Senior Manager, Channels

Responsibilities

• Lead, develop, and manage the Brazil Partner Manager team, including hiring, coaching, performance management, and talent development.
• Own channel strategy and execution for Brazil, aligning partner coverage, capabilities, and investments with Sales priorities.
• Drive partner-sourced pipeline and incremental revenue through existing and new partners.
• Build and maintain an ecosystem of system integrators, managed service providers, resellers, and specialized technology partners.
• Partner with Enterprise, Mid-Market, and Commercial Sales leadership on account strategies, partner engagement, and new-logo and expansion opportunities.
• Establish executive relationships with key partners and handle complex partner, commercial, and go-to-market escalations.
• Strengthen partner technical capabilities, certifications, services capacity, and customer support readiness.
• Connect Brazil channel partners with AWS, Microsoft Azure, and Google Cloud for joint go-to-market initiatives.
• Establish operating cadences covering business planning, pipeline reviews, account mapping, and performance reviews.
• Own channel metrics, forecasting, pipeline visibility, and reporting to Brazil and Latin America leadership.
• Identify partner coverage, skills, specialization, and geographic gaps and develop remediation plans.

Requirements

• 5+ years of people leadership experience, including hiring, coaching, and developing sales or partner professionals.
• 10+ years of experience in Channels, Partnerships, Business Development, or enterprise technology sales.
• Experience preferably in SaaS, cloud, cybersecurity, observability, or related technology markets.
• Proven success building and scaling partner ecosystems and generating measurable pipeline and revenue through partners.
• Strong knowledge of the Brazilian technology and partner ecosystem.
• Experience working with direct Sales organizations across multiple segments, ideally including Enterprise and Commercial.
• Strong business acumen and experience managing pipeline, forecasting, partner performance, and investment priorities.
• Ability to understand technical concepts and connect partner capabilities to customer and sales requirements.
• Strong executive presence and ability to build trusted relationships with senior stakeholders and partner executives.
• Based in São Paulo, Brazil, with the ability to work from the São Paulo office in a hybrid workplace model.
• Excellent written and verbal communication skills in Portuguese and English.
• Comfortable with strategic leadership and hands-on execution in a fast-growing environment.