Senior Director, Strategic Sales

At MAS we like to say MAS is More, and we have surely evolved last few years into a thriving global firm with almost 300 MAS-Ters across 5 countries and 10 nationalities, giving anyone joining MAS an incredible opportunity to collaborate with the best, interact with multiple cultures and impact globally recognized brands with the power of diverse top talent and technology.  As a certified women and Latina owned business, you would also be part of a company with a strong sense of purpose to provide opportunities to diverse talent and positively impact our communities through our MAS Future foundation.  MAS has been recognized locally in Tampa, where our HQ is, as one of the top 50 fastest growing companies, also by Inc Magazine 4 times in a row in the Inc5000 list of fastest growing companies in the US, and our CEO Monica Hernandez has been recognized, among others, as one of the top 100 most influential Hispanics in the US in the Technology Industry by HITEC, and as EY Entrepreneurial Winning Women.   We’ve also been featured at Forbes Colombia! More than our recognitions, what sets us apart is our All-In vibrant culture where we care about our people, we stay curious, provide a superior MAS experience to our clients, and we collaborate as one team with our clients, because Juntos Somos MAS.

This is an executive-level position responsible for achieving the sales and growth goals for MAS.  He/She will work hand-in-hand with the executive team to optimize all things that generate quality revenue for MAS, with primary responsibility to drive all sales activities to meet financial targets, being a coach to the sales team to generate quality sales aligned with MAS strategy, and ensure the proper process and metrics are in place to effectively achieve targets.

This is an exciting and challenging new senior management appointment. The role will enjoy significant levels of autonomy as well as client, staff, commercial and financial management responsibilities.  This represents a unique chance for an individual to contribute significantly to the business and reap the personal development and financial rewards.

Competencies/Must haves

1. Proven experience growing technology service companies similar or larger than MAS, with the energy, grit and passion to help transform the company to triple its size in 4 years
   1. Previously responsible for at least 50M+ revenue with proven commercial success in the technology services space
   2. Specific examples of significant account growth in previous roles
   3. Has built relationships with US based clients in the Agile software development or technology enabled services
2. Executive presence and relationship builder: Polished style to become trusted advisor and connect with C level and other professionals interested in MAS services and solutions
   1. Has successfully led relationships with multiple large global corporations (10k+ employees, Multi Billion dollar companies)
   2. Has strong experience managing client relationships and building strong partnerships that grow over time and become promoters of MAS
   3. Experience working with large corporations and developing relationships with C-level and executives
3. Mature leadership skills with an All-In Attitude:
   1. Decisive, Action oriented, Proactive, Clear, Accountable, Driven, with Integrity
   2. “People” skills: Relationship driven, Ability to connect with, motivate and influence people
   3. Sound character with Emotional intelligence and Resiliency: Trustworthy, Problem Solver, thrive under pressure, turns challenges into opportunities, ok with uncertainty and change
   4. Ability to build and coach leadership teams
4. Balanced Mix of Strategic Thinking and ability to get Hands-on and detailed oriented
   1. Has held roles requiring hands on execution, and involvement with individual contributors or team leads on the tactical processes to ensure effective and efficient execution
5. Strong Business / Financial sense
   1. Data driven and long term mindset
   2. Autonomous and accountable for results
   3. Able to collaborate with other leaders in Finance and Operations to meet goals
6. Excellent communication skills in English, enjoys speaking in public and being MAS brand ambassador  (Spanish fluency is a strong nice to have) - C+ English skills with excellent fluency
7. A strong commercial background involving marketing, direct sales, sales and channel management, contract negotiation (experience of licensing is a bonus), development of pricing strategies, key account management
   1. Demonstrated ability to successfully launch new products and build profitable income streams
   2. Demonstrated ability to successfully expand to new markets and geographies
   3. Willingness and ability to be meet prospects and clients face to face, and travel internationally as needed
       

Responsibilities:

1. Define and execute commercial strategy and detailed plans to land new logos and grow existing accounts
2. Streamline end to end Sales and Marketing processes, all the way to customer kickoff and account management, that will help MAS protect and generate revenue and provide a positive experience to prospects and clients
3. Lead sales team, set guidelines and goals as well as plan and track their weekly activities.  Responsible for their professional development, including coaching and Driving the sales team to meet sales quotas towards MAS yearly and long term goals
4. Help the sales team participating in planning sessions, reviewing proposals and participating in key meetings to help team close sales
5. Ensure sales are aligned with overall MAS strategy and goals, with appropriate profitability and chance of delivery success
6. Implement strategies and methodologies to help commercial team achieve their goals
7. Collaborate with Marketing to position our brand as a differentiated high value partner and consistently generate leads
8. Develop relationships at the appropriate levels to become trusted advisors and reliable technology partner
9. Develop partnerships and alliances to meet Financial targets and offer high value to our clients based on market trends and client needs
10. Partner with Business Unit leaders to generate winning proposals that generate quality sales and successful projects
11. Partner with BUs to maintain client satisfaction and grow landed accounts
12. Client Relationship Management: Maintain the health of the partnerships, ensuring clients have a positive experience to enable account growth and referenceable success stories
13. Sales Organizational Health: Maintain a strong culture aligned with MAS values that provides opportunities for people to build amazing careers and stay with MAS long term  
14. Collaborate with rest of the Executive team as one MAS to deliver on the promise that MAS is More, for our clients, our people and our communities

Strong Nice to have:

1. Previous Experience with Technical Roles
2. Exposure to Latin America culture and/or nearshore industry, e.g., has lived or traveled extensively to LATAM
3. Spanish
4. Mix of Entrepreneurial and Corporate experience