Partner Sales Manager, Latin America

As Partner Sales Manager, Latin America, you will play a key role on Delinea’s Global Partner Organization team, acting as the quarterback of your partner portfolio. You will develop and nurture strategic, mutually beneficial relationships with a targeted set of regional partners, ranging from resellers, distributors, Systems Integrators (SIs) and technology partners to drive partner-sourced and partner-influenced revenue through joint sales efforts. You will own joint go-to-market planning, partner enablement, and performance management, coordinating all company activities with your partners including education, marketing, executive briefings, business planning and client engagements.

Responsibilities

Revenue growth through partners — Own partner-sourced/influenced pipeline and bookings targets; Enablement & training — Deliver technical and sales training, and guide partners on monetization, business models, differentiation, and where to invest to grow and specialize their practice; Relationship management — Act as the trusted advisor and escalation point for partners, orchestrating and motivating a partner ecosystem rather than managing relationships one at a time; Joint go-to-market planning — Build co-selling and co-marketing plans with partners, including MDF allocation, joint webinars, and demand-gen campaigns targeting IT/security buyers; Performance tracking & QBRs — Monitor partner pipeline, win rates, and renewal/expansion revenue; run quarterly business reviews to align on growth plans; Actively engage company resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for company; Promote company offerings to become a key part of the partner's business and solutions; may be brought by partner to sell company brand to end-customers; Achieve assigned quota for company products, services and software; Create, fill-in, and manage company funnel for deals with partners and transform potential leads into joint sales activities; Provide the business rationale and risk assessment for making company investments in the partner; Recruit and develop business relationships with new partners

Requirements

Minimum 10 years of partner sales experience in the software industry; Experience developing outcome-based strategic plans with the partner to grow the business; Ability to partner effectively with others in the account to ensure coordinated efficient account management; Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members; Demonstrated use of AI and automation tooling to eliminate manual administrative work and reinvest that time in partner-facing activity; Independent judgment methods, techniques, and evaluation criteria for obtaining results; Excellent communication skills: you are articulate, straightforward, thoughtful, and consistent; Strong presentation skills with the ability to articulate complex concepts to cross-functional audiences; Strong attention to detail, with strong analytical problem-solving ability; A natural inclination for building and fostering relationships with clients and project teams; Team player mindset – you’re at your best in a closely collaborative environment; Ability to maintain multiple deadlines, with various stakeholders while delivering consistent results; Strong business acumen with a demonstrated track record of driving results; Ability to travel up to 50% as required with in accordance with safe guidelines

Nice to have

Bachelor's degree in Business, Science, Technology, Engineering, Math, or an additional 5 years of equivalent experience

Benefits

Competitive salaries; meaningful bonus program; excellent benefits including healthcare insurance; pension/retirement matching; comprehensive life insurance; employee assistance program; time off plans; paid company holidays; meaningful work; culture of innovation; career progression