Vice President, Sales Executive - AWS Sales Leader (Latin America)

Role Summary

This role is responsible for leading the AWS sales strategy, execution plan, and sales executive team for LATAM. In addition to the team leadership role, responsibilities include originating, qualifying, pursuing, and closing AWS-related consulting and professional services opportunities across Latin America, while building executive relationships and shaping go-to-market (GTM) strategy with internal leadership and AWS stakeholders. The role owns a disciplined pipeline, drives pursuits end-to-end (from opportunity identification through contract negotiation), and acts as a strategic sales advisor across a matrixed organization.

Key Responsibilities

Client & Sales (Pipeline, Pursuits, Closing)

• Run a disciplined sales pipeline (lead management, qualification, established sales methods) and ensure CRM/pipeline data is accurate, timely, and complete.
• Navigate deals independently: actively listen to client needs, consistently follow up, communicate pricing models, and adapt approach to meet client needs.
• Lead pursuits and contribute to proposals and orals: develop "win themes," align messaging to client needs, and participate in orals as appropriate.
• Support development of sales strategy and execution of top opportunities as needed.
• Identify and align the right internal/AWS resources to pursue, win, and manage opportunities; support pre-sales with strong product knowledge and tailored demonstrations.
• Build and maintain senior executive relationships; reliably respond to client requests and administer/solicit client satisfaction feedback.

GTM, Market Expansion, and Ecosystem

• Develop organized, differentiated GTM activities and support materials for initial client conversations.
• Participate in key industry events and leverage eminence (events, trainings, conferences, memberships) to build relationships and generate opportunities across LATAM.
• Research and translate competitive/industry trends into GTM activities, client conversations, and opportunity strategy.

Leadership & People Development

• Manage and coach Sales Executives (pipeline oversight, focus on top opportunities), and mentor resources in selling processes and services.
• Collaborate with pursuit teams across the full sales cycle; proactively align with account/pursuit leadership on role, responsibilities, and value-add.
• Act as a sales excellence and competitive-landscape SME for leadership and pursuit teams.

Business Management & Operating Rhythm

• Support annual account/practice planning; participate in leadership calls and in-person meetings; support forecasting and consistent marketplace approach across geographies/industry groups.
• Support sales performance management activities (e.g., goal setting, MBO progress, expense management, split/share requests as applicable).

The Team / Operating Model

You will operate within a sales center-of-excellence model, partnering closely with firm leadership (e.g., Partners/Principals/Managing Directors), account teams, and alliance stakeholders to uncover, nurture, and close opportunities-serving as an advisor throughout the pursuit lifecycle.

Required Qualifications

• 10+ years of experience selling consulting/professional/cloud services into complex clients, with a track record in high-end, project-based pursuits and long sales cycles.
• 10+ years of experience leading sales teams in LATAM.
• Demonstrated ability to drive the full sales process from opportunity identification through contract negotiation, including executive-level access and influence.
• Strong presentation and pursuit leadership skills (proposals, executive presentations, orals).
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
• Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve.

Preferred Qualifications (Recommended for LATAM)

• Existing senior relationships and demonstrated market development success in Latin America.
• Deep familiarity with AWS cloud market dynamics and how to differentiate services in a competitive landscape.
• English plus Spanish and/or Portuguese.

Measures of Success (Examples)

• Sales target attainment for the LATAM sales executives.
• Individual sales target attainment.
• Pipeline health/accuracy, forecast quality, and disciplined CRM hygiene.
• Net-new opportunity creation, win rate, and closed revenue tied to AWS-related offerings.
• Effective cross-functional pursuit leadership and coaching outcomes for the sales team.

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $175,300 - $322,900.

You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.

Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html

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