Channel Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of a regional go-to-market strategy for LATAM, focusing on key markets such as Brazil, Mexico, Colombia, Chile, and Argentina.

• Identify, recruit, and onboard regional resellers, MSPs, local and boutique VARs, and distributors as needed.

• Develop and sustain partner plans that align partner strengths with target accounts.

• Oversee lead flow between partners and Bitwarden Sales, manage deal registration, and ensure channel pipeline and forecast visibility.

• Establish financial objectives with key partners and drive achievement of those goals.

• Provide training to partners in Spanish and Portuguese regarding Bitwarden products, positioning, and competitive differentiation.

• Collaborate with partners and the marketing team on joint marketing initiatives, including local events, campaigns, and co-selling strategies.

• Participate in partner sales calls to offer product expertise and assist in closing deals.

• Work alongside Finance and Legal on LATAM deal structures, including local-currency pricing, invoicing and tax requirements, payment terms, and data residency considerations such as LGPD in Brazil.

• Manage multiple channel initiatives across technical, professional services, and sales.

• Complete the interview process and conduct reference checks.

⛳️ Requirements

• 5-10 years of experience in partner development, channel management, or sales, with a proven track record of meeting quotas.

• Established relationships with LATAM resellers, MSPs, or distributors in the security or IT sectors.

• Proficient in Spanish or Portuguese, as well as English.

• Knowledgeable about both global and boutique VARs, and familiar with how channels operate in the region, including tiered distribution, local entities, and extended public-sector cycles.

• Comfortable working remotely with minimal supervision across different time zones, and willing to travel regularly within the region for partner meetings and events.

• A bachelor's degree in business, marketing, or a related field.

• A proactive self-starter with a focus on independently solving problems.

🏝️ Benefits

• Work remotely with driven individuals from around the globe.

• Participate in in-person gatherings.

• Contribute to enhancing security for everyone, from families to the largest global organizations.

• Gain expertise in security and open-source software.

• Build experience in channel development, demand generation, and product-led growth within a rapidly growing company.