Director of Sales, LATAM

Director of Sales, LATAM

Be the key to unlocking business opportunities in the convergent world of Open Platform IP Video Management Systems—join Milestone, a global market leader!

We are looking for a Director of Sales in Latin America. This position will oversee the inside and outside sales teams in the region and is directly accountable for delivering the sales targets for the entire area. It will also be in charge of any third-party sales rep firms that we use in the region.   

This role requires an authentic leader with a knack for strategic selling through building higher-level relationships. The ideal candidate enjoys being in the field in front of the customer, loves pipeline reviews and creating actionable plans, is customer-centric, and enjoys mentoring sales staff.

We are looking for someone known for advancing modern sales teams while having roots in technology and selling Premium solutions in mid- to enterprise-level markets. This role will continually elevate sales excellence and data hygiene activities to drive customer satisfaction. The role will also assist in evolving and championing the go-to-market strategy and providing voice-of-the-customer insights that can influence the strategic direction for product developments.

The Director of Sales, LATAM, will report to the Chief Resource Officer for Milestone and, while overseeing LATAM, is also expected to be an active participant and contributor within the Global Sales Leadership team. 

The required location for this candidate is in Mexico City. Relocation assistance is not offered at this time. 

We would like to ask that all resumes be submitted in English, as that is our corporate language, and a high level of fluency is required for the position. 

As a Milestone employee, YOU are the key to our success. Come join our dynamic international team and be a part of our rapidly growing, successful Business.

Responsibilities

• Own and hit/exceed annual sales targets within assigned regions and territories.
• Develop and execute a strategic plan to achieve regional sales targets and expand our customer base.
• Build and maintain a successful field sales team
• Promote and develop a value-selling culture
• Ensure firm adherence to policies across the region
• Analyze and report on the "pulse" of the industry, as well as assessing the competitive landscape
• Coordination and cooperation across departments within Milestone
• Sales budget development, tracking, and delivery on budget
• Expense budget development, tracking, and delivery on budget
• Ensuring fully successful Salesforce CRM adoption by the field sales team
• Sales revenue forecast management and reporting (90 days, 30 days, bi-weekly updates)
• Frequent field travel with the sales team to ensure continuity of message and quality/development of field personnel
• Education, promotion, and adoption of channel partner program strategies in the field
• Review and approval of project registration and deviation process/documents
• Interaction with pre-sales engineering on pilot approvals, on-site assistance, and related issues
• Follow up with post-sales on outstanding, stranded, or strategic support issues
• Global interaction on strategic or significant project support issues
• Assistance with overlay events that are not specific to regional field sales territories – National tradeshows, company events
• Actively working to streamline processes and empower sales team success
• Eco-partner cooperation, relationship development, field sales coordination, solution selling, business reviews, strategy coordination, and ongoing development
• Sales team revenue performance analysis review and remediation planning
• All other duties as assigned periodically by the manager

Ideal Candidate Profile

• Bring 7+ years of experience in the VMS, physical security, or integration industries with proven success in the LATAM market.
• Have established professional relationships with integrators, consultants, A&Es, and manufacturer reps across the LATAM region.
• Possess deep knowledge of video surveillance trends, Milestone’s platform (XProtect, Arcules, Briefcam), and our ecosystem of technical integration partners.
• Have a track record of navigating competitive pressures from Genetec, Avigilon, Axis, Lenel, Hanwha, and others—and turning those dynamics into opportunity.
• A bachelor's degree in business or a related field is required.
• Minimum 5+ years field sales and/or sales management experience within technology, 
• Minimum 5+ years of personnel management experience
• Knowledge of CRM databases (preferably Salesforce.com)
• Fluent English (verbal & written), Fluent Spanish (verbal & written)

Valued but not required skills or experience

• Minimum of 3 years in managing remote staff
• MBA or master's degree in a related field
• Experience working in large teams with shared goals and responsibilities
• Portuguese (verbal & written)

What Milestone Offers

We pay 100% of the health insurance premiums for our employees and their eligible dependents, with an affordable 2 UMAM deductible and 10% coinsurance capped at MXN $26,500. We also offer a fully paid life insurance policy. Employees are offered paid vacation, sick, maternity, and paternity leave, as well as professional development, flexibility, and fitness reimbursement.