LATAM Channel & Partner Growth Leader

Hitachi Vantara; Miami (FL); On-site; USD 150,000 - 160,000; Full time

Job summary

Hitachi Vantara is seeking a LATAM Partner Manager to develop, manage, and grow strategic channel and alliance relationships across Latin America. This role drives revenue via distributors, VARs, SI firms, service providers, and other partners by executing channel strategies and enabling partners.

The successful candidate will liaise between the company, its distributor ecosystem, and regional partners to accelerate pipeline, deal registration, and partner-led growth across LATAM, including

Qualifications

• Bachelor's degree in Business, Marketing, Technology, or related field.
• 7+ years of experience in Channel Sales, Partner Management, Alliance Management, or Distribution Sales.
• Proven success managing VARs, distributors, system integrators, or service provider partnerships.
• Strong understanding of the LATAM IT channel ecosystem.
• Experience developing partner business plans and driving indirect revenue growth.
• Demonstrated ability to influence executive stakeholders internally and externally.
• Strong commercial, negotiation, and presentation skills.
• Experience with CRM platforms such as Salesforce.

Responsibilities

• Develop and execute the LATAM channel strategy to drive revenue growth and market expansion.
• Recruit, onboard, and activate new partners in priority markets throughout Latin America.
• Create and manage territory and partner business plans with measurable growth objectives.
• Expand partner coverage in underserved markets and identify new routes to market.
• Build executive-level relationships with partner principals, sales leaders, and technical teams.
• Conduct Quarterly Business Reviews (QBRs) and ongoing performance reviews.
• Drive partner accountability against revenue, pipeline, certification, and business development goals.
• Resolve channel conflicts and ensure alignment between direct and indirect sales teams.
• Own partner-generated and partner-influenced pipeline targets.
• Support opportunity identification, deal registration, pricing strategy, and competitive positioning.
• Facilitate joint selling motions between partners and field sales teams.
• Drive partner participation in strategic opportunities and account planning activities.
• Lead onboarding programs for new partners.
• Develop partner sales, technical, and services capabilities through training and certification programs.
• Coordinate product launches, enablement workshops, and partner readiness initiatives.
• Ensure partner adoption of company tools, processes, and programs.
• Collaborate with marketing teams to execute co-branded campaigns and partner events.
• Manage Market Development Funds (MDF) and track return on investment.
• Support webinars, roadshows, and industry events throughout the region.
• Promote partner participation in incentive and growth programs.
• Work closely with regional distribution partners to drive business performance.
• Align distributor business plans with partner growth objectives.
• Monitor distributor pipeline, forecasting, and partner engagement activities.
• Leverage distribution resources to expand partner recruitment and enablement.
• Partner with Sales, Marketing, Technical Services, Operations, and Customer Success teams.
• Provide market intelligence regarding competitive activity, customer trends, and partner feedback.
• Influence channel programs and go-to-market initiatives based on regional requirements.

Skills

Channel Sales

Partner Management

Alliance Management

Distribution Sales

Sales Negotiation

Executive Influence

Presentation Skills

Salesforce CRM

Education

Bachelor's degree in Business, Marketing, Technology, or related field

Tools

Salesforce

Job description

Hitachi Vantara is seeking a LATAM Partner Manager to develop, manage, and grow strategic channel and alliance relationships across Latin America. This role drives revenue via distributors, VARs, SI firms, service providers, and other partners by executing channel strategies and enabling partners.

The successful candidate will liaise between the company, its distributor ecosystem, and regional partners to accelerate pipeline, deal registration, and partner-led growth across LATAM, including