Director Sales LATAM

Reporting to the Regional Sales Director LATAM and based in Brazil, you will be responsible for managing Brazil. You will also be responsible for executing sales strategies that consider all released products and services, and which maximize the company's revenues and brand in the region.

Roles and Responsibilities

• Drive opportunities for all product and service offerings to Law Enforcement organizations at the National, State / Provincial and local levels within the
  LATAM territory.
  • Successfully generate, negotiate and close opportunities whilst delivering on profit objectives.
    • Provide customers with an awareness of different business models that may facilitate their buying decisions, such as HaaS and PaaS.
      • Work with the full spectrum of decision makers to align customer budget and delivery expectations.
        • Advocate on behalf of the customer and be the customer voice within the organization to align the organization to customer expectations and further
          enhance the customer experience.
          • At minimum, deliver on LO's revenue and profitability targets to grow the business in the region.
            • Create and present compelling business case documentation to respond to and align to individual customer expectations/requirements.
              • Provide on-site demos using product simulators.
                • Establish and maintain superior relationships with customers at all organizational levels.
                  • Establish the need, coordinate and plan for workshops and webinars to increase awareness and products/services knowledge.
                  • Coordinate with Marketing LO's presence in industry tradeshows.
                    • Ability to juggle multiple accounts; maintain a solid pipeline of sales opportunities; manage and secure large clients.
                      • Deliver timely and accurate sales information:
                        • Monitor and report on midstream changes in market conditions, and timely presentation of resulting product response plans.
                          • Provide input to LO's team on product and market requirements.
                            • Recruit intermediaries where necessary and manage accordingly to meet corporate policies.
                              • Generate business plans along with intermediaries to build, monitor and control opportunities pipeline.
                                • Partner with the Revenue Operations team to prepare proposals and negotiate pricing as well as terms and conditions.
                                  • Enforce and follow anti-bribery and corruption policies.

Key Leadership Competencies

• Must-have: market knowledge and presence within Forensic Science, Law Enforcement and/or Public Safety.
  • Experience with the Senior Level Government sector (B2G) and Business to Business (B2B) selling advanced technology products.
    • Experience in selling to countries in LATAM
      • Highly desirable: have a customer and marketing shared focus.
        • Work well under pressure and build strong team / relationships to manage customer expectations.
          • Demonstrates experience and knowledge of working within:
            • Cross-Cultural and Political Agility: Deep knowledge of Brazilian culture, politics, and procurement dynamics, enabling successful navigation of complex environments.
              • New business models (routes to market)
                • Distributor & Partner Management: Experienced in managing and influencing distributors, ensuring alignment, performance, and growth.
                  • Ability to self-motivate and sustain the passion and desire to win whilst managing long sales cycles.
                    • Managing intermediaries and governance.
                      • Proven leadership as well as impact and influence.
                        • Great communication skills written, oral and group presentation.
                          • High-Impact Communication: Ability to translate complex forensic technologies into clear value-driven proposals for executives, political leaders, and technical stakeholders.
                          • Strong customer relationship building and understanding of their challenges.
                            • Ability to think strategically coupled with excellent analytical skills.
                              • Broad understanding of emerging technologies (software, hardware, network) and their potential relevance to LO's products & services.

Qualifications and Experience

• Requires Brazilian citizenship or valid Brazilian work authorization
  • 10+ years of experience in Forensic technologies/Government Sales.
  • Knowledge of CRM tools such as Salesforce or equivalent.
    • Excellent communication and presentation skills, both verbally and written. English, Portuguese and Spanish a must.
      • Law enforcement and government agency Sales experience is a must.
        • Experience in the Brazilian Government Bid & Tender processes and procurement laws.
          • Experience in nurturing senior executives and relationships at political level.
            • Demonstrated experience achieving sales targets and generating growth.
              • Maintains high ethical standards.
                • Strong analytical and problem-solving skills.
                  • Experience in proposing advanced technology solutions.
                    • Excellent interpersonal skills and ability to communicate effectively with management and cross-functional teams, for both technical and non-technical
                      audience.
                      • Customer focused – the ability to manage and be responsible for high profile customers.
                        • Demonstrated skills in managing a multitude of complex projects and ability to prioritize accordingly.
                          • Proven ability to work through conflict, build trust and influence outcomes through outstanding interpersonal skills at all levels.
                            • Strategic thinker, who recognizes business opportunities and their potential impact on the overall business.
                              • High energy level. Results-driven.
                                • Circa 30 to 60% of your time will be spent travelling within the territory.

In this document, terms used to refer to persons are taken in the generic sense; they have both a feminine and a masculine value.