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Head of Sales & Commercial Leadership, Latin America (Remote LATAM)

Atmosera

Remote - LATAM - CRI Remote Posted 30+ days ago
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Atmosera empowers businesses to redefine what's possible with modern technology and human expertise. Our exceptional experience across Applications, Data & AI, DevOps, Security, and the Microsoft Azure platform enables organizations to accelerate innovation, enhance security, and optimize operational agility. As a Microsoft Partner with seven specializations, GitHub AI Partner of the Year, a member of the GitHub Advisory Board, and a member of the prestigious Microsoft Intelligent Security Association (MISA), Atmosera expertly delivers cutting-edge, integrated solutions that deliver business value. Atmosera is seeking an exceptional, high-impact Head of LATAM Sales to serve as our senior commercial leader, executive brand ambassador, and market architect across Latin America. This role requires a true Executive Sales Leader who can bridge U.S. capability with regional execution. You will own the high-level Microsoft executive relationships within Region, serve as our primary LATAM spokesperson at major industry events, and lead peer-to-peer executive engagements with enterprise C-level buyers. Atmosera's commercial infrastructure, which includes our seller performance standards, value-selling methodology, and Microsoft co-sell playbook, is proven in the U.S. market. LATAM is a different story: there is no equivalent sales organization on the ground today. Operating as a true executive “Player/Coach,” you will personally carry and close strategic opportunities while adapting and building that operating system for LATAM from the ground up, and build a high-performance, high-camaraderie culture from our strategic base in Costa Rica. EXECUTIVE MANDATE & STRATEGIC RESPONSIBILITIES 1. Executive Ecosystem Alignment & Microsoft Leadership Engagement Executive Relationship Ownership: Establish and maintain executive-level relationships with Microsoft LATAM leadership — M1s, Regional General Managers, Segment Leaders, and Global Partner Solutions (GPS) executives — while your Account Executives build and own the day-to-day relationships with those same M1s and their field sellers. You engage at the strategic and executive layer; your team engages in the field, and you coach them in doing it well. Broader Ecosystem Reach: Extend relationships beyond the sales organization into Microsoft marketing leaders, GTM counterparts, and account leadership teams — the broader audience that shapes co-sell success beyond the immediate seller relationship. Cross-Functional Co-Sell Orchestration: Align Atmosera’s commercial engine with Microsoft field sellers, solution specialists, marketing leaders, and channel partners to maximize joint go-to-market capture across target regions. Incentive & Program Capitalization: Leverage Atmosera’s top-tier designations to maximize joint investments, co-sell programs, customer funding pools, and strategic marketing funds. 2. C-Suite Engagement & Executive Deal Sponsorship Peer-to-Peer Selling: Personally lead and close strategic enterprise opportunities, engaging directly with client CIOs, CTOs, CISOs, CFOs, and Board-level stakeholders. This is a hands-on selling role, not a purely advisory one — especially in the early stage of building the region. Executive Deal Sponsorship: Serve as executive sponsor on high-stakes enterprise sales cycles led by your Account Executives, adding executive credibility and unblocking momentum at critical stages. Commercial Vision & Offerings: Translate Atmosera’s core portfolio — Azure Managed Services, Cloud Security/MXDR, Data & AI, DevOps, and Application Modernization — into transformative business outcomes for enterprise buyers. Cross-Functional Alignment: Partner with Solution Architecture, Professional Services, and Customer Success to ensure commercial commitments align with technical delivery excellence and gross margin discipline. 3. Market Thought Leadership & Brand Representation Regional Face of Atmosera: Serve as Atmosera’s key regional spokesperson and thought leader across Latin America. Keynotes & Industry Events: Represent Atmosera in high-visibility forums, including Microsoft events, enterprise cloud summits, executive roundtables, and keynote speaking opportunities. Strategic Marketing Collaboration: Partner with Atmosera and Microsoft marketing teams to drive localized brand authority, campaign strategy, and executive thought-leadership initiatives that position Atmosera as the premier Azure partner in LATAM. 