Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.
The Channel Account Manager will be responsible for establishing, developing, and implementing key strategic territory plans, channel initiatives and partner account plans with solution provider/reseller partner(s) specializing in security solutions for the Brazil area in LATAM.
This position will work closely with key contacts to help partners build a vision and execute a strategy that derives maximum business benefit from offering our portfolio of solutions to their customers across Thales Data Security and Imperva. The CAM will manage all aspects of the business as well as be the liaison between the internal and partner sales and marketing teams.

The CAM will implement a ROI approach to partnering efforts with an emphasis on revenue generation, channel generated opportunities, and a focus on product offerings that differentiate Thales in the marketplace. The Channel Account Manager will need to understand how to drive channel growth, create channel opportunities and manage partner relationships.

Responsibilities

• Recruit and develop partners to drive Thales and Imperva sales.
• Manage, develop, and maintain strong and successful relationships with the channel partners, Thales sales teams, and key end-user customers for continued business growth.
• Build executive level Thales’s value propositions and joint business plans, with real actions and a regular cadence of reviews.
• Plan and develop go-to-market strategies and execute on marketing initiatives to deliver on the strategy.
• Conduct analysis of partner coverage in region identifying gaps where recruitment is needed.
• Understand key goals and objectives of the partner and come to agreement on mutual goals that align the partner with ours
• Understand and be conversant on the partner business metrics of taking on our solutions and building a profitable business selling, implementing, and supporting them. The CAM will facilitate and ensure all program requirements have been met by the partners.
• Key point of contact that manages the occasional handling of difficult conversations and bringing about successful resolutions with the partner.

Qualifications & Experience

• Bachelor´s degree, 4 years college degree or equivalent experience.
• At least 5 years of experience in channel sales and channel development in security, appdev, networking, cloud based or infrastructure company.
• Fluent in Portuguese and English (B2).

Position Requirements

• Availability to travel domestically and internationally within Latam.
• Brazilian citizenship or work permit.
• Hybrid role, office based in São Paulo.

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