Account Manager / Business Development (Nearshore - Mexico & LATAM)

Job Role: Business Development Manager / Account Manager – Nearshore Mexico & LATAM

Work Location: Guadalajara, Mexico

Business Focus: Nearshore Technology Talent & Professional Services

Target Markets: USA, UK & Europe

Delivery Markets: Mexico & LATAM

Function: Business Development / Sales / Account Management

Employment Type: Full-Time

Position Overview:

• We are seeking an experienced and commercially driven Business Development Manager / Account Manager based in Mexico to develop and grow our Nearshore business from customers in the United States, United Kingdom, and Europe into Mexico and other LATAM countries.
• The primary responsibility of this role is to identify, acquire, and grow international customers that are looking to leverage Nearshore technology talent, development teams, IT services, professional services, or managed services in Mexico and LATAM.
• The successful candidate will combine new business development, consultative selling, account management, and strategic relationship management. This person will act as a bridge between international customers and our delivery organization across Mexico and LATAM.
• The role requires strong knowledge of the Nearshore/IT services market, excellent communication skills, commercial acumen, and the ability to build trusted relationships with senior decision makers.

Key Responsibilities:

1. New Business Development:

• Develop and execute a business development strategy focused on acquiring customers from the USA, UK, and Europe.
• Identify companies that have a need for Nearshore technology, engineering, IT, digital, or professional services.
• Generate new business through outbound prospecting, networking, referrals, partnerships, industry events, LinkedIn, and existing relationships.
• Build and maintain a strong pipeline of qualified international opportunities.
• Identify decision-makers including CIOs, CTOs, VP Engineering, VP Technology, CPOs, Procurement leaders, and other senior executives.
• Conduct discovery meetings to understand customer business objectives, technology requirements, talent gaps, and delivery challenges.
• Position Mexico and LATAM as Nearshore delivery destinations based on customer requirements.
• Own opportunities from initial contact through qualification, proposal, negotiation, and closure.

2. Nearshore Sales:

• Promote and sell Nearshore solutions leveraging delivery capabilities in Mexico and other LATAM countries.
• Clearly communicate the value proposition of the Nearshore model, including:
• Time-zone alignment with US customers
• Geographic proximity
• Availability of skilled technology professionals
• Cultural compatibility
• Cost optimization
• Scalability
• Faster team ramp-up
• Access to specialized talent
• Develop customized solutions based on customer requirements.
• Work with technical and delivery teams to create proposals, staffing plans, Statements of Work, and commercial models.
• Lead customer presentations, solution discussions, negotiations, and commercial conversations.
• Manage the complete sales lifecycle and ensure successful conversion of opportunities into revenue.

3. Account Management & Client Growth:

• Develop strong, long-term relationships with customers in the US, UK, and Europe .
• Serve as the primary commercial relationship owner for assigned strategic accounts.
• Understand customer business priorities and identify opportunities for additional services.
• Drive account expansion through cross-selling and up-selling.
• Identify opportunities to expand existing engagements from one project/team into broader Nearshore programs.
• Conduct regular account reviews and maintain executive-level relationships.
• Monitor customer satisfaction and proactively address commercial or relationship concerns.
• Develop strategic account plans for key customers.

4. Mexico & LATAM Delivery Coordination:

• Work closely with delivery, recruitment, HR, technical, finance, and leadership teams in Mexico and LATAM.
• Translate customer requirements into appropriate Nearshore staffing and delivery solutions.
• Coordinate the onboarding and ramp-up of new customer engagements.
• Ensure alignment between customer expectations and delivery capabilities.
• Support customer visits and executive meetings in Mexico and LATAM.
• Develop a strong understanding of the technology talent ecosystem across Mexico and other LATAM markets.

5. Pipeline & Revenue Management:

• Own individual sales targets and revenue objectives.
• Maintain a healthy and predictable sales pipeline.
• Track opportunities through CRM and maintain accurate sales forecasts.
• Develop quarterly and annual business development plans.
• Monitor sales performance, conversion rates, deal sizes, and revenue growth.
• Provide regular pipeline and forecast updates to senior management.
• Identify market trends, competitive activity, and new opportunities within the Nearshore market.

Required Qualifications:

• Bachelor’s degree in business, Marketing, Technology, Engineering, or a related field preferred.
• 5–10+ years of experience in Business Development, Account Management, Sales, Client Partner, or similar customer-facing roles.
• Experience selling IT services, technology services, software engineering, consulting, staffing, outsourcing, or professional services .
• Proven experience developing business with customers in the USA, UK, and/or Europe .
• Strong understanding of Nearshore, outsourcing, staff augmentation, or global delivery models .
• Experience managing enterprise or mid-market accounts.
• Strong negotiation, presentation, communication, and relationship-management skills.
• Experience working with distributed/global delivery teams.

Language Requirements:

• English: Fluent / Professional proficiency – mandatory
• Spanish: Native
• Portuguese language is a plus.

Core Competencies:

The successful candidate should demonstrate:

• New business hunting
• Consultative selling
• Enterprise sales
• Account management
• Strategic relationship management
• Lead generation
• Pipeline development
• Executive-level communication
• Negotiation
• Solution selling
• Cross-selling and up-selling
• Commercial awareness
• Customer relationship Management
• Strong understanding of technology services

Highly Preferred:

• An existing network of technology and business decision-makers in the US, UK, or Europe is strongly preferred.

Key Performance Indicators (KPIs):

The candidate will be measured against agreed business objectives, including:

• New customers acquired
• New annual revenue / bookings
• Qualified sales pipeline
• Sales conversion
• Gross margin
• Existing account growth
• Cross-sell / up-sell revenue
• Customer retention
• Number of qualified opportunities generated
• Forecast accuracy
• Executive-level customer relationships established