Sales Manager - Mexico

 LinKIT LATAM is a business development consulting company focused on Latin America. On behalf of our client, the leading Quality Assurance (QA) software company, which is expanding its activities in the region, we are hiring a Sales Manager, in Mexico.

The Client:

Our client is the global leader in continuous testing and quality engineering, with an AI-based, continuous testing portfolio of products providing a new and fundamentally different way to perform software testing. An approach that is automated, code-less, and intelligently driven by AI. It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality.

Widely credited for reinventing software testing for DevOps, cloud, and enterprise applications, Tricentis has been recognized as a leader by all major industry analysts, including Forrester, Gartner, and IDC.an employee of our company, you will collaborate with each department to create and deploy disruptive products. Come work at a growing company that offers great benefits with opportunities to moving forward and learn alongside accomplished leaders. We're seeking an experienced and outstanding member of staff.

Responsibilities:

The Sales Manager will be responsible for driving enterprise sales growth and partner engagement, with a strong focus on SAP customers, SAP ecosystems, and strategic partners. The role will develop new business opportunities by leveraging deep knowledge of SAP environments, enterprise applications, and digital transformation initiatives.

1. Lead and support complex enterprise sales processes focused on strategic accounts and SAP-related opportunities. The Sales Manager will play multiple roles throughout the sales process:
   
2. 1. Manage enterprise sales processes with target accounts, identifying opportunities within SAP environments and large transformation initiatives.
   2. Identify and develop relationships with key stakeholders in target accounts and the SAP ecosystem to influence decision-making and drive business opportunities.
   3. Advise, support, and collaborate with partners throughout the sales process, including strategic deals and partner enablement activities. Build strong relationships with partner sales teams to maximize joint opportunities.
      
      
3. Develop and manage a strong channel partner ecosystem. Since the company drives business through System Integrators (SIs), Global System Integrators (GSIs), OEMs, and strategic partners, the Sales Manager responsibilities will include:
   
4. 1. Identify, develop, and manage strategic partners within the SAP ecosystem and enterprise software market. This includes building strong relationships, supporting partner growth, and ensuring partners have the capabilities to position and support the company's solutions effectively.
   2. Drive partner enablement by leveraging sales resources, training materials, and enablement tools. The Sales Manager will support partners through training sessions, webinars, workshops, and other activities to increase market reach and accelerate business opportunities.
      
      
5. In addition to managing enterprise sales opportunities and channel partnerships, the Sales Manager will drive the activities and processes required to ensure market growth and business success:
   
6. 1. Quota Management: The Sales Manager is responsible for defining and managing sales objectives by understanding partners’ offerings, market opportunities, and the value our technology brings to SAP customers and enterprise organizations. This includes analyzing market and sales data, forecasting performance, and aligning strategies to achieve revenue goals.
   2. Performance Monitoring and Reporting: The Sales Manager is responsible for tracking and analyzing business performance metrics, including revenue growth, pipeline development, partner engagement, and customer opportunities. The role will provide regular reports to senior management, highlighting achievements, challenges, and recommendations for improvement.
   3. Cross-functional Collaboration: The Sales Manager will collaborate closely with internal teams, including sales, marketing, and customer success, to ensure alignment between business strategy, partner activities, and market initiatives.
   4. Marketing Support: The Sales Manager will work with the marketing team to develop and execute campaigns and initiatives targeting SAP customers, channel partners, and enterprise accounts. This includes supporting webinars, events, partner activities, and other initiatives to increase brand awareness and generate business opportunities.

Competencies:

1. Communication: Strong written and verbal communication skills are essential as the role involves engaging with enterprise customers, partners, and internal stakeholders in a remote environment. The Sales Manager must effectively communicate the value of the solution, influence decision-makers, and present business outcomes to customers and partners through different communication channels.
2. Relationship-building: Building and maintaining strong relationships with enterprise customers, SAP ecosystem partners, and key stakeholders is critical for this position. The Sales Manager must establish trust, credibility, and long-term partnerships while effectively managing complex sales cycles and business conversations.
3. Problem-solving: The Sales Manager should demonstrate strong analytical thinking and creativity to overcome sales challenges, address customer needs, manage objections, and develop solutions that create value for both customers and the company.
4. Self-motivation: As a remote sales professional, the Sales Manager must be highly self-driven, disciplined, and results-oriented, with the ability to manage priorities and achieve objectives independently.
5. Time management: The Sales Manager must efficiently manage multiple opportunities, partner activities, and sales initiatives while prioritizing tasks and meeting business objectives with minimal supervision.
6. Productivity tools and Systems: The Sales Manager should be comfortable using digital sales and collaboration tools, including CRM platforms, video conferencing solutions, and sales enablement tools to manage opportunities and maintain effective communication with customers and partners.

Requirements:

• Bachelor’s degree. Ideal in technical disciplines such as Systems Engineering, Industrial Engineering, Computer Science, or similar. MBA is a plus.
• 15+ years of proven experience in enterprise software sales, with a strong track record in complex sales cycles. Experience with SAP solutions, SAP-related projects, ERP, Cloud, DevOps, or Enterprise Applications is highly preferred.
• Strong relationships with enterprise accounts, SAP customers, and major System Integrators (SIs), Global System Integrators (GSIs), and technology partners in the country.
• Competitive mindset with a strong drive to achieve business objectives and exceed sales targets.
• English: Strong written and verbal business proficiency.