Country Manager

This is a fully remote position, open to applicants in Brazil.

📋 Description

• Take charge of the overall business performance in Brazil across the SMB, Midmarket, and Enterprise segments.

• Formulate and implement the country strategy aimed at accelerating growth, enhancing market presence, and boosting revenue.

• Spearhead business operations in Brazil with a strong focus on hunting, acquiring new logos, creating pipelines, and executing in-territory plans.

• Convert regional priorities into a precise local action plan that fosters customer engagement and drives revenue outcomes.

• Act as the senior commercial leader for Sophos in Brazil, representing the company to customers, partners, and key stakeholders.

• Mentor and manage a team of around 10 sales professionals throughout Brazil.

• Cultivate a high-performance culture rooted in accountability, urgency, execution, and success in the field.

• Propel a strong hunting initiative nationwide, ensuring the team is actively prospecting, generating pipelines, and engaging with target accounts.

• Assist the team in identifying and advancing strategic opportunities across SMB, Midmarket, and Enterprise accounts.

• Personally participate in crucial customer discussions, executive meetings, negotiations, and late-stage opportunities to secure wins.

• Ensure the team's strong presence in the market and active relationship-building within designated territories.

• Collaborate closely with Sophos’ channel ecosystem to drive revenue through partner engagements.

• Work alongside distributors, resellers, MSPs, and other channel partners to facilitate opportunity creation and customer success.

• Ensure effective collaboration between the sales team and partners while maintaining strong ownership of customer interactions and in-territory sales execution.

• Balance channel-first execution with a proactive field sales approach that generates demand and engages partners in opportunities.

• Strengthen partner alignment while keeping the team focused on revenue generation and market penetration.

• Take responsibility for forecast accuracy, pipeline health, and business visibility in the Brazil region.

• Maintain a disciplined sales operating rhythm, including pipeline reviews, forecast assessments, territory planning, and performance management.

• Utilize data and metrics to identify performance gaps, enhance execution, and promote accountability.

• Ensure that resources, territory design, and account focus support both short-term results and long-term growth.

• Continuously enhance sales productivity, execution quality, and go-to-market effectiveness throughout the country.

• Recruit, motivate, and develop a robust field sales organization capable of sustained growth.

• Guide the team on deal strategies, territory planning, prospecting discipline, and executive selling techniques.

• Foster a culture of ownership, resilience, and customer-centricity.

• Acknowledge and reward top performers while addressing underperformance swiftly and effectively.

• Develop talent and create a strong bench to support future growth in Brazil.

⛳️ Requirements

• Over 12 years of sales leadership experience in cybersecurity, enterprise software, SaaS, or a similar technology sector.

• Proven track record of leading customer-facing field sales teams with a focus on revenue achievement.

• Significant experience in hunting, pipeline generation, acquiring new logos, and executing territory sales strategies.

• Experience leading initiatives across multiple segments, ideally encompassing SMB, Midmarket, and Enterprise.

• Strong comprehension of effective selling within a channel-first model while retaining direct ownership of customer engagement and revenue outcomes.

• Demonstrated success in coaching and developing high-performing sales teams.

• Proficient in forecasting, pipeline management, and maintaining sales inspection discipline.

• Executive presence with the capacity to influence senior stakeholders among customers and partners.

• Strong commercial and operational insight.

• Fluent in Portuguese and proficient in English.

• Willingness to travel within Brazil as necessary.

🏝️ Benefits

• Sophos employs a remote-first work model.

• Employee-led diversity and inclusion networks that foster community and provide education and advocacy.

• Annual charity and fundraising initiatives, along with volunteer days for employees to support local communities.

• Global employee sustainability programs aimed at reducing our environmental footprint.

• Global fitness and trivia competitions to keep our minds and bodies sharp.

• Global wellbeing days for employees to unwind and recharge.

• Monthly wellbeing webinars and training sessions to promote employee health and wellbeing.