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

Job description

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.