Incorporação de Liderança Comercial para Expansão na América Latina

Context
A North America-based IT infrastructure company with limited recognition in Latin America sought a regional commercial leader to spearhead its entry into the market. The mandate required a candidate with deep domain expertise, local market fluency, and strong strategic capability.

Challenge
The client’s lack of brand awareness in the region posed a significant hurdle in accessing senior-level candidates with the calibre and influence necessary to deliver on growth objectives. Conventional sourcing methods were unlikely to surface the level of talent required.

Approach
We identified a small cohort of highly qualified, passive executives across the region, including individuals not actively exploring new opportunities. Rather than leading with responsibilities, we framed the search around the impact the role would enable, the strategic direction of the business, and the professional growth it could unlock. Our team crafted a tailored narrative that positioned the opportunity with our client in a way that resonated deeply with top-tier candidates.

Result
We successfully secured the placement of a Mexico-based Commercial Vice President with extensive experience in the sector, joining from a global market leader. The candidate had not been considering a move, but was compelled by the clarity of vision, scale of the challenge, and ability to shape a regional business from the ground up.

Impact
The hire enabled our client to establish a credible, senior presence in the region and significantly accelerated their go-to-market readiness. The engagement showcased our strength in converting passive interest into action and delivering high-impact leadership placements.