Sr. Director, Channel Partner – LATAM

Your Career

Join a team that's redefining cybersecurity partnerships in one of the world's most dynamic regions. As the Sr. Director of Channel Partners for LATAM, you will be responsible for designing and executing the partner ecosystem strategy across Latin America. You'll lead a regional team focused on expanding and enabling strategic partnerships, maximizing revenue growth, and improving partner-led sales productivity. This is a critical leadership role that sits at the intersection of sales, alliances, and marketing, and will shape how Palo Alto Networks shows up through its partners in the region.

Your Impact

- Own and execute a comprehensive LATAM channel strategy aligned with regional revenue and growth goals
- Develop and manage high-impact relationships with regional distributors, resellers, and alliance partners across key countries (e.g., Brazil, Mexico, Colombia, Chile, Argentina)
- Build and lead a team of Channel Business Managers to scale partner capabilities, drive enablement, and foster partner loyalty
- Expand and evolve our partner ecosystem to include next-generation MSSPs, cloud-native providers, and specialized regional players
- Drive joint go-to-market planning and execution with strategic partners, including pipeline development, co-selling, and marketing initiatives
- Collaborate closely with Sales, Marketing, Product, and Global Partner teams to align partner programs with LATAM GTM motions
- Define and track key performance indicators (KPIs), including partner-sourced and influenced pipeline, deal registration growth, and partner certification
- Develop tailored plans for top-tier partners, ensuring alignment on business priorities, certifications, and revenue targets
- Represent LATAM partner interests in global forums and advocate for regional-specific needs and investment
- Up to 50–70% regional travel required

Your Experience

- 12+ years of experience in high-tech channel sales, including 5+ years of leadership experience in the LATAM market
- Strong understanding of the LATAM IT channel landscape, including distribution, VARs, MSSPs, and cloud partners
- Proven ability to lead and scale teams across multiple countries and cultures in LATAM
- Demonstrated success driving double-digit growth through indirect sales channels
- Fluency in Spanish and English required; Portuguese is a plus
- Excellent cross-functional collaboration skills with a track record of driving execution through influence
- Self-starter with a bias toward action, strong analytical mindset, and data-driven approach
- Comfortable working in a high-growth, fast-paced, matrixed environment
- Experience with Salesforce, PRM tools, and Google Workspace preferred

Our Commitment

We're problem solvers that take risks and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Our Mission

At Palo Alto Networks everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few

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