Location: Brazil

About the position:

We are seeking a dynamic and strategic Channel Sales Director to lead a high-performing team and drive growth with key Global System Integrators (GSIs), Value-Added Resellers (VARs), and security-focused partners across the LATAM region. This role requires a visionary leader with a deep understanding of channel ecosystems, the ability to execute regional go-to-market strategies, and a passion for fostering strong partnerships to maximize revenue growth.

Responsibilities include:

Strategic Leadership

• Lead and mentor a team of four channel managers based in Colombia, Brazil, and Mexico, driving business development efforts across LATAM.
• Coach and train the team to excel in new business acquisition, competitive displacement, managed services, and resale of Netskope Cloud Security products and services.
• Develop and execute a comprehensive business plan for key partners, with a particular focus on personally owning and leading the distribution strategy in a two-tier GTM environment (experience with Ingram Micro preferred).
• Cultivate long-term, strategic relationships to ensure sustainable business growth and success.

Team Leadership

• Manage and develop a team of 4 channel account managers based in Brazil, Colombia and Mexico and assist them and them accountable for the success with partners of all types across the region
• Lead a virtual cross-functional team, including channel marketing and partner success managers, ensuring structured engagement and strategic alignment.
• Influence and collaborate with local country sales managers, regional sales leaders, and global channel teams to drive alignment with the Netskope Partner Program.

Key Goals:

Revenue & Growth

• Drive business expansion with enterprise and major customers, increasing pipeline generation and closure rates across the region.
• Identify, recruit, and enable the right channel partners and GSI partners to penetrate large enterprise clients and address their cybersecurity needs.

 Business Planning & Execution

• Develop and execute LATAM-specific business plans aligned with global strategies, securing partner commitment for revenue targets, market focus, and capability development.
• Work cross-functionally with sales, marketing, presales, and services teams to implement structured marketing and enablement initiatives.
• Ensure consistency with global go-to-market strategies and execution through a matrixed team.

Performance Management & Enablement

• Lead quarterly business reviews and strategic meetings with partners to assess performance and drive results.
• Establish and maintain a strong cadence of collaboration between Netskope and distribution leadership at both the LATAM and regional levels.
• Develop and deploy enablement programs to enhance partner teams’ technical and sales expertise.

 Mindshare & Relationship Management

• Build and nurture executive-level relationships within the LATAM partner community to enhance brand awareness and partner engagement.
• Drive strategic engagement with partner executives to strengthen collaboration.
• Communicate success stories and key business priorities across LATAM and regional teams.

 Reporting & Best Practices

• Own regional partner forecasting and provide key business updates to stakeholders.
• Share best practices across regions and business units to enhance efficiency and performance.
• Support local channel sales teams in customer engagements, identifying competitive opportunities, and driving successful pursuits.

 Key Competencies:

Initiative & Experience

• Proven track record in managing large resellers and GSIs, driving business through channel partnerships.
• Experience in senior leadership roles within major technology organizations.

Sales & Negotiation Expertise

• Strong sales negotiation skills with the ability to articulate product value to partners.
• Proficient in professional sales techniques and forecasting.

Communication & Partner Engagement

• Exceptional communicator and presenter with the ability to build trust and credibility with partners and customers.
• Strong influencing and stakeholder management skills across multiple levels.

 Business Acumen & Execution

• Strategic thinker with strong financial and business acumen.
• Ability to balance technical and commercial considerations to drive customer satisfaction.
• Results-oriented with a strong sense of urgency and accountability

Teamwork & Cultural Adaptability

• Ability to thrive in a matrixed organization and collaborate across functional and cultural boundaries.
• Open-minded, adaptable, and committed to teamwork.

 Work Ethics & Integrity

• Demonstrates high professional standards, reliability, and integrity.
• Committed to excellence and quality in all aspects of work.

Self-Reliance & Flexibility

• Self-motivated and adaptable, capable of working independently while maintaining strategic alignment.

Job Requirements:

• Extensive experience managing large partner networks and global partnerships within a leading technology company.
• Strong strategic planning and execution skills, particularly in go-to-market strategies with regional and global partners.
• Exceptional stakeholder management capabilities, with the ability to drive results through virtual teams.
• Proven success in quota achievement and executive-level sales engagements.
• Experience in both direct sales and partner sales models.
• Excellent verbal and written communication skills, including presentation capabilities.
• Strong ability to work in a collaborative, matrixed environment.
• Solid business and commercial acumen with a keen eye for detail.

Personal Attributes:

• Self-starter with high energy and initiative.
• Goal-driven and results-oriented.
• Strong executive presence with the ability to influence senior stakeholders.
• Effective in managing internal resources and cross-functional teams.
• Committed to continuous learning and professional development.
• Excellent time management and organizational skills.

Qualifications:

• Bachelor’s degree required; professional training in sales or account management preferred.
• Multilingual proficiency: English, Portuguese and Spanish essential

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