Country Manager

The Role

The Country Manager is accountable for all aspects of InterSystems' business in Brazil, with primary responsibility for growing revenue and sales while acting as an ambassador to customers and the broader marketplace. The role carries P&L accountability and is responsible for developing and executing the strategy required to maintain a satisfied, stable installed customer base while expanding into new markets, including healthcare information systems.

As a senior spokesperson for InterSystems in Brazil, the Country Manager must be able to engage credibly with business owners, senior executives, customers, government bodies and other industry stakeholders, adding value through insight, leadership and strong commercial judgment.

Sales, Sales Engineering, and Implementation & Technical Implementation Services report directly to the Country Manager. Other functions operate through global reporting lines - including Software Support, Finance, Marketing, Human Resources, Administration and Facilities - with local collaboration and, where applicable, dotted-line relationships to the Country Manager.

Because not every employee in the Brazil office reports directly to this role, success requires a highly collaborative leadership style and the ability to influence, persuade and align teams across local, regional and global structures.

Key Responsibilities

• Develop and execute the annual business plan for InterSystems in Brazil, with accountability for P&L, revenue growth and the long-term health of the customer base.
• Provide operational leadership to the Brazil team, fostering strong employee engagement, high performance, collaboration and an entrepreneurial mindset.
• Analyze Brazilian market data, trends and customer needs, aligning with executive management on regional opportunities, priorities and threats.
• Build and maintain strong relationships with existing and prospective customers, government bodies and other important industry stakeholders, while representing InterSystems in the marketplace.
• Lead and develop the sales organization by setting individual and team targets, coaching and motivating sales executives, and supporting performance and career development.
• Strengthen relationships with the existing client base while identifying, developing and winning new customers in Brazil, including opportunities in healthcare information systems.
• Develop and evaluate KPIs aligned with the business plan, using them to guide short-, mid- and long-term adjustments to commercial strategy and execution.
• Develop relationships with major local Systems Integration and Implementation Partners, including co-development of opportunities, joint bid activity and resource planning.
• Coordinate pre-sales resources with Sales Engineering, including lead qualification and priority setting, and negotiate effectively at C-level to secure contracts and agreements.
• Ensure a smooth handover of customers to Professional Services, maintain a strong focus on customer reference ability, collaborate across local and global InterSystems teams, and participate in recruitment, retention and employee development.

Experience & Qualifications

• At least 15 years of relevant experience in Brazil's information technology software and services market
  • 10+ years selling at senior executive/C-level
  • 5+ years of sales management experience within a large multinational software vendor.
• Demonstrable track record of driving organizational success and sustained revenue growth, with the commercial discipline to translate strategy into measurable results.
• Proven experience leading, motivating and developing sales professionals and building high-performance teams with strong customer intimacy and engagement.
• Strong understanding of the technology market in Brazil, together with substantial enterprise software experience in mid-sized or large organizations.
• Strong business-to-business technical sales and sales support capabilities, including effective coordination with regional and globally centralized resources across technical support, marketing, customer service and administration.
• Excellent technical selling, communication, influencing and negotiation skills, with the credibility to operate effectively at C-level and represent InterSystems externally.
• A self-starting, results-oriented and hands-on leader who can operate independently from headquarters while effectively leveraging centralized resources; able to anticipate market demand and remain current with rapidly evolving technology.
• MBA or similar qualification.
• Native Brazilian Portuguese and fluent written and spoken English is required.
  • Prior experience working for an American or other Western organization is preferred. 
• Must be willing to travel extensively within Brazil, with occasional travel to Boston and international company or industry events.