Regional Partner Manager

Responsibilities

• Build and maintain strong relationships with partners, including CSPs, sellers, engineers, and leadership teams.
• Develop and execute partner strategies and business plans for focus partner accounts.
• Implement National Partner and CSP strategies for AWS, GCP, and Azure at a regional level.
• Lead enablement activities for LATAM partners, engaging leadership, sales, and technical teams.
• Collaborate with the broader channel organization to develop and implement regional strategies, and educate sellers on partner go-to-market strategies and value propositions.
• Facilitate account mapping between partner and sales teams, and maintain a leadership cadence between company and partner sales leadership.
• Communicate partner strategies in weekly team meetings, sharing best practices and partner success strategies.
• Oversee cloud strategies for partners targeting specific accounts, including cloud spend, commitments, and billing contacts.
• Serve as the primary contact for partner conflicts, provide sales-cycle support, manage escalations, and drive conflict resolution according to Partner Rules of Engagement.
• Oversee partner application management and administration, and manage reseller agreements in collaboration with Legal, including MNDA, OTRA, master agreements, and order forms.
• Deliver first-meeting pitches to partner teams.
• Align with field and partner marketing on partner strategies, organize at least four partner events per quarter, and execute follow-up strategies.
• Manage budgets, spiffs, and promotional execution, and oversee ACE deal management through WorkSpan integration in SFDC.
• Drive and qualify partner-sourced deal registrations and support sellers in managing deals for seamless partner engagement.
• Track private offers and coordinate with sellers and partner operations to ensure deal success.
• Provide partner-team forecasting and deal-engagement oversight.
• Deliver weekly reports to leadership and supported teams.

Requirements

• 10 years of channel sales experience.
• Experience in SaaS channel sales.
• Experience in channel recruitment and onboarding.
• Deep expertise in channel sales and partnerships, including VAR, GSI, and MSP models.

Nice-to-haves

• Proven track record of exceeding sales targets.
• Established relationships with LATAM partner reseller leadership.
• Familiarity with cloud service provider marketplaces, including AWS, Azure, and GCP.
• Creative problem-solving abilities and a knowledge-sharing mindset.
• Strong process orientation, attention to detail, and operational excellence.

Work Authorization

• Applicants must have the legal right to work in the country where the position is based without visa sponsorship.