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About the role
- Director of Channel Sales for Instant ID Issuance leading Entrust's business in Latin America and Caribbean. Responsible for strategic leadership, market penetration, and revenue performance.
Responsibilities
- Define and own the Latin America and Caribbean channel strategy aligned with global objectives, ensuring scalability and long-term growth.
- Drive regional business planning, forecasting, and performance analysis to meet revenue and profitability targets.
- Influence partner program policies and certification frameworks to strengthen channel capabilities.
- Provide strategic input to product marketing and management on market trends, competitive positioning, and partner requirements for future innovation.
- Champion initiatives within the Instant Identity Issuance channel network to enhance partner engagement and operational efficiency.
- Build and nurture executive-level relationships with strategic partners across VAR, MSP, OEM, and Distributor segments.
- Identify and develop new market opportunities, including strategic alliances and joint ventures.
- Represent Entrust at major industry events, partner conferences, and thought leadership forums to elevate brand presence.
- Collaborate with regional and global teams to design and deliver high-impact partner programs and incentives.
- Lead and develop a high-performing sales team, fostering a culture of accountability and growth.
- Drive talent development initiatives, succession planning, and organizational capability building.
- Act as a senior escalation point for complex issues, ensuring timely resolution and stakeholder alignment.
- Promote cross-functional collaboration to achieve strategic objectives and operational excellence.
Requirements
- Minimum of 8 years in channel sales leadership within B2B environments in Identity and Access Management or related technology sectors.
- Proven track record of driving strategic growth and driving revenue through partner ecosystems.
- Strong business acumen with expertise in market analysis, forecasting, and strategic planning.
- Demonstrated success in influencing high level strategies and managing complex partner networks.
- Ability to work collaboratively with colleagues and leadership to create a results driven, team-oriented environment.
- Excellent written and verbal communication and interpersonal skills.
- Proficiency in Customer Relationship Management (CRM), Partner Relationship Management (PRM), and other business intelligence tools.
- High School Diploma, GED or Equivalent.
- Must be able to lawfully work within the US and have unrestricted work authorization for the US.
- Required Travel within territory: Approximately 25-30%.
Benefits
- comprehensive health and well-being programs
- medical
- vision
- dental
- generous 401(k) matching contribution
- life and disability insurance
- mental health coaching
- virtual fitness programs
- paid personal time off plus 12 paid holidays
- parental leave
- education reimbursement
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