B2B Sales Executive — Enterprise IT Solutions
Location: CDMX / Hybrid or Remote
Area: Commercial / Enterprise Sales
Base Salary: $25,000–$30,000 MXN gross per month, depending on experience
Variable Compensation: Uncapped commission scheme + accelerators + new-logo bonuses
On-Target Earnings (OTE): $55,000–$90,000+ MXN per month upon meeting quota
1. Position Objective
Develop and close new business opportunities involving IT licensing and professional services, translating MSR Consulting's value proposition—backed by more than 18 years of experience—into tangible business solutions for corporate clients.
The position focuses on BMC Control-M as a core business offering while promoting complementary technologies such as ExaGrid and Commvault, working closely with the technical team—including Presales Engineers and Consultants—throughout the consultative sales cycle.
2. Main Responsibilities
- Prospecting & Pipeline Development:
Identify and develop new opportunities within the enterprise segment, supported by materials and leads generated by the Presales/Marketing team. This is not a 100% cold-prospecting role without support.
- Value-Based Consultative Selling:
Communicate how the portfolio (BMC Control-M, ExaGrid, and Commvault) addresses critical business challenges and maximizes customer ROI, working closely with Presales Engineers.
Participate in meetings, negotiations, and certifications with representatives from BMC, ExaGrid, and Commvault, including communication in English when required.
Conduct requirements gathering, present proposals in both Spanish and English, deliver value demonstrations with Presales support, negotiate, and close deals.
Meet and exceed assigned quarterly and annual sales targets.
Keep the CRM fully updated with forecasts, account progress, and the status of each opportunity.
3. Candidate Requirements
Languages
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Conversational-to-advanced English (B2 or higher).
- English proficiency is desirable for negotiations with vendors. Strong sales candidates with intermediate English who are actively improving their skills may also be considered.
Education & Experience
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Bachelor's degree or Engineering degree in Systems, Computer Science, Business Administration, Marketing, or a related field. Degree may be completed or incomplete if supported by solid, demonstrable experience.
- 2 to 4 years of experience in B2B sales, ideally within the Information Technology sector.
- Active contacts within the IT industry—such as CTOs, CIOs, and Infrastructure Managers—are desirable but not mandatory, considering the level of base compensation offered.
Technical / Business Knowledge
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Understanding of the enterprise software ecosystem, licensing, and managed IT services. Product training will be provided during onboarding.
- Ability to conduct consultative sales, translating technical language into business and financial language.
Competencies & Skills
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Results-oriented mindset and strong sense of urgency.
- Excellent communication, negotiation, and closing skills.
- Self-management, proactivity, and strategic account vision.
Teamwork and close collaboration with Presales Engineers and Consultants.
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4. Compensation — Enhanced Variable Compensation Scheme
The base salary remains in place while the variable compensation component is significantly strengthened, making total earnings competitive with the senior market while remaining open to candidates with strong potential but shorter career trajectories.
Compensation Component
Details
Base Salary
$25,000–$30,000 MXN gross per month
Sales Commission
Percentage-based commission on closed licensing and services, with no cap
Quota Accelerator
Increased commission percentage once 100% of the quarterly quota is exceeded
New Logo Bonus
Additional fixed bonus for each new customer signed, excluding renewals
Early Renewal Bonus
Incentive for closing renewals before their expiration date
OTE Example
At 100% of quarterly quota: estimated total earnings of $55,000–$70,000 MXN/month. At 120–150% of quota: $75,000–$90,000+ MXN/month
5. Quota & Ramp-Up Period
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Months 1–3 — Onboarding: No formal quota. Product training, participation in existing opportunities alongside Presales/Consultants, and initial pipeline development.
- Months 4–6 — Ramp-Up: Gradual quota implementation (e.g., 50% of the standard quota) while the candidate's own pipeline develops.
- Month 7 onward: Full quarterly quota, defined jointly with Commercial Management based on the company's historical performance.
6. Team Support & Structure
To ensure that performance depends on sales execution rather than an unrealistic operational workload for a single individual, the role will have:
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Support from Presales Engineers for technical demonstrations and proposals.
- Lead generation/prospecting support from the Marketing team when an active campaign is available.
- Support from Commercial Management during strategic or high-value account negotiations.
7. Recommended Selection Process
- Career/Track Record Interview:
Review of verifiable results, including client type, type of business, and approximate sales cycle, without requiring disclosure of confidential amounts.
A 10-minute pitch simulation in which the candidate acts as if they were selling Control-M to a fictional CIO, in order to assess their actual consultative selling capabilities.
Ideally including a former client or business partner, rather than relying exclusively on direct managers.
8. Company Offer
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Institutional backing: Consulting firm with more than 18 years of experience and an established reputation.
- Brand prestige: Strategic partner in enterprise solutions, including BMC, ExaGrid, and Commvault.
- Continuous training: Ongoing training and development in the company's technology solutions portfolio.
- Statutory and enhanced benefits: To be defined.