4. Sales Architecture, Operations & Team Leadership Build the LATAM Sales Engine: Atmosera has a proven commercial operating system in the U.S. — seller performance standards, a value-selling methodology, stage-gated sales process, and an established Microsoft co-sell motion. LATAM has none of this in place today. You will adapt and extend that U.S. foundation into a LATAM-specific operating rhythm: pipeline governance, qualification standards, forecasting discipline, and account expansion strategy — built for the region, not simply copied into it. Team Build: Recruit, hire, and develop the LATAM commercial organization from its current state — one Account Executive — into a full team. You carry full authority and budget to hire additional Account Executives, a Partner/Alliance Manager, and other commercial roles as the business justifies them. Cultural Governance: Cultivate an elite, high-integrity sales culture rooted in accountability, intellectual curiosity, camaraderie, and continuous winning. Org Scaling: Exercise executive judgment on team structure, hiring timelines, and regional expansion sequencing (Phase 1: Central America/Costa Rica/Panama & Mexico; Phase 2: Brazil and South America). WHAT WE OFFER Unmatched Market Advantage: Backed by top-decile Microsoft accreditations, an established U.S. delivery engine, and an operational hub in Costa Rica co-located with Microsoft’s LATAM HQ. A Proven Starting Toolkit: A commercial playbook, seller standards, and Microsoft co-sell methodology already built and proven in the U.S. business — yours to adapt, not invent from nothing. Executive Visibility: Direct report to the CEO, seat on the Commercial Leadership Team, and high-autonomy decision-making power to build the LATAM market. Strategic Leverage: Access to deep Microsoft co-sell pipelines, executive doors, and funding mechanisms. EXECUTIVE PROFILE & QUALIFICATIONS Core Requirements 10+ Years of Executive Tech Sales Leadership: Proven track record as a senior sales leader, VP, or Country Manager owning regional P&L/revenue targets across complex enterprise cloud, security, and managed services portfolios in Latin America. A Demonstrated Builder: Has personally built a regional sales organization from little or nothing — hired the team, stood up the process, and driven early revenue — not just managed or scaled an existing one. Personal Sales Execution: A track record of personally carrying and closing complex enterprise deals. This is a hands-on selling leader who will be in the field working opportunities directly, not solely a strategist or figurehead. Senior Microsoft Network & Ecosystem Mastery: Demonstrated experience building strategic alignments with Microsoft executive leadership (M1s, Segment Directors), GPS teams, and field seller networks across LATAM. Executive Presence & Thought Leadership: Polished, persuasive communicator experienced in keynote speaking, executive panels, and C-suite negotiations. Bilingual Mastery: Bilingual fluency in English AND Spanish is mandatory. (Portuguese business proficiency is a strong advantage for South America expansion.) Geographic Proximity: Strong preference for candidates based in Costa Rica or Panama. Executive Leadership Attributes Builder’s Mindset with a General Manager’s Discipline: Comfortable operating with little built infrastructure, while balancing executive ecosystem politics, broad market representation, and rigorous sales cadence. High-Empathy, High-Performance Leader: Ability to inspire internal teams, build strong camaraderie, and mentor sales talent while holding the organization to elite standards. Commercial Gravitas: Trusted by C-level executives to advise on digital transformation, compliance, security, and cloud investments. Responsibility Area Primary Metric & Deliverables Microsoft Executive Alignment M1 engagement, partner-sourced pipeline coverage, co-sell alignment, program funding utilization. Enterprise Revenue & Growth Regional ARR/TCV bookings, gross margin discipline, new logo acquisition, strategic account growth. Sales Organization Build Team hired and onboarded against plan, LATAM adaptation of the commercial operating system, seller performance to standard. Operational Governance Forecast accuracy, sales operating rhythm, pipeline velocity, CRM hygiene. Brand & Market Leadership Keynote appearances, regional brand positioning, executive customer sponsorship, team culture.

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