Partnership Lead - LATAM

about 1 year ago
Full time role
São Paulo, SP, BR... more
São Paulo, SP, BR... more

Job Description

About Us

SINAI’s mission is to provide organizations with the technology necessary to build deep decarbonization strategies. Our tools engage organizations to automate carbon analysis and reporting for their entire operation, transforming the way they interact with their business, value chain, and the environment.

We look for diversity of ideas, talent, and exceptional individuals who are experienced with building new solutions from scratch, are comfortable with making tradeoffs to deliver high-value outcomes, are proactive, take ownership, and enjoy working in a fast-paced collaborative environment.

The Opportunity

SINAI Technologies is looking for a bilingual Portuguese and English-speaking Partnership Lead to lead all partnership efforts within their defined territory, consisting primarily of Brazil-based accounts, with some accounts across the LATAM region. This role will cover all aspects of the partnership process, from prospecting through contract signing.

The Partnership Lead must be autonomous, self-motivated, organized, and hardworking with excellent interpersonal, communication, and presentation skills.

The successful candidate will be capable of simultaneously managing multiple complex partnership pursuits while demonstrating quality sales acumen and positively promoting the SINAI brand.

Reporting to the Strategic Partnership Director, the primary goal of this role is to identify, pursue, close and nurture partnerships of various kinds that ultimately lead to supporting SINAI with closing new business and entering new markets. Secondary goals include meeting defined objectives, achieving key quarterly and annual metric-based results, and supporting the overall growth and evolution of SINAI through process refinement and adherence.

Key Roles and Responsibilities:

  • Contribute to the building and deployment of a multi-faceted LATAM partnership strategy and repeatable playbook including partnership structures and pricing models
  • Gather market information to support strategic decisions, and revise process and strategy accordingly
  • Identify and pursue potential partners who fit within the defined strategy
  • Guide potential partners and referred, related or portfolio companies through all stages of the buying journey while adhering to SINAI's evolving sales process
  • Customize and refine messaging and sales collateral to specific personas within corporate, consultant, and financial institution accounts
  • Strategically respond to qualified RFPs and other requests for additional information about SINAI
  • Creatively pursue industry associations, affiliate organizations, and potential channel partners
  • Adhere to a strategic sales process aligned to customer needs, including strategizing with leadership and colleagues
  • Develop and document new and refine existing processes
  • Lead professional high-quality meetings, presentations, and platform demonstrations with prospective and existing customers - remote and in-person when needed - in a variety of departments across multiple industries
  • Document activity in our CRM platform to support the measurement of KPIs and allow for performance optimization
  • Negotiate commercial terms confidently and facilitate the sales process through legal sign off of subscription and partnership agreements
  • Work closely with the Sales and Customer Success teams post-sales to ensure seamless hand-off, onboarding, perform routine customer health checks to ensure satisfaction and achievement of goals, identify expansion opportunities and facilitate predictable renewals
  • Drive revenue with a relentless focus on increasing company ARR and ACV, ultimately meeting or exceeding annual sales goals & revenue quota
  • Participate in team meetings, manager discussions, and coaching sessions
  • Deliver accurate and comprehensive pursuit updates and report on OKR progress weekly or as needed
  • Collaborate with SINAI's marketing team in the development of partner-targeted messaging and the deployment of various campaigns
  • Commit to continuous learning in sustainability and climate change

Necessary skills include:

  • Professional verbal and written language skills in both English and Portuguese
  • Creative negotiation, experience with closing and managing strategic partnership pursuits
  • Deep understanding of the decision making processes of financial institutions, consulting firms, and IT companies
  • Understanding of how to strategically and effectively navigate and build partnerships with large, complex organizations including financial institutions, consulting firms, and multinational corporations
  • Ability to translate a sophisticated message and complex solution into a compelling story and articulate the value of technology in a complex industry
  • Analytical skills of understanding and determining the ROI for both internal and external stakeholders
  • Liaising between external stakeholders and internal Product, Customer Experience, and Leadership teams
  • Proven to be a self-motivated, process-oriented team player who is able to thrive in an unstructured environment and can prioritize to meet the organization’s immediate needs
  • Ability to work under pressure, stay focused and organized in a high growth startup environmentIs coachable and willing to implement feedback
  • Demonstrated ability to work asyncronously and take ownership of their own learning path
  • Exceptional written and verbal communication, including technical writing; experience in RFP writing would be an asset
  • Proven to be a self-motivated, process-oriented team player who is able to thrive in an unstructured environment and can prioritize to meet the organization’s immediate needs
  • Ability to work under pressure, stay focused and organized in a high growth startup environment
  • Is coachable and willing to implement feedback

Candidate requirements are:

  • 5+ years experience working with Latin American corporations
  • Professional fluency in both Portuguese and English
  • 3+ years experience in SaaS, strategic, and/or enterprise software sales
  • Willingness to work across multiple timezones when needed
  • Ability to work effectively with little supervision and in remote environments
  • Alignment with SINAI's mission, passionate about solving climate change
  • Bachelor’s degree or relevant certificate preferred

SINAI Technologies provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability

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