Manager - Sales

As the Converging Technologies Strategist - CALA, you will create and advance the regional growth motion by connecting customer business challenges to integrated technologies, software, services, expertise, and partner ecosystems. You will support the broader Global Account Management community across the region while preserving account ownership. Global Account Managers own total account strategy, executive governance, and overall forecast. You will own Converging Technologies demand creation, stakeholder expansion, opportunity creation, pipeline development, and commercial continuity. Engineering teams own formal technical authority, and service and delivery organizations own feasibility and execution.

Responsibilities:

• Develops and executes Converging Technologies growth plans across priority global accounts in Latin America, with emphasis on Mexico and key CALA markets.
• Creates demand before formal projects, specifications or requests for proposal exist by leading discovery around customer outcomes, operational risk, resiliency, safety, visibility, continuity, AI readiness and digital transformation.
• Builds relationships with executive, business, operations, facilities, security and technology stakeholders and expands access beyond procurement or a single customer contact.
• Creates, qualifies, progresses and maintains Converging Technologies pipeline; communicates opportunity value, risks, next actions and credible forecast input to account and sales leadership.
• Expands appropriate single-technology pursuits into broader solutions spanning physical security, access control, video surveillance, commercial fire, electronic locking, network infrastructure, structured cabling, wireless, professional AV, connected solutions, smart devices, sensors, software, intelligent buildings, data centers, AI-enabled platforms, infrastructure modernization and services.
• Coordinates sales engineering, services and delivery teams to maintain qualified business context, technical integrity, delivery feasibility and customer continuity.
• Partners with regional sales leaders, consultants, contractors, integrators, manufacturers and technology partners to influence specifications, enable the ecosystem and create pull-through end-user demand.
• Maintains alignment with Global Account Managers so customer strategy, executive governance, account planning and overall forecast ownership remain clear and coordinated.
• Captures successful customer approaches, discovery methods and use cases and converts them into repeatable commercial practices across the region.
• Builds the foundation for a future regional organization by establishing operating rhythm, coverage priorities, talent requirements and scalable ways of working; recruits, coaches, develops and manages direct reports as headcount is added, as the team expands across the region.

Qualifications:

• Bachelor’s degree in Sales, Business Administration, Engineering or a relevant field preferred; equivalent relevant commercial experience considered.
• 8+ years of progressive professional sales, business development or strategic account experience in connected technologies, infrastructure, systems integration or a related industry.
• 3+ years of enterprise selling experience across Latin America, including multi-country or regional account responsibility.
• Fluent Spanish and English required; Portuguese preferred.
• Demonstrated experience creating self-generated pipeline, engaging senior stakeholders, developing strategic account plans and creating demand before formal procurement.
• Commercial fluency across opportunity qualification, pipeline progression, forecast contribution, revenue growth, gross profit, solution mix and services attachment.
• Business-level fluency across multiple connected-technology domains, with the judgment to engage technical and delivery specialists without assuming their authority.
• Demonstrated ability to influence across countries, functions, partners and customer organizations without formal authority.
• Leadership experience or clear readiness to recruit, coach, develop and manage a regional commercial team while remaining actively engaged in customer growth.
• Experience in strategic or global accounts, systems integration, connected infrastructure, smart buildings, security, networking, wireless, professional AV, data centers, software or services preferred.
• Ability to travel approximately 50%.

Working Environment: Outside Sales – Work is generally performed in an office environment, but employee may need to travel to customer sites or warehouse facilities. Driving may be required for an extended period of time with frequent stops and starts. Can be exposed to outdoor weather conditions.