Territory Manager (LATAM)

Responsibilities Use your problem solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations. Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base. Engage with developers, decision‑makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organisation as we grow. This is your chance to drive sales success and impact our upward trajectory! Employ value‑based selling to generate new leads and opportunities within an assigned set of Enterprise accounts, representing larger prospects and customers within our LATAM territory. Build relationships with buyers and develop champions to land, and then expand our footprint across the organisation by standardising the use of Sonar. Size and quote software licensing needs, negotiating and closing both new customers as well as upgrades to existing implementations. Ensure continuous relationship management and successful renewal by providing proactive and strategic account management. Conduct activities such as calls, emails, video/ in‑person meetings and quarterly business reviews as needed. Enable smooth customer onboarding and adoption throughout their entire journey with Sonar commercial products. Work in both direct and indirect sales motions, partnering with channel managers and SDR’s to successfully multi‑thread and maximise account penetration. Support marketing efforts with account‑based customer‑focused marketing campaigns. Proactively engage in building, growing and sharing sales team best practices. Accurately capture and report all aspects of account and opportunity information in the CRM platform. Utilise Salesforce to set daily activity and accurately forecast opportunity pipeline. Qualifications Ability to drive the sales process effectively through phone calls, emails, and virtual and on‑site meetings. Proficiency in communicating with executive‑level contacts and delivering value‑based messages to sell with both a top‑down and bottom‑up approach. Ability to develop a business case and demonstrate ROI based on the persona you are engaging with. Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as ZoomInfo, LinkedIn Navigator and 6sense. Focus on building and managing customer relationships, with a view to maximising customer retention. Experience using MEDDPICCC or other similar sales methodologies. Team player interested in seeing the company goals achieved alongside the team and individual goals. Proven track record of success with 3‑5+ years of experience in a B2B sales role. Customer‑centric focus – we want happy customers. Solid communication and listening skills: handling objections and taking feedback and coaching. Significant experience hunting into Fortune 500 Companies, both landing new logos and growing an existing footprint. Familiarity in supporting and selling to large enterprise prospects and customers and managing and negotiating larger (100K+) enterprise deals. Native fluency in Portuguese. Salesforce.com lover – you know it and can’t imagine sales without it. Self‑driven and proactive attitude. English spoken and written at a professional level. #J-18808-Ljbffr SonarSource