Regional Vice President, Enterprise Sales, Mexico

As the Regional Vice President, Enterprise Sales at Motive, you'll be responsible for prospecting and winning new business, developing relationships with key prospects, and ensuring a thorough understanding of their business needs. You'll partner with sales leadership to enhance sales processes specific to Mexico and proactively identify and resolve customer issues. Maintaining high performance to exceed sales quotas is vital, along with continuously studying market trends to provide consultative insights.

To qualify for the Regional Vice President, Enterprise Sales role at Motive, candidates should possess a minimum of four years of demonstrated success in full-cycle direct B2B sales. Having experience in industries such as trucking, oil & gas, construction, and logistics is advantageous. The ideal candidate will have a pro-active outbound prospecting approach, excellent interpersonal skills, and a proven record of closing complex, high-value deals.

Motive stands out as a fantastic workplace due to its commitment to innovation in operational safety and efficiency. As a Regional Vice President, you'll be part of a collaborative team that values diverse backgrounds and experiences. The company prioritizes personal and professional development, ensuring you have the necessary resources and support to excel in your role. Plus, the opportunity to shape a new market like Mexico adds an exciting layer to your career journey.

In the Regional Vice President, Enterprise Sales position at Motive, some travel is expected, primarily for client meetings and on-site visits. While this role allows for a flexible remote working environment, you should be prepared to travel as needed throughout the sales cycle to foster strong client relationships and negotiate deals effectively.

Motive invests in the professional growth of its employees, including the Regional Vice President, Enterprise Sales. With access to various resources, training, and mentorship opportunities, you'll be encouraged to develop your sales strategies and skills, align with industry best practices, and continuously improve your approach to meet sales goals. The company's culture of continuous improvement also supports your professional journey.

In preparing for this question, highlight specific instances where you successfully closed big accounts. Discuss your strategies, the challenges faced, and how you navigated them to secure the deal. Make sure to underline your negotiation skills and the importance of building relationships.

Demonstrate your approach to prospecting by mentioning tools, research methods, and personal networking strategies. Share specific examples of your outbound tactics and how they led to successful conversions, emphasizing your adaptability in varying market conditions.

Articulate your planning and organizational skills, explaining how you set personal targets and strategize for success. Discuss the metrics you monitor and how you adjust your strategies based on performance, ensuring that you stay on track to meet or exceed your quotas.

Use this opportunity to reflect on a specific challenge, focusing on your problem-solving skills. Describe the situation, how you identified the problem and what steps you took to resolve it. Highlight the positive outcome and any lessons learned from the experience.

Share your philosophy on relationship building, emphasizing trust, communication, and understanding of their needs. Illustrate this by giving examples of successful partnerships you've established and how they contributed to your sales success.

Discuss your regular methods for keeping current with industry trends, whether it's subscribing to publications, attending conferences, or participating in industry forums. Explain how you incorporate this knowledge into your sales strategies and client interactions.

Talk about the importance of teamwork and collaboration within the sales process. Share an example of a time collaboration led to a successful outcome, and emphasize how you integrate feedback and ideas from team members to improve results.

Describe your strategy for addressing objections, whether through active listening, empathy, and providing tailored solutions. Share specific examples where you transformed objections into opportunities or clarifications that led to a successful sale.

Outline your pipeline management approach, including the tools you use and the methods you apply to prioritize leads. Explain how organizing your pipeline streamlines your workflow while ensuring no prospects slip through the cracks.

Share your personal motivations, such as achieving targets, building lasting relationships, or the thrill of winning difficult contracts. Connect these motivations to how they fuel your performance and commitment in your role as a Regional Vice President, Enterprise Sales.