About this role.
This Area Sales Manager role leads market development and channel sales for electronic security systems in Mexico, with Guadalajara as the stated location. The incumbent will recruit and onboard distributors, build executive-level relationships, identify opportunities, and negotiate commercial agreements. Success requires demonstrated Mexican-market sales experience and technical fluency in access control, video surveillance, intrusion detection, fire alarms, and emerging cloud, IoT, and AI security solutions. The position combines strategic territory planning with hands-on partner management, market analysis, presentations, and cross-functional coordination.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would first map regional demand, vertical-market potential, existing channel coverage, and competitor presence. I would prioritize distributors based on technical capability, customer reach, financial stability, and commitment to training, then establish a structured onboarding plan with targets, enablement, and quarterly business reviews.
I begin by identifying the buyer's operational risks, growth plans, and decision criteria rather than leading with product specifications. I translate technical capabilities into measurable business outcomes, involve technical stakeholders early, address integration and deployment concerns, and build a clear value case that supports the executive decision.
I would monitor active and newly onboarded partners, pipeline creation, conversion rate, revenue attainment, deal size, product mix, training completion, inventory health, and partner-sourced versus partner-influenced revenue. I would use these metrics in regular reviews to identify enablement gaps and focus joint account plans.
I would clarify the specific reasons for the preference and quantify the prospect's total cost of ownership, security exposure, reliability needs, and scalability requirements. I would then position Ajax against those priorities through a tailored demonstration, relevant proof points, and a proposal that shows differentiated long-term value rather than competing on price alone.
I prepare by understanding the partner's economics, priorities, alternatives, and decision process, while defining my own required outcomes and acceptable trade-offs. During negotiations, I focus on creating mutual value through clear performance expectations, territory and support structures, pricing discipline, and measurable commitments documented in the final agreement.
Ajax Systems is an international tech company and the largest manufacturer of security systems in Europe, with over 4.5 million end users and 330K PRO users in more than 180 countries worldwide. The company offers end-to-end solutions for protecting homes and businesses оf any scale. To date, Ajax product portfolio includes 280 devices for intrusion protection, video surveillance, fire and life safety, and comfort and automation. The company employs 5,000 specialists.
We develop local teams because we understand local experts best comprehend market specifics. The company has sales representatives worldwide, including Norway, Sweden, Denmark, Finland, Italy, Spain, Germany, France, the United Kingdom, the USA, Australia, South Africa, and other regions. The Global Business Development team is like-minded people who share the ambitious goals of Ajax Systems.
The best software combined with powerful hardware has forever changed the perception of security systems for users and industry professionals. Being recognized at the biggest specialized exhibitions such as IFSEC, Expoprotection, and Intersec, as well as winning prestigious awards from industry-leading media like PSI magazine and GIT SECURITY, today Ajax is one of the most awarded security systems in Europe.
Ajax Systems production includes 4 factories, 2 of which are located in Ukraine, 1 in Turkey, and 1 in Vietnam. At the same time, the company’s certification according to the ISO 14001 standard ensures a minimal impact of production on the environment. The selection of components for Ajax device manufacturing is determined by the presence of manufacturer declarations confirming compliance with RoHS requirements.
The company emerged against the backdrop of revolution and war. That’s why resilience is the cornerstone of the brand’s DNA, and the fight against evil by creating the best security and automation devices is Ajax unwavering mission.
Personality profile:
- 3+ years of experience in the electronic security industry or a similar industry.
- Demonstrated sales experience in the Mexican market.
- Strong technical knowledge of electronic security systems, including access control, video surveillance, intrusion detection, or fire alarm systems.
- Languages: Fluent in Spanish; English is a plus
- Proven track record of being involved in the entire sales process, from identifying new business opportunities, developing proposals and presentations, negotiating, and closing deals.
- Developing and implementing successful sales strategies.
- Excellent communication and interpersonal skills to build relationships with customers, partners, and industry experts at an executive level.
- Strong analytical skills to analyze market trends, identify customer needs, and develop effective solutions.
- Ability to manage and prioritize multiple projects and tasks simultaneously.
- Knowledge of the latest technologies and trends in electronic security, such as cloud-based solutions, IoT, and AI-based analytics.
- A strong combination of technical knowledge, sales expertise, and strong communication skills.
Responsibilities:
- Develop and implement a strategic business development plan in Mexico, aligned with company objectives and market trends.
- Identify, evaluate, and onboard new distributors and partners across the region, ensuring coverage in key markets and verticals.
- Identify and pursue new business opportunities that align with the company’s growth strategy.
- Develop and maintain relationships with key clients, partners, and stakeholders.
- Conduct market research to identify new trends, opportunities, and potential risks.
- Analyze market data to develop and execute effective sales strategies.
- Collaborate with cross-functional teams to ensure the successful delivery of products and services.
- Prepare and deliver presentations to potential clients and partners.
- Negotiate contracts and agreements with clients and partners.
- Manage and prioritize multiple projects and initiatives simultaneously.
We offer:
- Competitive compensation that includes a base salary and performance-related bonuses.
- A product that sells itself.
- Freedom to make decisions and implement ideas.
- A zero bullshit culture.
- A strong and well-coordinated team of professionals.
- Ambitious tasks and challenges.
- Opportunity to work with the most recognized security system and develop your career.
- Car allowance and full coverage of business-related expenses.
Compensation
Additional Information
We are working to ensure that people’s lives are calm and the world safe.
Let’s become a part of the team that creates in Ukraine a smart and useful global product.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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