Fact Sheet
- Client: MSL LATAM
- Industry: Technology, software, and IT solutions
- Strategic Partner: Interfell
- Service: IT Recruiting / Specialized Recruitment
- Partnership launched: 2024
- Markets served: Mexico, Colombia, Costa Rica, and the Dominican Republic
- Next expansion market: Puerto Rico
- Main profiles recruited: KAMs and technology-focused sales professionals
- Critical specializations: Cybersecurity, VMware, Broadcom products, and experience working with government-sector clients
- Successful hires: More than 10 professionals
- Upcoming positions: 3
Introduction
Expanding into new markets requires much more than a strong business strategy. For a technology company, having the right talent can become one of the decisive factors in successfully executing operations and sustaining long-term growth.
This was the challenge facing MSL LATAM, a company specializing in technology solutions and IT services, with expertise in areas such as Cybersecurity, Observability, Project Management, Service Management, and VMware Virtualization. The company reports 30 years of experience, more than 100 consultants, over 200 clients, and 18 industry awards.
As its regional expansion progressed, MSL LATAM needed to hire highly specialized sales professionals across several countries. However, finding candidates who combined sales expertise, technical knowledge, and experience within specific industries was proving difficult.
In 2024, Interfell began supporting MSL LATAM through its IT Recruiting service. Over time, the relationship evolved into a strategic partnership designed to support the company’s talent needs throughout Latin America.
Objectives
The primary objective was clear: identify qualified candidates who could fully meet MSL LATAM’s specific requirements.
The company needed professionals capable of supporting its entry and consolidation in markets such as Mexico, Costa Rica, the Dominican Republic, and Colombia, while also preparing for future expansion into Puerto Rico.
The partnership was designed to:
- Expand access to specialized candidates.
- Reduce the operational workload of the internal Human Resources team.
- Identify profiles suited to the specific characteristics of each market.
- Combine commercial experience with technology expertise.
- Continuously refine searches based on feedback.
- Support regional expansion without compromising recruitment standards.
Rather than simply presenting candidates, Interfell needed to understand which technical capabilities and soft skills truly determined whether a professional would be a strong fit for MSL LATAM.
Challenges
The main challenge was the highly specific nature of the required profiles.
MSL LATAM needed sales professionals with experience in areas such as Cybersecurity, VMware, and Broadcom products, as well as exposure to corporate clients and, for certain positions, the government sector.
This combination significantly reduced the available talent pool.
There were also important differences between individual markets. In Mexico, one of the biggest challenges was finding specialized candidates whose salary expectations were aligned with the compensation conditions initially established by the company.
In Colombia, particularly in Bogotá, there were professionals with experience related to government tenders or accounting software, but many did not offer the precise combination of technical and commercial expertise required.
The challenge was not simply to find salespeople. It was to identify professionals capable of understanding complex technology solutions, building relationships with strategic clients, and adapting to the requirements of each market.
Solutions Provided
Interfell developed a specialized IT Recruiting process for each market, combining sourcing, industry expertise, flexibility, and continuous communication.
1. Specialized Searches
Searches were designed to identify candidates who combined commercial experience with knowledge of MSL LATAM’s technology ecosystem.
This approach resulted in successful hires for KAM positions in Mexico, Costa Rica, the Dominican Republic, and Colombia.
2. Greater Candidate Diversity
MSL LATAM highlighted the diversity of candidates presented by Interfell. This broadened the company’s range of potential hires while maintaining focus on the essential requirements of each vacancy.
3. Continuous Feedback
One of the most important factors behind the success of the partnership has been communication following candidate interviews.
Interfell and MSL LATAM regularly exchange feedback to understand what worked, why a particular candidate did or did not advance, and how the next search should be adjusted.
As a result, every interview becomes an additional source of information that helps improve the accuracy of future recruitment efforts.
4. Flexibility and Ongoing Support
Interfell also adapted to both virtual and in-person interview processes while maintaining close follow-up throughout every recruitment cycle.
For MSL LATAM’s Human Resources team, this support helped reduce part of the operational burden involved in managing complex searches across several markets simultaneously.
5. Salary Market Guidance
When the salary expectations of specialized candidates exceeded the conditions initially considered, Interfell helped provide market context and advised the client on bringing compensation proposals closer to competitive market conditions.
This consultative approach helped focus recruiting efforts on searches with stronger and more realistic hiring potential.
