Channel Business Manager

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

📋 Description

• Drive revenue growth within the designated territory by enhancing Milestone’s footprint through ecosystem partnerships.

• Serve as a Milestone brand representative and strategic business advisor in the field.

• Oversee and develop Milestone’s two-tier distribution network across Brazil, ensuring alignment with regional revenue objectives.

• Establish, nurture, and expand partnerships with Value-Added Resellers, System Integrators, distributors, consultants, A&E firms, eco-partners, manufacturer representatives, and enterprise security providers.

• Create and implement joint business plans with strategic partners, including conducting regular quarterly business reviews.

• Provide support for partner development within the Milestone Partner Program.

• Work closely with internal Account Managers and regional leadership to ensure strategic alignment.

• Lead sales initiatives using a collaborative team-selling approach, coordinating efforts with technology partners.

• Foster relationships with key end users and consultants.

• Represent Milestone at local and regional trade exhibitions and industry events.

• Achieve year-over-year revenue growth within the territory in accordance with set goals and broader strategies.

⛳️ Requirements

• Bachelor’s degree in Business, IT, Engineering, or a related discipline; relevant professional experience may also be considered.

• At least 5 years of demonstrated success in sales within the security industry, encompassing video surveillance, VMS, SaaS, IT infrastructure, or channel management.

• Experience with a two-tier distribution model and partner-led sales processes.

• Strong knowledge of the Brazilian physical security market, including integrators, distributors, consultants, and key industry players.

• Established connections with system integrators, resellers, consultants, A&E firms, manufacturer representatives, or end-user accounts in Brazil are highly valued.

• Existing relationships with prominent global and regional security integrators, distributors, consultants, and enterprise security providers in Brazil or Latin America are highly advantageous.

• Comprehensive understanding of IP networking, video surveillance systems, storage architectures, cloud/VSaaS models, and SaaS business frameworks.

• Familiarity with Milestone’s platform, including XProtect, BriefCam, Arcules, and the wider open-platform ecosystem, is a significant advantage.

• Exceptional storytelling, presentation, and consultative selling abilities, capable of influencing C-level executives, business stakeholders, and technical audiences.

• Proven track record in managing complex sales processes, negotiating successfully, and closing high-value deals.

• Proficiency in Salesforce and Microsoft Office is strongly preferred.

• Industry certifications or involvement with organizations such as ASIS, SIA, BICSI, or similar associations are beneficial.

• Full professional proficiency in Portuguese and English is mandatory; Spanish is a plus.

• Self-motivated, goal-oriented, collaborative, and comfortable working independently in a field-based position.

🏝️ Benefits

• Competitive benefits package

• Health insurance

• Life insurance

• Parental leave exceeding legal requirements

• Pantry vouchers and additional perks.