Palo Alto Sr Director Sales Acceleration 

Brazil, São Paulo, São Paulo 

317083808

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Your Impact

• Responsible for the Sales execution and governance in LATAM, in collaboration with the different Country Leaders and the Sales Operations lead, and in alignment with LATAM directions.

• Support overall GTM Strategy execution

• Strategic Deals & Sales Plays

• Driving the execution of the Account Strategy motion

• Monitoring the Region and Country performance, and designing initiatives required in each territory to improve or increase Sales excellence

• Replicating Best Practices across the region

Strategic Leadership and Execution:

• Lead and manage Sales execution and governance across Latin America, in alignment with regional and global objectives.

• Drive the execution of the Account Strategy motion and Customer Success motion, promoting customer retention and satisfaction.

• Monitor Sales performance across the region, designing and implementing initiatives to enhance sales effectiveness and excellence.

• Identify, document, and replicate Best Practices across the region to drive consistent success.

Strategic Deals and Sales Plays:

• Design and lead programs to enhance strategic deals, including executive engagement, Global & Strategic (Top 200 accounts) initiatives, and upsell initiatives on whitespace accounts.

• Collaborate with the Sales Operations and Strategy teams to ensure effective planning, segmentation, account selection, and the development of business cases for investment.

• Define and oversee the execution of the sales plan, ensuring alignment with LATAM objectives and optimizing sales effectiveness.

GTM Strategy and Transformation:

• Develop and execute the GTM (Go-to-Market) strategy for Latin America, in alignment with corporate objectives and regional goals.

• Lead the design, execution, and optimization of Sales Plays, ensuring the sales teams are well-prepared to maximize revenue opportunities.

• Drive the adoption of GTM transformation initiatives, ensuring alignment with global best practices while adapting to regional nuances.

Team Leadership and Development:

• Manage and lead the Sales Acceleration team, including Business Development Representatives (BDRs) and the Renewals team.

• Provide strategic guidance and ongoing support to the BDRs, ensuring a consistent pipeline generation and qualification process.

• Oversee the Renewals team, ensuring high retention rates and maximizing customer lifetime value.

• Collaborate with the Sales Enablement team to ensure continuous training and skills development for the sales force.

• Foster a high-performance culture focused on excellence, accountability, and continuous improvement.

Collaboration and Stakeholder Management:

• Establish strong relationships with the Country Leaders, Marketing, Sales Operations, and other stakeholders to ensure alignment and effective execution.

• Serve as a liaison between the Latin America region and global teams, ensuring that regional needs and insights are represented.

• Communicate effectively with the sales community, peers, and company executives to ensure understanding and adoption of regional sales programs.

Process Improvement and Efficiency:

• Identify and drive process optimization initiatives, enhancing efficiency and scalability in Sales Acceleration operations.

• Ensure consistency, standardization, and excellence in sales execution across the region.

• Continuously monitor and evaluate the effectiveness of sales programs, making data-driven adjustments to maximize results.

Your Experience

• Track record of successful sales experience and / or development & implementation of strategic sales related programs

• Strong stakeholder management and executive presence required (business, strategy & planning, sales operations)

• Experience in multi-cultural and across geographies organizations

• Ability to influence without authority, build strong senior relationships to gain input and consensus for design and implementation of changes

• Excellent communication (written and verbal) and presentation skills with experience presenting to an executive audience

• Experience working in a large matrix and international organization, in the technology space

• Superior and meticulous problem solving and analytical skills, combined with the ability to communicate concisely and summarize findings and recommendations appropriately for senior management

• A highly organized and self-motivated individual, able to oversee the timely and top-notch execution and ability to work under pressure to adhere to tight last-minute deadlines

• Experience in successful change management

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

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