[Hiring] LATAM Distribution Partner Manager @Hitachi

Role Description

The LATAM Partner Manager is responsible for developing, managing, and growing strategic channel and alliance relationships across Latin America. This role drives revenue growth through distributors, value-added resellers (VARs), systems integrators, service providers, and other strategic partners by executing channel strategies, recruiting new partners, enabling existing partners, and aligning joint go-to-market initiatives.

The successful candidate will serve as the primary liaison between the company, its distributor ecosystem, and regional partners, helping accelerate pipeline creation, deal registration, partner-led opportunities, and long-term business growth throughout the LATAM region.

• Partner Strategy & Business Development
  • Develop and execute the LATAM channel strategy to drive revenue growth and market expansion.
  • Recruit, onboard, and activate new partners in priority markets throughout Latin America.
  • Create and manage territory and partner business plans with measurable growth objectives.
  • Expand partner coverage in underserved markets and identify new routes to market.
• Partner Relationship Management
  • Build executive-level relationships with partner principals, sales leaders, and technical teams.
  • Conduct Quarterly Business Reviews (QBRs) and ongoing performance reviews.
  • Drive partner accountability against revenue, pipeline, certification, and business development goals.
  • Resolve channel conflicts and ensure alignment between direct and indirect sales teams.
• Revenue & Pipeline Growth
  • Own partner-generated and partner-influenced pipeline targets.
  • Support opportunity identification, deal registration, pricing strategy, and competitive positioning.
  • Facilitate joint selling motions between partners and field sales teams.
  • Drive partner participation in strategic opportunities and account planning activities.
• Partner Enablement
  • Lead onboarding programs for new partners.
  • Develop partner sales, technical, and services capabilities through training and certification programs.
  • Coordinate product launches, enablement workshops, and partner readiness initiatives.
  • Ensure partner adoption of company tools, processes, and programs.
• Marketing & Demand Generation
  • Collaborate with marketing teams to execute co-branded campaigns and partner events.
  • Manage Market Development Funds (MDF) and track return on investment.
  • Support webinars, roadshows, and industry events throughout the region.
  • Promote partner participation in incentive and growth programs.
• Distributor Management
  • Work closely with regional distribution partners to drive business performance.
  • Align distributor business plans with partner growth objectives.
  • Monitor distributor pipeline, forecasting, and partner engagement activities.
  • Leverage distribution resources to expand partner recruitment and enablement.
• Cross-Functional Collaboration
  • Partner with Sales, Marketing, Technical Services, Operations, and Customer Success teams.
  • Provide market intelligence regarding competitive activity, customer trends, and partner feedback.
  • Influence channel programs and go-to-market initiatives based on regional requirements.

Qualifications

• Bachelor's degree in Business, Marketing, Technology, or related field.
• 7+ years of experience in Channel Sales, Partner Management, Alliance Management, or Distribution Sales.
• Proven success managing VARs, distributors, system integrators, or service provider partnerships.
• Strong understanding of the LATAM IT channel ecosystem.
• Experience developing partner business plans and driving indirect revenue growth.
• Demonstrated ability to influence executive stakeholders internally and externally.
• Strong commercial, negotiation, and presentation skills.
• Experience with CRM platforms such as Salesforce.

Requirements

• Fluent English
• Fluent Spanish
• Portuguese strongly preferred
• Ability to travel up to 40-50% throughout Latin America and North America.

Benefits

• Industry-leading benefits, support, and services that look after your holistic health and wellbeing.
• Flexible arrangements that work for you (role and location dependent).
• Participation in Hitachi Vantara’s bonus/variable/commission pay programs, where applicable.