Description
Role Overview
As we continue to grow our business and team in Mexico, we are looking to appoint a SVP & General Manager who will lead a new chapter in Salesforce Mexico’s journey reporting to our EVP Sales LATAM.
This role combines the responsibilities of a Senior Vice President of Sales and a General Manager, requiring a leader capable of driving revenue growth within the Mexican market while engaging employees, partners, and customers.
The GM acts as the main representative for the Salesforce brand in the country, tasked with strengthening our brand, driving growth and customer success, developing our ecosystem, and inspiring our "Ohana" culture.
Key Responsibilities:
1. Strategy, Growth & Sales Leadership
Strategic Planning: Develop and execute a comprehensive Go-to-Market plan for Mexico suitable for the next wave of growth. Create sales strategies involving market penetration, product positioning, and customer segmentation aligned with long-term goals.
Operational Execution: Lead the operating rhythm of the country, including weekly forecast calls, regular progress reporting, and accountability for delivering the financial plan. Drive demand generation activities and successful sales campaigns.
Transformational Selling: Lead customers through significant organizational change and complex challenges in the Mexican market, driving digital transformation deals.
Global Alignment: Drive alignment, adoption, and consistent execution of global operational standards across Mexico.
2. Brand & Market Presence
Brand Representation: Serve as the primary spokesperson and Country Leader in the local market, supporting PR strategy and representing Salesforce leadership in the media.
Event Leadership: Assume an active leadership role at key external events (e.g., World Tour, Basecamps) and industry forums.
Market Insight: Maintain deep familiarity with the economic, political, and cultural landscape of the region, building relationships with external industry experts and advisors.
3. Ecosystem & Customer Relationships
C-Level Engagement: Develop and enable a CXO Community, establishing relationships with key stakeholders including government bodies, large enterprises, and influential business leaders.
Strategic Deals: Focus on strategic opportunities by sponsoring active large deals, engaging the Global Strategic Customer team, and orchestrating the ecosystem to nurture critical C-level relationships.
Partner Ecosystem: Advocate for CSG and partner resources, and drive engagement within the developer and Trailblazer communities.
Negotiation: Utilize proven negotiation expertise to manage complex deals with large enterprises and government entities.
4. Culture & Talent Development
Culture Building: Own all activities and budget to create a high-performing culture where people feel proud to be part of the Mexican growth story.
Talent Management: Hire high-calibre talent, facilitate talent flow, and coach new leaders and account executives. Build, manage, and mentor high-performing sales teams with a focus on developing local talent.
Equality & Inclusion: Drive representation at all levels that reflects our communities and create a sense of belonging where every employee can succeed.
Internal Communication: Provide guidance and transparency to the country organisation through all-hands calls and regular communications.
Matrix Leadership: Build strong relationships with peers across functions and region to break down organizational silos and foster a "one team" climate.
Required Qualifications & Experience
Executive Experience: Typically, 20+ years in sales with at least 10 years in a senior leadership role managing sales organisations .
Mexican Market Mastery: Demonstrated track record of scaling Go-to-Market (GTM) execution specifically within the Mexican market, displaying deep intimacy with local business customs, cultural nuances, and social norms.
Industry Background: Experience in the Tech Industry leading complex Digital Transformation deals in prevalent sectors such as Telco, Technology, Banking, Insurance, Hospitality, Consumer Good or Retail
Management Track Record: Proven experience leading large sales teams and managing high-performance teams in a cross-functional environment.
B2B Expertise: Expertise in complex B2B software sales cycles, pipeline management, and sales analytics.
Matrix Agility: Proven capability to influence, align, and collaborate across global, regional, and functional reporting lines without direct authority.
C-Suite Network: An established, active network of trusted CXO and public-sector relationships across Mexico's premier enterprise accounts.
Strategic Customer Value: Ability to build long term partnerships in the market and drive the adoption of the Large Deal Sales process.
Change Leadership: Ability to champion organizational changes that create long-term effectiveness.
Cultural Sensitivity: Deep understanding of the local culture, business practices, and social norms in Mexico.
Executive Communication & Presence: Outstanding executive presence with the ability to clearly convey complex technological strategies to C-suite boards, media outlets, and large public forums.