Director of Sales — Latin America - Click Software
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Director of Sales — Latin America

About ClickSoftware

ClickSoftware is the leading provider of workforce management and service optimization solutions for the business enterprise, both for mobile and in-house resources. Our solutions create business value through higher levels of productivity, customer satisfaction and cost effectiveness.

ClickSoftware delivers best-in-class functionality to a global client base of market leaders across high tech, communications, utilities, home services and other industry sectors. ClickSoftware and its customers have received numerous industry awards, and its solution is consistently ranked ahead of its competitors by industry analysts, customers, and business partners.

Position Description

The Director of Sales is responsible for driving ClickSoftware sales in Brazil and throughout the LATAM region. The Director will deliver sales revenue (direct and through channels) and develop pipeline and the foundation for future expansion. Reporting to the President Americas, the Director of Sales plays an intricate role in meeting ClickSoftware’s Regional revenue targets. This role requires an entrepreneurial spirit with deep understanding of business, sales and technology and how we deliver value to our customers. The Director of Sales will drive growth throughout the LATAM Region and provide guidance, support and mentorship to Account Executives and other members of the team while carrying his/her own personal sales goals. This is a strong leadership role and requires expertise to be demonstrated on a situational and strategic basis. The Director of Sales is a multi-faceted role requiring extensive collaboration with other departments. This role will require experience of large enterprise sales in Brazil and throughout LATAM.

The Director of Sales must exhibit deep product knowledge and understanding of  Click’s value proposition to the point of setting an example to the rest of the sales staff. His/her role encompasses understanding organizational business and strategic needs, developing strong customer relationships, driving processes, delivering positive messages, and gaining customer commitment. ClickSoftware sells on value, broadly in context of solution selling and the Director is expected to conduct the salesforce in accordance with the principle of value based selling at all times.The Director of Sales must have demonstrated growth of a sales team within the LATAM region.

Primary Responsibilities:

  • Achieve Territory’s revenue target and build foundations for future revenues.

  • Create and maintain overall strategy to deliver the territory’s short term and long term goals.

  • Develop a productive relationship between Sales staff, Marketing and Business Development teams to leverage both direct and indirect pipeline and revenue within the territory.

  • Establish relationships and build pipeline with strategic partners and system integrators.

  • Ensure Customer satisfaction within the region, supported in this respect by the other departments in and outside of the region i.e. business development, finance, professional service, research and development.

  • Train the team, and ensure the team practices the company processes and works to the fullest extent with the provided tools, including Salesforce and the company portal.

  • Mentoring the sales team on the development of individual accounts, the process and stages of negotiation, account planning and revenue forecasting.

  • Develop productive and cooperative relationships between the Solution Consultant team and the Professional Services staff to leverage effective and professional teamwork with the customers before and after the sale.

  • Actively participate in devising and executing cost-effective operational objectives that contribute to the strategic direction.

  • Full responsibility is given for hiring the sales team, developing suitable processes and procedures to achieve effective work.

  • Monitor and record all sales related activity to each account or prospect.

  • Maintain an awareness of accounts and industries from which to leverage strengths as appropriate.

Required Skills/Experience

  • 7+ years plus proven solution selling expertise in software industry and 3+ years managing enterprise level software sales teams.

  • Bachelor’s Degree in Business or other related field.

  • Proven over achiever in enterprise software sales.

  • Outstanding written and verbal communication skills with fluency in English, Spanish and Portuguese.

  • Experienced Sales in either WFM, CRM or ERP is required.

  • Ability to link client business needs and reframe the way the client views their business.

  • Proven track record of success including SW licenses and professional services.

  • Experience with business application sales in a complex selling environment selling directly and through several strategic partners to senior roles and C-Suite.

  • The ability to build a strategic and concise territory plan with demonstrated execution according to the plan.

  • Salesforce.com experience preferred.

  • Dynamic, self motivated, creative thinker with an appreciation of corporate goals.

  • Willingness to travel extensively throughout South America

Office Location: Sao Paulo, Brazil

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