LATAM Distribution Partner Manager
About The Position
The LATAM Partner Manager is responsible for developing, managing, and growing strategic channel and alliance relationships across Latin America. This role drives revenue growth through distributors, value-added resellers (VARs), systems integrators, service providers, and other strategic partners by executing channel strategies, recruiting new partners, enabling existing partners, and aligning joint go-to-market initiatives. The successful candidate will serve as the primary liaison between the company, its distributor ecosystem, and regional partners, helping accelerate pipeline creation, deal registration, partner-led opportunities, and long-term business growth throughout the LATAM region. Responsibilities commonly include partner recruitment, enablement, performance management, forecasting, and cross-functional collaboration with sales, marketing, services, and operations teams.
Requirements
- Bachelor's degree in Business, Marketing, Technology, or related field.
- 7+ years of experience in Channel Sales, Partner Management, Alliance Management, or Distribution Sales.
- Proven success managing VARs, distributors, system integrators, or service provider partnerships.
- Strong understanding of the LATAM IT channel ecosystem.
- Experience developing partner business plans and driving indirect revenue growth.
- Demonstrated ability to influence executive stakeholders internally and externally.
- Strong commercial, negotiation, and presentation skills.
- Experience with CRM platforms such as Salesforce.
- Fluent English
- Fluent Spanish
Nice To Haves
- Enterprise infrastructure, storage, cloud, cybersecurity, networking, or SaaS industry experience.
- Existing relationships with major LATAM distributors and strategic partners.
- Experience managing partner incentive programs, MDF, and deal registration processes.
- Knowledge of multi-country sales operations across Latin America.
- Portuguese strongly preferred
Responsibilities
- Develop and execute the LATAM channel strategy to drive revenue growth and market expansion.
- Recruit, onboard, and activate new partners in priority markets throughout Latin America.
- Create and manage territory and partner business plans with measurable growth objectives.
- Expand partner coverage in underserved markets and identify new routes to market.
- Build executive-level relationships with partner principals, sales leaders, and technical teams.
- Conduct Quarterly Business Reviews (QBRs) and ongoing performance reviews.
- Drive partner accountability against revenue, pipeline, certification, and business development goals.
- Resolve channel conflicts and ensure alignment between direct and indirect sales teams.
- Own partner-generated and partner-influenced pipeline targets.
- Support opportunity identification, deal registration, pricing strategy, and competitive positioning.
- Facilitate joint selling motions between partners and field sales teams.
- Drive partner participation in strategic opportunities and account planning activities.
- Lead onboarding programs for new partners.
- Develop partner sales, technical, and services capabilities through training and certification programs.
- Coordinate product launches, enablement workshops, and partner readiness initiatives.
- Ensure partner adoption of company tools, processes, and programs.
- Collaborate with marketing teams to execute co-branded campaigns and partner events.
- Manage Market Development Funds (MDF) and track return on investment.
- Support webinars, roadshows, and industry events throughout the region.
- Promote partner participation in incentive and growth programs.
- Work closely with regional distribution partners to drive business performance.
- Align distributor business plans with partner growth objectives.
- Monitor distributor pipeline, forecasting, and partner engagement activities.
- Leverage distribution resources to expand partner recruitment and enablement.
- Partner with Sales, Marketing, Technical Services, Operations, and Customer Success teams.
- Provide market intelligence regarding competitive activity, customer trends, and partner feedback.
- Influence channel programs and go-to-market initiatives based on regional requirements.
Benefits
- Industry-leading benefits, support, and services that look after your holistic health and wellbeing.
- Flexible arrangements that work for you (role and location dependent).
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What This Job Offers
Job Type
Full-time
Career Level
Senior
