LATAM Indirect Channel Director Lead

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LATAM Indirect Channel Director Lead

We are currently looking for a highly motivated and experienced leader to lead a high performance Latin America Alliances and Channels Indirect Channel organization and accelerated growing business with Resellers and OSPs, as well as support aggressive plans to strategically grow our Cloud Reseller partnerships in this hyper growth region.

The ideal candidate will blend strategic thinking, outstanding partner relationship management skills, an entrepreneurial mindset and leadership skills to lead a high performance team of channel alliances senior managers. In addition, an ability to effectively collaborate with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, partner programs, and operations across Latin America countries is critical.

MAJOR RESPONSIBILITIES INCLUDE:

* Lead a high performance team across Latin America countries. Develop the team.
* Develop & execute LATAM Indirect Plan aligned to all TOP Resellers and internal stakeholder buy-in
* Conduct quarterly business review and lead team to high perform their annual revenue targets, driving execution aligned with regional/country ecosystem resources.
* Drive account planning and co-selling cadence with top strategic accounts in region, jointly with the Reseller
* Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
* Conduct regular cadence between Resellers to track the ongoing pipeline, demand generation and forecasting
* Act as a liaison between Salesforce and our reseller partners to build, maintain and manage relationships with current and prospective partners
* Lead and Manage all aspects of LATAM Reseller development, including: partner identification and recruitment for coverage gap, relationship building, developing launch activities, validating partner value proposition, QBRs, assessing partner competencies, driving certifications, managing incentives/benefits and delivering against Resell ACV targets
* Play a proactive role in the development of our reseller partner ecosystem and reseller program as both grow and evolve.
* Work closely with sales, marketing, product, business development, and strategy to design the go-to-market strategy and drive execution of Plan and manage KPIs.
* Provide consistent partner management to ensure that our Reseller partners are developing their sales, pre-sales and post-sales capabilities in line with Salesforce strategy
* Initiate and conduct/coordinate sales, pre-sales, product readiness and post-sales training events


Qualifications:


* Demonstrated experience successfully building partner programs for software OEM, OSP, VAR, and/or ISV channels
* 13+ years of experience in consulting, management, sales and/or business leadership in the enterprise software or related industry
* Outstanding knowledge of partner development approaches to seed and grow software partner businesses
* Experience working with multiple Sales teams driving and building the partner ecosystem
* Ability to think strategically and develop compelling plans for new partner initiatives
* History of successfully developing and leading multiple strategic partnerships
* Working knowledge of Salesforce technology and SaaS, PaaS, and a PaaS markets
* Experience creating and building differentiated relationships with Reseller partners
* Strong knowledge and network/references from partners and contacts in LATAM


Knowledge/Skills/Experience:

* Strong Leadership skills
* Business Management skills - P&L
* Sound business acumen skills; thrive in a fast-paced, dynamic work environment
* Excellent spoken and written communication, interpersonal, relationship building and negotiation skills
* Highly motivated and independent contributor
* High energy, enthusiasm, and passion for the business
* Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining executive-level relationships with clients, partners, etc.
* Willing and able to travel, as required.

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