LATAM Channel Director

Sonar; Austin (TX); On-site; USD 120,000 - 160,000; Full time

Job summary

Sonar is seeking a LATAM Channel Director responsible for developing and executing the partner ecosystem strategy across Latin America. In this role, you'll build and manage relationships with various partners, driving customer acquisition and revenue growth through indirect routes to market.

The ideal candidate will have a proven track record in managing complex channel ecosystems and delivering measurable outcomes in enterprise software or cloud markets. Join us in fostering a diverse and inclusive work environment.

Qualifications

• Proven track record of building scalable partner programs in LATAM.
• Experience with enterprise software, cloud, cybersecurity, or DevOps.
• Understanding of partner economics and go-to-market execution.

Responsibilities

• Develop and execute the partner ecosystem strategy in LATAM.
• Manage relationships with systems integrators and technology partners.
• Drive pipeline creation and co-sell engagement across the region.

Skills

Building scalable partner programs

Managing complex channel ecosystems

Influencing executive stakeholders

Driving partner sourced revenue

Fluent in Spanish

Job description

About The Role

The LATAM Channel Director is responsible for developing and executing the partner ecosystem strategy across Latin America to accelerate revenue growth, expand market coverage, and increase customer acquisition through indirect routes to market.

What You’ll Do

• 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

Experience Needed

• 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

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal‑opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at [email protected].