DirecciónBackbase is a fast-growing fintech software provider that empowers financial institutions to accelerate their digital transformation and effectively compete in a digital-first world.
The Regional Vice President (RVP) of Sales-LatAm is the inspirational leader and exemplary deal closer of our sales team that is focused on growing a strong market presence among the largest banks and financial institutions in the region. Due to significant growth and opportunities in the region we are looking for a confident and capable sales leader with a consistent record of building high-performing teams and overachieving sales targets. To be successful in this role you will have a strong background in enterprise solutions selling into the banking and financial service industries.
The primary responsibility of the RVP of Sales will be to boost sales results to new soaring heights within the target market - Mexico, Central America, Caribbean, and other strategic locations. Following the founders’ vision, strategy, and innovation, the role requires the development and execution of a winning sales strategy.
Strategy
The ideal candidate is a strategic thinker and an operational driver who ensures successful closure of the complete sales cycle. The candidate should be able to craft winning strategies aligned with the global vision and strategy and execute the go-to-market and operational plans to surpass sales targets. The VP determines and monitors the department's key performance indicators, such as pipeline generation, activity/contact rate, win/loss reasons, and quote closure rate. In addition, the candidate must be able to anticipate and react quickly in an ever-changing environment to clients in order to gain and keep trust. The VP is up to date on market trends, customer feedback, and long- and short-term opportunities in the market.
Leadership
The ideal candidate must be an exceptional sales leader, not settling for the ordinary, but continues to drive the team to overachieve sales goals. Displaying a high standard of behavior, earning the respect from external customers and partners, as well as from the internal leadership team and colleagues.
A very important aspect of this position is to support and drive the sales team to increase productivity and forecast accuracy - consistently supporting them on leading sales indicators (activities, pipeline, forecast). The VP is an energetic team leader, leading by example and constantly keeping a pulse on team performance and progress.
The candidate will participate in corporate succession planning activities, write and deliver employee reviews, and create a positive working environment in which the team can thrive. Hiring, training, and developing team members are key aspects of the job.
Sales Effectiveness - closing
The ideal candidate should be a true hunter with the expertise to successfully drive complex sales negotiations and closings across the goal line. The candidate will manage very large, high-profile prospective enterprise accounts that comprise premier financial institutions in the LatAm region. Experience crafting winning sales proposals is a key skill in your tool kit. You will ensure sales employees are trained and equipped with the product knowledge, sales mechanics, and personal-skills that they require to be successful. It will be important to partner with other departments like marketing and alliance management to develop lead generation and revenue generation programs, and to create high performing sales collateral.
Continuous Improvement
The ideal candidate will continually improve the effectiveness of the sales organization and enhance productivity, efficiency, and customer satisfaction. The VP will oversee and drive the adoption of Sales tools, including customer relationship management (Salesforce.com) and other internal sales tools. S/he will also partner with IT leaders to identify and implement new technology and improve existing technology based on business needs. Additionally, the candidate will improve, document, and enforce sales policies, standard operating procedures, and best practices, and continuously streamline the sales processes and demand proper “sales hygiene”.
The ideal RVP of Enterprise Sales will demonstrate:
● 12+ years of proven sales quota attainment in enterprise software environments
● In addition, at least 5 years of experience in a sales leadership role.
● Bottom-line: proven record of helping companies scale
● Experience selling digital solutions to banks and financial institutions.
● Outstanding leadership, communication, and interpersonal skills.
● Sound expertise in selling strategies and methodologies, like Account-Based Selling/Targeted Account Selling, MEDDIC/MEDDPICC methodology, strategic planning and execution, and employee motivation techniques.
In summary:
1. Build and manage a high performing sales team;
2. Motivate and drive sales execution excellence (accepting MQL’s, Qualification, Discovery, Pitching, and closing strategies);
3. Be relentlessly focussed on salesforce.com hygiene and sales basics (ABS);
4. Be our commercial closer in the region.
