Strategic Account Representative - LATAM
C
Couchbase, Inc.Enterprise Software
Remote (US-based with alignment to LATAM time zones), LATAM time zonesFull-TimeSenior
Salary150000 - 165000 USD per year
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Job Details
- Languages
- English, Spanish, Portuguese
- Experience
- 8–10+ years
- Required Skills
- AWSGCPSalesforceAzure
Requirements
- 8–10+ years of enterprise software sales experience, with a specific focus on the LATAM market
- Fluency in English and Spanish is required
- Proficiency in Portuguese is highly preferred
- Proven track record of navigating the procurement and security hurdles of Multilatinas and Global 2000 accounts within the region
- Experience selling database, infrastructure, or SaaS technologies
- Familiarity with the shift from on-prem to cloud within the LATAM sector
- Strong command of MEDDIC, Challenger, or equivalent methodologies
- Exceptional ability to engage with both technical stakeholders and executive buyers, respecting regional business etiquette and relationship-based selling
- Proven success co-selling with global cloud providers and local regional partners
- Thrives in a growth-stage environment with a "builder" mindset and the ability to work across multiple time zones
- Willingness to travel up to 40–50% across the region and to the US for headquarters alignment
Responsibilities
- Own and execute a Strategic Account Plan for a defined set of named enterprise accounts across LATAM, aligned with Couchbase’s global strategy and regional growth objectives
- Drive new business, expansion, and retention within the region's largest financial institutions, telecommunications providers, and retail giants
- Manage multi-threaded sales cycles, navigating the specific legal, procurement, and fiscal requirements inherent in LATAM business transactions
- Build and maintain strong C-level relationships, positioning Couchbase as a long-term strategic partner capable of supporting digital transformation at scale
- Act as the "Quarterback" for regional resources, collaborating with Sales Engineering, Customer Success, and Marketing to deliver localized value
- Develop pipeline by leveraging local Cloud Partnerships (AWS, Azure, GCP) and regional System Integrators (SIs) to penetrate new markets
- Maintain disciplined pipeline management and forecasting within Salesforce, ensuring data integrity for the LATAM territory
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