Palo Alto Sr Director Channel Partner – LATAM 

Brazil, São Paulo, São Paulo 

963717971

Being the cybersecurity partner of choice, protecting our digital way of life.

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

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