Sonar - LATAM Channel Director
Requirements
• Have a proven track record of building scalable partner programs and managing complex channel ecosystems throughout Latin America, including Spanish-speaking countries and Brazil • Demonstrate experience delivering measurable business outcomes through indirect routes to market in enterprise software, cloud, cybersecurity, DevOps, or developer technology markets • Bring deep understanding of partner economics, regional business practices, and go-to-market execution across LATAM • Have experience influencing executive stakeholders and negotiating strategic partnerships at the regional and global level • Combine strategic thinking with hands-on execution — comfortable building programs while simultaneously driving results • Have a track record of driving partner sourced revenue through systems integrators, VARs, distributors, cloud hyperscalers, and managed service providers • We value diversity, equity, and inclusion
Responsibilities
• Develop and execute the partner ecosystem strategy across Latin America to accelerate revenue growth, expand market coverage, and drive customer acquisition through indirect routes to market • Build and manage relationships with regional and global systems integrators, value added resellers, distributors, cloud hyperscalers, managed service providers, and technology partners • Drive pipeline creation, co-sell engagement, and marketplace adoption across the region • Partner cross-functionally with sales, marketing, customer success, and alliance teams to align GTM execution and accelerate partner sourced revenue • Negotiate strategic partnerships and influence executive stakeholders internally and externally • Operate effectively across both Spanish-speaking Latin America and Brazil, navigating regional business practices and partner economics with fluency
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