Title:  Sales Account Manager (CALA Region)

Job Title:  Sales Account Manager - CALA Region
Job Location: Field
Job Code: Account Management

Position Overview:

We are looking for a proactive and experienced sales professional to join our team as an Account Manager for our Communications & Spectrum Dominance Segment. In this key role, you will be instrumental in driving sales, managing high-value customer relationships, and expanding our market presence within the CALA region. 

The Lead, Sales/Account Management is responsible for building and maintaining strong business relationships with existing and new government, defense, and public safety customers across the Latin America region (North America, Central America, South America, and the Caribbean, excluding the United States and Canada). This role leads strategic account development efforts and drives new business opportunities and sales growth across the assigned territory.

This position sells mission-critical communications systems, hardware, software, and integrated solutions within the designated territory. The role requires close coordination with regional channel partners, representatives, and system integrators, as well as engagement with ministries of defense, public safety agencies, armed forces, and other government institutions.

The Lead, Sales/Account Management will support regional trade shows, customer engagement activities, and strategic planning initiatives while managing existing contracts and long-term customer relationships. This role plays a key part in identifying strategic growth opportunities, expanding the company’s presence across Latin America, and developing targeted sales strategies to pursue new programs and customers within the assigned vertical markets.

The successful candidate will provide tailored and comprehensive solutions for each customer, contributing to top-line revenue growth, increased customer acquisition, and long-term profitability, while establishing trusted partnerships across the region.

Essential Responsibilities:

• Build and maintain strong relationships with assigned accounts while actively developing new accounts across the Latin America region. Engage with all levels of customer organizations including senior government officials, military leadership, public safety executives, engineering teams, program managers, procurement offices, and contract authorities.
• Lead strategic sales engagements within customer organizations and implement comprehensive sales strategies to achieve customer acceptance and successful program implementation. Communicate strategy, opportunity status, and results effectively to senior leadership.
• Prospect for new business opportunities across the region with a high level of activity while maintaining and strengthening relationships with existing customers.
• Monitor and oversee projects within the portfolio of assigned accounts to ensure customer satisfaction, proper program execution, and timely issue resolution.
• Expand relationships with new and existing customers by continuously proposing solutions aligned with their operational requirements and modernization objectives.
• Achieve agreed-upon sales targets and outcomes within schedule across mission-critical communications, defense technologies, and integrated solutions.
• Develop and strengthen customer relationships with a focus on long-term strategic partnerships, including collaboration with regional representatives, channel partners, and system integrators.
• Manage opportunities across all stages of the sales funnel including qualification, capture planning, proposal development, and contract negotiation. Perform cost-benefit analyses and customer needs assessments to align company solutions with mission requirements.
• Establish and maintain strong business and customer relationships with senior decision-makers across ministries, agencies, and institutional stakeholders.
• Assist customers and internal partners in achieving quarterly and annual business objectives while ensuring successful and timely delivery of programs and solutions.
• Complete high-quality and timely communications and administrative responsibilities including CRM updates, activity and expense reporting, pipeline forecasting, sales planning, and participation in internal meetings.
• Provide regular updates to senior sales and operations leadership regarding customer engagement, program status, financial outlook, and regional developments.
• Ability to travel internationally 50% across Latin America.

Qualifications:

• Bachelor’s Degree and minimum 9 years of prior relevant experience. Graduate Degree and a minimum of 7 years of prior related experience. In lieu of a degree, minimum of 13 years of prior related experience.
• Native Spanish language proficiency is required.
• Advanced or native English proficiency is required.
• Demonstrated experience conducting business across multiple Latin American countries and working with culturally diverse customers.
• Experience engaging with senior government officials, military leadership, and institutional procurement organizations.
• Proven ability to lead strategic accounts and coordinate cross-functional teams to meet business objectives.

Preferred Qualifications: 

• Ability to manage a large regional customer base while maintaining strong focus on business development and strategic growth.
• Professional experience in mission-critical communications, Land Mobile Radio (LMR), defense systems, cybersecurity, or wireless communications industries.
• Experience selling communications equipment, integrated systems, or services to defense, public safety, or government organizations.
• Experience participating in large capture pursuits, government tenders, and multi-year modernization programs in international markets.
• Experience working with regional representatives, channel partners, and system integrators across Latin America.
• Familiarity with international export compliance frameworks and government procurement processes.
• Strong Computer Skills and Proficiency in Microsoft Office (Outlook, Word, PowerPoint, Excel)
• Strong Attention to detail
• Military Communications/Signals Experience