FunctionPartners
Job descriptionPosition SummaryThe 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.
What you will be doingPartner Strategy & Business Development- 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.
Partner Relationship Management- 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.
Revenue & Pipeline Growth- 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.
Partner Enablement- 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.
Marketing & Demand Generation- 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.
Distributor Management- 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.
Cross-Functional Collaboration- 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.
Key Performance Indicators (KPIs)- Channel revenue attainment
- Partner-sourced pipeline growth
- New partner recruitment and activation
- Partner certification and enablement metrics
- Deal registration volume
- MDF ROI
- Quarterly Business Review completion
- Forecast accuracy
- Partner retention and satisfaction
Required Qualifications- 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.
Preferred Qualifications- 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.
Language RequirementsFluent English
Fluent Spanish
Portuguese strongly preferred
Travel RequirementsAbility to travel up to 40-50% throughout Latin America and North America.
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