Testimonials
Carolina Bohórquez, Human Resources Coordinator at MSL LATAM
“My experience with Interfell has been very positive. I particularly value the clarity of the information provided, the constant communication, and the level of detail applied to each vacancy. Their support throughout the entire process and their flexibility in adapting to our needs have been important factors in achieving satisfactory results in our hiring processes.”
Carolina also emphasized that Interfell’s support has helped reduce part of the operational workload of the Human Resources department. When asked whether she would recommend its services to similar companies, her answer was clear: “Yes, without a doubt.”
Andrea Pérez Rivas, Chief Operating Officer at Interfell
“Working with MSL LATAM has been an enriching experience because it has helped us learn how to define the type of soft skills that truly match the client’s needs. Communication between Interfell and the MSL team has also been key to achieving these results. We usually communicate after each interview to understand the feedback and context, allowing us to adjust each process and make it increasingly successful.”
Results
Since 2024, the partnership has delivered measurable results.
Interfell has contributed to more than 10 successful hires, with the accumulated number of professionals hired estimated at between 10 and 15.
Recruitment efforts have successfully filled KAM positions in:
- Mexico
- Costa Rica
- Dominican Republic
- Colombia
Another important result has been the reduction of the Human Resources team’s operational workload, thanks to external support with sourcing, initial candidate assessment, and follow-up.
Finally, the relationship has generated cumulative knowledge. After working together on multiple recruitment processes, Interfell now has a much deeper understanding of the technical, commercial, and soft skills MSL LATAM requires.
As a result, every new search begins with a stronger understanding of the client and greater insight into what defines the right candidate.
Challenges Along the Way
The partnership has also faced several challenges.
The first is the limited availability of highly specialized profiles. When a position requires a combination of sales experience, technology expertise, knowledge of specific products, and exposure to particular industries, the candidate pool becomes significantly smaller.
The second challenge involves salary differences between markets, particularly in Mexico.
Some replacement processes have also been necessary—a common reality in recruitment that requires the ability to respond quickly when a new hire does not remain in the position as expected.
These challenges reinforced the importance of maintaining a consultative and flexible relationship based on market intelligence, rather than limiting recruitment to a transactional process focused solely on submitting candidates.
Future Outlook and Expectations
MSL LATAM has set a vision of positioning itself by 2030 as a leading strategic partner for technology transformation throughout Latin America.
Reaching that goal will require the company to continue expanding its teams as its regional presence grows.
There are currently three new positions planned, while Puerto Rico is emerging as one of the next markets within MSL LATAM’s expansion strategy.
For Interfell, this next stage represents an opportunity to further strengthen a partnership that has been built since 2024 on results, communication, and shared learning.
The objective moving forward is not simply to fill vacancies, but to anticipate talent needs, understand the specific dynamics of each market, and shorten the distance between defining a position and successfully onboarding the right professional.
The MSL LATAM experience demonstrates that when a technology company has a specialized IT Recruiting partner such as Interfell, talent can stop being a barrier and become a direct enabler of regional growth.
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Frequently Asked Questions
1. What service does Interfell provide to MSL LATAM?
IT Recruiting and specialized recruitment for commercial and technology-related positions.
2. How long have the two companies been working together?
The partnership began in 2024.
3. What types of profiles have been recruited?
Primarily KAMs and commercial professionals with knowledge of Cybersecurity, VMware, Broadcom, and experience working with corporate or government-sector clients.
4. In which countries have recruitment processes been conducted?
Mexico, Colombia, Costa Rica, and the Dominican Republic.
5. How many successful hires have been completed?
More than 10, with the accumulated total estimated at between 10 and 15 professionals.
6. Does Interfell offer a replacement guarantee?
Yes. During the partnership with MSL LATAM, approximately three replacement processes have been managed.
7. Will the partnership continue?
Yes. MSL LATAM continues to pursue regional expansion, with three new positions planned and Puerto Rico identified as an upcoming market.
Quick Glossary
- IT Recruiting: Specialized recruitment of professionals working in technology-related roles.
- KAM: Key Account Manager, a professional responsible for managing strategic client accounts.
- Cybersecurity: The protection of systems, networks, applications, and data against digital threats.
- VMware: A widely used technology ecosystem for virtualization and enterprise infrastructure.
- Broadcom: A technology company providing enterprise software and infrastructure solutions.
- Sourcing: The proactive search for and identification of potential candidates.
- Replacement Guarantee: A new recruitment search conducted under specific conditions when a previously hired candidate needs to be replaced.