Parcerias & Canais (SaaS) – Partner/Channel Manager / Business Development / Alliances

1 semana atrás

Índio do Brasil Conexão Azul Digital Tempo inteiro

Resumo do cargo

Pessoa responsável por desenvolver e escalar parcerias (agências, consultorias, ISVs/VAR/MSP), criando um motor previsível de geração de receita via white-label, revendas e alianças. Atuação consultiva, relacional e orientada a resultados, com autonomia para testar e ajustar o modelo de canal.

Como terá sucesso no cargo

- Constrói uma pipeline ativa de parceiros e os leva ao 1o cliente em produção.
- Cria acordos claros de valor (co-selling/co-delivery) e materiais simples de enablement.
- Mantém rituais de execução com parceiros (cadência, metas, lições aprendidas) e melhora o funil continuamente.
- Colabora com Produto, Implantação e Comercial para remover bloqueios e acelerar go-live.

Como o cargo se encaixa na organização

Reporta ao(s) fundador(es) e trabalha transversalmente com Produto, Implantação/CS e Vendas, sendo peça-chave da nossa estratégia de Go-to-Market via ecossistema.

Responsabilidades

- Prospecção e qualificação de parceiros por vertical (agências, consultorias, integradores, ISVs/VAR/MSP).
- Negociação e formalização de acordos de parceria (objetivos, incentivos, ritos e critérios de sucesso).
- Enablement de canal: criação de one-pagers, decks, playbooks e sessões de capacitação.
- Orquestração de co-selling e co-delivery até o 1o cliente em produção de cada parceiro.
- Gestão de pipeline e previsibilidade: registro em CRM, acompanhamento de indicadores e feedback contínuo.
- Cocriação com Produto: retorno estruturado sobre demandas do canal e oportunidades por vertical.

Qualificações

- Experiência prévia em Parcerias/Channel/Alliances/Business Development em SaaS ou serviços tecnológicos (ou repertório equivalente).
- Comunicação clara (oral e escrita), capacidade de síntese executiva e construção de relacionamentos de confiança.
- Organização e disciplina de CRM; familiaridade com termos de canal (white-label, reseller, ISV/OEM, VAR/MSP, enablement).
- Vontade de aprender sobre automação e agentes de IA; não é necessário programar.
- Disponibilidade remota (carga flexível, preferência manhã).

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