LATAM Distribution Partner Manager

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

📋 Description

• Develop and implement the LATAM channel strategy to enhance revenue growth and expand market reach.

• Recruit, onboard, and activate new partners in key markets across Latin America.

• Create and oversee territory and partner business plans with measurable growth targets.

• Broaden partner coverage in underrepresented markets and discover new routes to market.

• Cultivate executive-level relationships with partner principals, sales leaders, and technical teams.

• Conduct Quarterly Business Reviews and ongoing performance assessments.

• Ensure partner accountability for revenue, pipeline, certification, and business development objectives.

• Address channel conflicts and harmonize direct and indirect sales teams.

• Own targets related to partner-generated and partner-influenced pipelines.

• Assist in identifying opportunities, deal registration, pricing strategies, and competitive positioning.

• Facilitate collaborative selling initiatives between partners and field sales teams.

• Encourage partner involvement in strategic opportunities and account planning processes.

• Lead onboarding initiatives and enhance partner sales, technical, and service capabilities through training and certification programs.

• Coordinate product launches, enablement workshops, and partner readiness initiatives.

• Ensure partner adoption of company tools, processes, and programs.

• Implement co-branded campaigns and partner events in collaboration with marketing teams.

• Manage Market Development Funds and monitor return on investment.

• Support webinars, roadshows, and industry events across the region.

• Encourage partner participation in incentive and growth programs.

• Collaborate with regional distribution partners to enhance business performance.

• Align distributor business plans with partner growth strategies.

• Monitor distributor pipeline, forecasting, and partner engagement activities.

• Utilize distribution resources to boost partner recruitment and enablement.

• Work closely 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 strategies based on regional needs.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Technology, or a related field.

• Over 7 years of experience in Channel Sales, Partner Management, Alliance Management, or Distribution Sales.

• Proven track record in managing VARs, distributors, system integrators, or service provider partnerships.

• Strong understanding of the LATAM IT channel ecosystem.

• Experience in developing partner business plans and driving indirect revenue growth.

• Demonstrated ability to influence executive stakeholders both internally and externally.

• Excellent commercial, negotiation, and presentation skills.

• Familiarity with CRM platforms such as Salesforce.

• Fluent in English.

• Fluent in Spanish.

• Proficiency in Portuguese is strongly preferred.

• Willingness to travel 40-50% of the time throughout Latin America and North America.

🏝️ Benefits

• Eligibility to participate in Hitachi Vantara’s bonus/variable/commission pay programs, where applicable.

• Industry-leading benefits, support, and services promoting overall health and well-being.

• Flexible arrangements that cater to your needs (role and location dependent).

• A sense of belonging, autonomy, freedom, and ownership.

• Reasonable accommodations during the recruitment process.