Channel Sales Manager, LATAM

About the role

Cribl is seeking a motivated Channel Sales Manager to drive our partner ecosystem growth across Latin America. You will be instrumental in expanding our market reach by developing and nurturing relationships with key channel partners. This role focuses on enabling partners to successfully sell and deliver Cribl's innovative telemetry solutions. You will own the end-to-end channel sales cycle in the region, from initial partner recruitment to the successful execution of joint deals. The position requires a proactive approach to identifying new business opportunities within the partner network. You will act as the primary strategic advisor to channel partners regarding Cribl's product positioning. Success in this role depends on your ability to translate complex technical concepts into clear value propositions for diverse audiences. You will be responsible for ensuring that all partner activities directly support the broader company revenue targets.

Key facts

What you'll do

Develop and execute a strategic plan to expand Cribl's channel presence in the LATAM region.

Recruit, onboard, and enable new channel partners, including Value-Added Resellers (VARs) and Service Delivery Partners.

Foster strong relationships with existing partners to drive joint go-to-market initiatives and revenue.

Provide partners with the necessary training, resources, and support to effectively position and sell Cribl's product suite.

Collaborate with internal sales and marketing teams to ensure partner success and alignment with company objectives.

Track and report on partner performance metrics, identifying areas for improvement and growth.

Identify and analyze market trends within the LATAM region to inform channel strategy and partner focus.

Own the management of key partner agreements and ensure compliance with program requirements.

Work closely with engineering and product teams to provide partner feedback for future product development.

Leverage data and insights to optimize channel performance and maximize return on investment.

Conduct regular business reviews with partners to assess progress and set future goals.

Support the creation of localized sales materials and messaging for the LATAM market.

Resolve partner issues and escalations promptly to maintain strong and productive relationships.

Contribute to the overall growth strategy of the Cribl observability pipeline within the assigned territory.

Requirements

Minimum of 5 years of experience in channel sales or partner management within the technology sector, specifically in Latin America.

Demonstrated success in building and managing a partner network that drives revenue.

Proficiency in understanding and articulating complex technical solutions, particularly in areas like observability, data management, and cloud technologies.

Bachelor's degree in Business, Marketing, Computer Science, or a related field.

Fluency in both English and Spanish is required; Portuguese is a significant advantage.

Proven track record of working with indirect sales models and channel programs.

Strong understanding of the sales cycles and decision-making processes within enterprise environments.

Ability to travel up to 50% within the LATAM region as required for partner meetings and industry events.

Experience with CRM software, specifically Salesforce, is mandatory for tracking activities and forecasting.

Knowledge of common cloud platforms is essential for discussing technical integrations with partners.

Familiarity with security and networking technologies is required to discuss product integrations effectively.

Commitment to maintaining the highest level of integrity and ethical standards in all partner interactions.

Willingness to adhere to Cribl policies and procedures to ensure operational excellence.

Nice to have

Experience with security and networking technologies from vendors like Palo Alto Networks, Crowdstrike, Splunk, and Elastic.

Knowledge of cloud platforms such as Amazon Web Services, Microsoft Azure, and Google Cloud.

Practical notes

Cribl offers competitive compensation, including base salary and commission.

This role may require up to 50% travel within the LATAM region.

Visa sponsorship is not available for this position.