Hybrid Channel Business Manager

at Milestone PLM Solutions Private Limited

• Job title: Channel Business Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: C++, Cloud
• Location requirements: Hybrid, Mexico City, Mexico

About the role

• Channel Business Manager maximizing revenue in Mexico for Milestone Systems through partner collaboration. Drive sales and manage relationships within the security industry.

Responsibilities

• Drive sales of Milestone products and services via our two-tier distribution model, ensuring alignment with regional revenue goals.
• Manage, develop, and expand Value-Added Resellers (VARs) and System Integrators, focusing on moving them up the Milestone Partner Program tiers.
• Execute quarterly business reviews (QBR) and joint sales plans with Tier 1 partners to identify opportunities in the territory.
• Lead sales efforts using the "Milestone Team Selling" approach, coordinating with Tech Partners for integrated solutions.
• Grow year-over-year territory sales revenue faster than the market average, focusing on both software renewals and new project acquisitions.
• Live the Milestone core values of Reliability, Openness, Innovation, Flexibility, and Independence, maintaining the highest standards of professionalism.
• Provide quality and time-responsive service to all territory partners (resellers, eco partners, A&E’s, and Milestone colleagues).

Requirements

• Bachelor’s degree in Business, IT, or Engineering.
• Minimum 5 years of proven success in security industry sales or IT channel management.
• Solid understanding of IP networking, storage architectures, and Cloud/SaaS business models.
• Excellent storytelling and presentation skills, with the ability to influence C-level executives and technical stakeholders.
• Familiarity with the Mexican security market; certifications like ASIS (CPP/PSP) or similar are a plus.
• Demonstrated ability to manage complex negotiations and close high-value projects.
• Full professional proficiency in English and Spanish is required.

Benefits

• We pay 100% of the health insurance premiums for our employees and their eligible dependents, with an affordable 2 UMAM deductible and 10% coinsurance capped at MXN $26,500.
• We also offer a fully paid life insurance policy.
• Employees are offered paid vacation, sick, maternity, and paternity leave, as well as professional development, flexibility, and fitness reimbursement.