Channel Development Lead

Founded in 2005, WSO2 is the largest independent software provider of open-source API management, integration, and identity and access management (IAM) products. WSO2's products and platforms—including our next-gen internal developer platform, Choreo—empowers thousands of enterprises in over 90 countries to drive their digital transformation journeys in delivering secure digital services and applications. Our open-source, API-first approach frees developers and architects from vendor lock-in, enabling rapid digital product creation. Recognized for our leadership by industry analysts, WSO2 has over 800 employees worldwide with offices in Australia, Brazil, Germany, India, Sri Lanka, the UAE, the UK, and the US. WSO2 is an EQT portfolio company with nearly USD100M in annual recurring revenue. Visit to learn more.

About the Role

The Channel Development Leader - LATAM will work with existing partners and identify potential system integrators to grow their business using WSO2's software and SaaS solutions, thereby winning marquee new logos and driving multi-year subscription revenue for WSO2.

You will work closely with our partners throughout their sales cycles and across their sales, solution, and delivery organizations to facilitate WSO2 solutions and opportunities being offered, sold, and delivered.

You will be responsible for building trusted relationships within our partners, increasing WSO2 market share among a competitive environment, evangelizing about the partnership, and leading all business interactions within the sales, pre-sales, project/delivery management, and business leadership. You will own the strategy and the sell-to, sell-through, and sell-with motions with partners and will facilitate this through customer workshops, sales events, and executive engagements as required.

Your Key Responsibilities

• Build strategic relationships within defined partners at all levels in their organizations to evangelize and build stickiness on WSO2 technology.
• Articulate to these partners the details of our offerings and how these technologies help their customers to achieve business goals.
• Responsible for WSO2 partner readiness across sales, solutions, and delivery, including partners' GTM motions to efficiently and effectively position WSO2's offerings to prospects and customers.
• Responsible for building a sales pipeline (qualified opportunities as captured in Salesforce) and monitoring deal closures as per forecasts and targets.
• Negotiate contracts and commercial business terms.
• Deep understanding of the channel ecosystem in LATAM, their sales models, practices development, partner organizational structure, and their market approach models.
• Work closely with account managers, solution architects, marketing, product business units, and legal/finance to deliver on revenue targets and non-revenue objectives, and be the voice of the partner into WSO2.
• Drive a scheduled cadence between WSO2 and partners and lead executive interlocks between partners and WSO2's leadership team.
• Work with the marketing teams on both sides to put in place a partner-specific marketing plan to help drive demand in the region.
• Maintain an accurate record of all opportunities and engagements in Salesforce.
• Work collaboratively with different teams within WSO2 to drive a synchronized strategy to drive strategic relationships with all partners.

Qualifications and Skills

• Must reside in Brazil and possess the required business language skills.
• Fluency in Portuguese, English, and Spanish.
• Bachelor's degree (BA) or equivalent academic qualifications in Finance, Business Management, Economics, or other related areas.
• Quick technical grasp and understanding of WSO2 products.
• 5+ years experience in Sales, Business Development, Channels, and processing (analyzing, editing, extracting) large amounts of channel data.
• Understanding of partner programs from technology vendors in the market.
• Ability to work under daily and/or weekly deadlines in a fast-changing work environment.
• Excellent interpersonal and customer facing skills.
• Ability to multi-task and deal with customer-driven interruptions.
• CRM background is a plus.
• Ability to work autonomously.

In Addition to a Competitive Compensation Package, WSO2 Offers:

• A work culture and environment where we value both hard work AND flexibility.
• A flexible vacation/leave plan that fits your needs.
• Health, dental, and life insurance for you and your family.

Diversity Drives Innovation:

We've built our business on a commitment to diversity and inclusion.We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas.Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide.We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation,or veteran or marital status, and we do not tolerate any form of discrimination.

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