Channel Account Manager

Partners are critical to our overall success and go to market strategy The Channel and Alliances team is in Brazil is looking for a Channel Account Manager. with experience managing channel business relationships and processes to drive sales of Confidencial (Apenas para Cadastrados) products and solutions.

We are seeking a dynamic, driven individual with a strong background working with key stategic partners in software sales. Additional consideration for cloud knowledge and sales experience. The right candidate will possess a full understanding of channel sales, distribution as well as partner programs in Brazil.

As a Channel Account Manager, you will:

• Analyze assigned territory to identify coverage gaps, based on Confidencial (Apenas para Cadastrados) channel product family portfolio and total addressable market opportunity.
• If applicable, with management support, identify, and selectively recruit new high-potential Partners.
• Build strong relationships with key Partner stakeholders ensuring Confidencial (Apenas para Cadastrados) significance and commitment.
• Understand Partner’s business model and prepare business cases to incent Partner investment.
• Set sales targets and key result areas for Partners appropriate to the market opportunity & business plan, ensuring coverage across partner portfolio is sufficient to exceed CAM assigned sales target and objectives.
• Collaborate with assigned Partners to develop annual joint business plans that define strategies and activities to exceed revenue goals; identifying and resolving Partner performance participation issues before they impact performance.
• Coordinate lead passing and collaboration between Confidencial (Apenas para Cadastrados) Inside Partner Sales and Marketing to the appropriate/qualified Partner and monitor Partner follow-up /success with Confidencial (Apenas para Cadastrados) generated leads.
• Ensure all opportunities are registered via the Partner Program Opportunity Registration Form (ORF) and all validated opportunities are in Orion.
• Collaborates with Confidencial (Apenas para Cadastrados) Inside Partner Sales and Pre-sales resources for deal progression & closure, and Confidencial (Apenas para Cadastrados) Customer Success for customer renewals and loyalty.
• Recruit attendance, and active participation, from Partners and their Clients in Confidencial (Apenas para Cadastrados), & distribution, in person & virtual events.
• Proactively ensure relationship bridge between Partners and key Confidencial (Apenas para Cadastrados) stakeholders; Confidencial (Apenas para Cadastrados) executives, lines of business, & other support/engagement teams.
• Formal and self-initiated CAM skill development, and knowledge of; industry and market insights, best practices, Confidencial (Apenas para Cadastrados) solutions, selling strategies.
• Be an advocate of Confidencial (Apenas para Cadastrados) Channel for Confidencial (Apenas para Cadastrados), including documenting and sharing wins and best practices within Confidencial (Apenas para Cadastrados), as appropriate.
• Ensure all applicable security policies and processes are followed to support the organization's secure software development goals.
• Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.

• Minimum five years of experience in channel sales or channel program management (preferably at a technology company), or Confidencial (Apenas para Cadastrados) related direct sales experience
• Bachelor's degree in Business or related discipline, and/or the equivalent in training and related experience.
• Ability to effectively communicate in English and Spanish (desired)
• Equivalent combination of related education, training and experience may be considered in place of the above qualifications.

• Knowledge of channel business model and development methods
• Relationship and partner management skills
• Experience recruiting, qualifying, managing and developing partners for a channel.
• Strong negotiation skills, with the ability to resolve channel conflict.
• Proven time management skills. Ability to lead, balance, and self-manage multiple simultaneous projects and activities.
• Proficient in CRM tools, MS Excel, Word and PowerPoint
• Ability to challenge and coach resell partners to develop pipeline and close deals in a timely manner with forecast discipline and accuracy.
• Ability to interact with executives.
• Attention to detail, commitment to quality, results driving, and customer focused.
• Knowledge of channel business model and development methods
• Ability to travel as required

• Flexible working hours / Hybrid working model.
• Top class health and dental insurance, wellness program, language education support with GoFluent.
• Your well-being matters, and that's why we support all dimensions of your well-being by offering programs that reduce stress and distractions to help you remain healthy and productive.
• Paid holidays and end-of-year holiday break

Job level will be determined based on the applicant's education, skills and experience. Resumes may be considered in the order they are received. Confidencial (Apenas para Cadastrados) employees performing certain job functions may require access to technology or software subject to export or import regulations. To comply with these regulations, Confidencial (Apenas para Cadastrados) may obtain nationality or citizenship information from applicants for employment. Confidencial (Apenas para Cadastrados) collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process