Channel Business Manager

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

📋 Description

• Drive revenue growth across Brazil by enhancing Milestone’s footprint through ecosystem partnerships, collaborating with strategic integrators, and influencing end-users.

• Oversee and expand Milestone’s two-tier distribution network throughout Brazil.

• Establish, support, and strengthen relationships with 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 and conduct quarterly business evaluations.

• Assist in partner development within the Milestone Partner Program.

• Work in conjunction with Account Managers, Key Account Managers, Inside Channel Managers, Technical Sales, and regional leadership.

• Spearhead team-selling initiatives with technology partners and internal stakeholders to position integrated solutions effectively.

• Foster strategic relationships with end-users and consultants to influence intricate project opportunities and specifications.

• Represent Milestone at trade fairs, industry events, seminars, partner meetings, and user groups.

• Conduct field sales presentations and strategic engagements that showcase Milestone’s value proposition.

• Enhance territory revenue through software renewals and the acquisition of new projects.

• Travel approximately 50–60% within the designated territory.

• Record sales activities, opportunities, project registrations, and forecasts in Salesforce.

• Maintain pipeline discipline, activity tracking, and forecast precision.

• Acquire a working knowledge of XProtect, BriefCam, and Arcules for demonstrations and solution discussions.

• Lead field presentations, Lunch & Learn sessions, enablement workshops, and partner training initiatives.

• Provide updates on pipeline, forecasts, and territory status to sales management.

• Manage project registrations, special pricing requests, quote follow-ups, and partner coordination.

• Lead or assist in responding to RFPs, RFQs, and RFIs.

• Offer timely support to territory partners, end users, and colleagues.

⛳️ Requirements

• Bachelor’s degree in Business, IT, Engineering, or a related field; relevant professional experience may also be taken into account.

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

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

• Strong grasp 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 desirable.

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

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

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

• Exceptional storytelling, presentation, and consultative selling abilities, with the capacity to influence C-level executives, business stakeholders, and technical audiences.

• Proven ability to manage complex sales cycles, negotiate effectively, and close high-value projects.

• Proficiency with Salesforce and Microsoft Office is strongly preferred.

• Industry certifications or involvement with organizations like ASIS, SIA, BICSI, or similar associations are advantageous.

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

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

• Please submit your resume in English.

🏝️ Benefits

• Competitive benefits package

• Health insurance

• Life insurance

• Parental leave exceeding legal requirements

• Pantry vouchers