, Nuevo León, MX is a plus.
• Must be willing to travel as required to meet with clients.

Benefits

• Competitive annual salary of Mexican