Enterprise Territory Manager - LATAM (Portuguese speaker)

What You Will Do Daily:

• 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 standardizing 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 maximize 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.
• Utilize Salesforce to set daily activity and accurately forecast opportunity pipeline.

The Experience You Will Need:

• Proven track record of success with 3-5+ years of experience in a B2B sales role.
• 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.
• Proficiency in communicating with executive level contacts and delivering value based messages to sell with both a top down and bottoms up approach.
• Ability to develop a business case and demonstrate ROI based on the persona you are engaging with.
• Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings.
• 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 maximizing customer retention.
• Experience using MEDDPICCC or other similar sales methodologies.
• Salesforce.com lover - you know it and can’t imagine sales without it.
• Solid communication and listening skills: handling objections and taking feedback and coaching.
• Team player interested in seeing the company goals achieved alongside the team and individual goals.
• Self-driven and proactive attitude.
• Customer centric focus - we want happy customers.
• English spoken and written at a professional level.
• Native fluency in Portuguese.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at hiring@sonarsource.com. 

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date. 

Applications that are submitted through agencies or third party recruiters will not be considered.