Head of Channel Sales – LATAM

As the Head of Channel Sales, you will play a pivotal role in the company's growth by developing and executing a comprehensive sell-out strategy in LATAM. Responsible for developing regional channel strategies, managing partner relationships, and ensuring that regional sales targets are met. You and your team will be responsible for identifying, onboarding, and nurturing end customers in coordination with our preferred partners (distributors, integrators, VAR, ISV). You will make sure they are well equipped to effectively promote and sell our products/services. This role requires a strong understanding of regional market dynamics and partner ecosystems. Your leadership will be instrumental in achieving and exceeding revenue targets while strengthening customer and partner relationships. As "Head of Channel Sales" you will work in collaboration with the "Head of Sub-Region" in developing and executing a channel sales strategy within a specific geographic region, leveraging existing partner networks to drive revenue growth by managing relationships with channel partners, ensuring alignment with regional sales goals, and coordinating sales efforts with the regional sales team to maximize market penetration and customer acquisition within that area.

This role requires a strong understanding of regional market dynamics and partner ecosystems.

Key Responsibilities

Regional Sales Strategy

• Identify and prioritize target market segments and geographic regions for revenue expansion.
• Work closely with the Head of Region to develop a customized channel sales strategy aligned with the overall regional business goals.
• Collaborate with channel partners to define a clear sales plan and objectives. Establish channel sales targets and quotas for regional partners, ensuring alignment with the overall company objectives
• Analyze market trends, competitor activity, and customer needs to identify opportunities for channel growth within the region.

Business development

• Identify and explore opportunities to expand Landi’s presence in the region.
• Pitch Landi’s value proposition to end customers.
• Close opportunities in cooperation with your channel partners.

Channel Partner Management

• Maintain strong relationships with your portfolio of channel partners, acting as their primary point of contact.
• Identify, recruit, and onboard new channel partners that align with regional market needs and company strategy.
• Develop and manage partner relationships, including performance expectations, incentive programs, and joint business plans.
• Collaborate with the Head of Region to identify key regional partners and prioritize sales efforts accordingly.
• Monitor partner performance, provide feedback, and address any issues to maintain optimal sales productivity.

Sales Enablement and Training:

• Provide ongoing training and support to regional channel partners on product knowledge, sales processes, and company messaging.
• Develo p and deliver targeted sales enablement materials to equip partners with the necessary tools to effectively sell the company's solutions.

Team Leadership and Development

• Recruit, mentor, and lead a high-performing team of Regional Sales Representative.
• Provide guidance, support, and professional development opportunities to team members.
• Foster a collaborative and results-oriented team culture.

Cross-Functional Collaboration and Communication:

• Work in collaboration with the Head of each region to define a clear sales plan and objectives.
• Working with team members from different departments to achieve project objectives, requiring strong communication and coordination skills.
• Regularly communicate channel sales performance metrics and insights to the Head of Region and other relevant stakeholders.
• Facilitate cross-functional collaboration between the regional sales team, marketing, customer service, and channel partners.
• Coordinate joint sales initiatives and marketing campaigns with the regional sales team to generate leads and drive sales.

Reporting and forecasting

• Leverage Salesforce to generate detailed reports on channel and customer activities, performance metrics, and revenue contributions.
• Analyze CRM data to identify trends, opportunities, and areas for improvement. Ensure the accuracy of revenue forecasts by meticulously maintaining and updating sales data in the CRM.
• Track key channel sales performance indicators (KPIs) to measure success and identify areas for improvement.
• Generate regular reports on channel sales activity, partner performance, and market trends to inform strategic decision-making.

Qualifications

• Bachelor’s degree in engineering or business administration, sales, or marketing (master’s preferred).
• Proven track record (minimum 8 years) of successfully building and managing channel sales programs, ideally in a leadership role.
• Exceptional interpersonal and communication skills, with the ability to build (from scratch) and maintain strong client relationships.
• Proficiency in data analysis and the use of CRM tools (Salesforce).
• Strong understanding of regional market dynamics and customer needs
• Proven ability to develop and execute successful channel sales strategies
• Strong communication and collaboration skills to work effectively with cross-functional teams
• Data analysis skills to monitor performance and identify opportunities for improvement