Be the key to unlocking massive business opportunities in the convergent world of Open Platform IP Video Management Systems! Join Milestone, the global market leader, and drive the future of data-driven video technology in Mexico.
The Role
As the Key Account Manager (KAM), your purpose is to lead the strategic acquisition of new Enterprise accounts, while ensuring the expansion and retention of our most valued clients. You will act as a high-level consultant, creating long-term value for end-users and strengthening Milestone’s reputation as the preferred platform for mission-critical security.
The preferred candidate for this position will reside in Mexico City/Monterrey/Guadalajara.
Job Responsibilities
- Identify and close large-scale projects within the Enterprise, Government, and Global Corporate sectors in Mexico.
- Develop and execute 12-24 month sales plans for key accounts, focusing on new revenue and expansion of existing systems.
- Lead the entire sales cycle, from pre-call research and executive presentations to closing and post-sale relationship management.
- Partner with clients to build complex business cases, focusing on ROI, operational efficiency, and total cost of ownership (TCO).
- Orchestrate Milestone’s response to complex RFP/RFI projects, coordinating with the Global Bid Desk and local technical teams.
- Collaborate with strategic technology partners to present unified, "best-of-breed" solutions to the end-user.
- Conduct regular strategic account reviews with C-level stakeholders to align Milestone’s roadmap with their business goals.
Job Tasks
- Maintain meticulous records of all activities and forecasts in Salesforce.com, ensuring visibility for regional management.
- Build and maintain deep relationships with decision-makers, influencers, and procurement departments within client organizations.
- Maintain expert-level knowledge of Milestone services, focusing on the business value they provide.
- Work closely with Channel Business Managers (CBMs) to ensure the chosen integrators execute projects to Milestone’s standards.
- Monitor competitor tactics and market trends in Mexico to proactively adjust account strategies.
Your Experience
To be successful in this position, you will need a strong sales background with a demonstrated history of finding new business. You will also utilize the following skills on a regular basis:
- Bachelor’s degree in Business, Engineering, or related field.
- Minimum 10 years of professional sales experience, with at least 5 years selling high-end security or IT solutions to the Enterprise/End-user community.
- History of consistently exceeding multi-million dollar quotas in complex B2B environments.
- Mastery of negotiation techniques for long-cycle, high-impact contracts.
- Deep knowledge of at least two key verticals (e.g., Banking, Critical Infrastructure, Retail, Government, Hospitality or Mining).
- Strong understanding of IP networking, cybersecurity protocols, and Cloud/Hybrid architectures.
- Ability to uphold organizational core values of Reliability, Openness, Innovation, Flexibility and Independence and maintain the highest standard of professional behavior and integrity
- Full professional proficiency in English and Spanish.
