Channel Business Manager - Brazil

Milestone Systems

21h•Onsite

About The Position

Milestone Systems, a global leader in video technology software, is seeking an experienced and successful Channel Business Manager for Brazil, based in São Paulo. This role involves maximizing revenue through ecosystem partnerships, strategic integrator collaboration, and end-user influence. The candidate will act as a brand ambassador and business strategist, focusing on developing the partner network, strengthening relationships, influencing decision-makers, and ensuring partners are equipped to deliver Milestone solutions.

Requirements

Strong history of finding new business, developing high-performing partnerships, and driving revenue growth in the physical security, video surveillance, or IT channel ecosystem.
Bachelor’s degree in Business, IT, Engineering, or a related field; equivalent professional experience may also be considered.
Minimum 5 years of proven success in security industry sales, video surveillance, VMS, SaaS, IT infrastructure, or channel management.
Experience working with a two-tier distribution model and partner-led sales motions.
Strong understanding of the Brazilian physical security market, including integrators, distributors, consultants, and key industry stakeholders.
Solid understanding of IP networking, video surveillance systems, storage architectures, cloud/VSaaS models, and SaaS business models.
Excellent storytelling, presentation, and consultative selling skills, with the ability to influence C-level executives, business stakeholders, and technical audiences.
Demonstrated ability to manage complex sales cycles, negotiate effectively, and close high-value projects.
Full professional proficiency in Portuguese and English is required.
Self-driven, goal-oriented, collaborative, and comfortable working independently in a field-based role.

Nice To Haves

Established relationships with system integrators, resellers, consultants, A&E firms, manufacturer representatives, or end-user accounts in Brazil are highly desirable.
Existing relationships with leading global and regional security integrators, distributors, consultants, and enterprise security providers in Brazil or Latin America are highly desirable.
Relevant examples may include organizations such as Convergint, Securitas Technology, Prosegur, Allied Universal / G4S, Stone Security, and other strategic channel or enterprise security partners.
Familiarity with Milestone’s platform, including XProtect, BriefCam, Arcules, and the broader open-platform ecosystem, is a strong plus.
Experience with Salesforce and Microsoft Office is strongly preferred.
Industry certifications or involvement with organizations such as ASIS, SIA, BICSI, or similar associations are a plus.
Spanish is a plus.

Responsibilities

Manage and grow Milestone’s two-tier distribution channel across the Brazil territory, ensuring alignment with regional revenue goals.
Develop, support, and expand relationships with Value-Added Resellers, System Integrators, distributors, consultants, A&E firms, eco-partners, manufacturer representatives, and enterprise security providers.
Develop and manage relationships with strategic global, regional, and local security integrators, including enterprise-level partners and global account stakeholders active in Brazil and Latin America.
Build and execute joint business plans with strategic partners, including regular quarterly business reviews to identify opportunities, address gaps, and drive growth.
Support partner development within the Milestone Partner Program, helping partners improve capability, engagement, and performance.
Collaborate closely with internal Account Managers, Key Account Managers, Inside Channel Managers, Technical Sales, and regional leadership to align channel strategy with end-user initiatives.
Lead sales efforts using a team-selling approach, coordinating with technology partners and internal stakeholders to position integrated solutions.
Cultivate relationships with strategic end users and consultants to influence complex project opportunities and specifications.
Represent Milestone at local and regional trade shows, industry events, seminars, partner meetings, and user groups.
Deliver field sales presentations and strategic engagements that clearly demonstrate Milestone’s value proposition.
Grow year-over-year territory revenue in line with annual goals and broader company strategy, focusing on both software renewals and new project acquisition.
Lead with professional integrity and live Milestone’s core values: Reliability, Openness, Innovation, Flexibility, and Independence.