Head of Sales managing BMS project sales team in the Southern Regions. Supporting Sales and Operations Directors with data - driven decision - making and team performance.
About the role
- Senior Sales Director leading the evolution of sales management for Enterprise and Corporate channels at Donnes. Responsible for strategic partnerships and development in cybersecurity and AI solutions.
Responsibilities
- Define and execute the sales strategy for Enterprise and Corporate channels, aligning sustainable growth, profitability and partner manufacturers' targets
- Lead, develop and structure high-performance teams, identifying talent, developing managers and ensuring a solid succession plan for the area
- Manage relationships with VARs, Integrators and large Resellers, acting at an executive level to strengthen partnerships and expand sales of complex solutions
- Act as the primary liaison with global manufacturers (vendors), leading negotiations on commercial targets, investments, MDF and strategic growth plans
- Lead commercial transformation and change management initiatives, implementing new methodologies, pipeline governance, management rituals and intensive use of CRM
- Promote the evolution of the operation's Digital IQ, encouraging the use of data, BI, automation and AI as performance levers
- Develop new business lines and expand the portfolio in Cybersecurity, Infrastructure, Cloud and Artificial Intelligence
- Ensure predictability of results through forecast management, KPI definition and project profitability control
Requirements
- Fluent English for daily communication with manufacturers and global teams
- Strong track record of high-value strategic negotiations
- 20+ years of professional experience, with relevant tenure in senior sales leadership positions (Director, Head, VP or similar)
- Experience in multinational technology companies, preferably in: Global manufacturers (vendors); Large distributors; Enterprise integrators; Multinational IT consultancies
- Deep mastery of the indirect sales model in Brazil, involving manufacturers, distributors, VARs and integrators
- Strong background in complex IT projects, understanding the full cycle: design, consultative selling, closing and execution
- Expertise in portfolios including: Cybersecurity; IT Infrastructure (servers, storage, networking); Cloud (IaaS, PaaS, SaaS)
- Applied knowledge of Artificial Intelligence in sales and a practical understanding of developing Digital IQ in organizations
- Proven experience leading organizational transformation (change management) in commercial areas
- Availability to travel, with active engagement with clients and strategic partners
Benefits
- Meal and/or food allowance
- Transportation voucher or parking assistance
- National health and dental insurance
- Gym membership
- Pharmacy assistance
- Life insurance
- Profit-sharing program based on achievement of targets
- Day off during the birthday month
- Support for extended maternity and paternity leave programs
- Maternity and paternity kit
- Employee referral program
- Partnership for payroll-deductible loans
- Travel and fuel reimbursement policy
- Pet care benefits
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Tech skills
Location requirements
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