About Netskope
Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security.
Since 2012, we have built the market-leading cloud security company and an award-winning culture powered by hundreds of employees spread across offices in Santa Clara, St. Louis, Bangalore, London, Paris, Melbourne, Taipei, and Tokyo. Our core values are openness, honesty, and transparency, and we purposely developed our open desk layouts and large meeting spaces to support and promote partnerships, collaboration, and teamwork. From catered lunches and office celebrations to employee recognition events and social professional groups such as the Awesome Women of Netskope (AWON), we strive to keep work fun, supportive and interactive. Visit us at Netskope Careers. Please follow us on LinkedIn and Twitter@Netskope.
Location: Brazil
About the position:
We are seeking a dynamic and strategic Channel Sales Director to lead a high-performing team and drive growth with key Global System Integrators (GSIs), Value-Added Resellers (VARs), and security-focused partners across the LATAM region. This role requires a visionary leader with a deep understanding of channel ecosystems, the ability to execute regional go-to-market strategies, and a passion for fostering strong partnerships to maximize revenue growth.
Responsibilities include:
Strategic Leadership
- Lead and mentor a team of four channel managers based in Colombia, Brazil, and Mexico, driving business development efforts across LATAM.
- Coach and train the team to excel in new business acquisition, competitive displacement, managed services, and resale of Netskope Cloud Security products and services.
- Develop and execute a comprehensive business plan for key partners, with a particular focus on personally owning and leading the distribution strategy in a two-tier GTM environment (experience with Ingram Micro preferred).
- Cultivate long-term, strategic relationships to ensure sustainable business growth and success.
Team Leadership
- Manage and develop a team of 4 channel account managers based in Brazil, Colombia and Mexico and assist them and them accountable for the success with partners of all types across the region
- Lead a virtual cross-functional team, including channel marketing and partner success managers, ensuring structured engagement and strategic alignment.
- Influence and collaborate with local country sales managers, regional sales leaders, and global channel teams to drive alignment with the Netskope Partner Program.
Key Goals:
Revenue & Growth
- Drive business expansion with enterprise and major customers, increasing pipeline generation and closure rates across the region.
- Identify, recruit, and enable the right channel partners and GSI partners to penetrate large enterprise clients and address their cybersecurity needs.
Business Planning & Execution
- Develop and execute LATAM-specific business plans aligned with global strategies, securing partner commitment for revenue targets, market focus, and capability development.
- Work cross-functionally with sales, marketing, presales, and services teams to implement structured marketing and enablement initiatives.
- Ensure consistency with global go-to-market strategies and execution through a matrixed team.
Performance Management & Enablement
- Lead quarterly business reviews and strategic meetings with partners to assess performance and drive results.
- Establish and maintain a strong cadence of collaboration between Netskope and distribution leadership at both the LATAM and regional levels.
- Develop and deploy enablement programs to enhance partner teams’ technical and sales expertise.
Mindshare & Relationship Management
- Build and nurture executive-level relationships within the LATAM partner community to enhance brand awareness and partner engagement.
- Drive strategic engagement with partner executives to strengthen collaboration.
- Communicate success stories and key business priorities across LATAM and regional teams.
Reporting & Best Practices
- Own regional partner forecasting and provide key business updates to stakeholders.
- Share best practices across regions and business units to enhance efficiency and performance.
- Support local channel sales teams in customer engagements, identifying competitive opportunities, and driving successful pursuits.
Key Competencies:
Initiative & Experience
- Proven track record in managing large resellers and GSIs, driving business through channel partnerships.
- Experience in senior leadership roles within major technology organizations.
Sales & Negotiation Expertise
- Strong sales negotiation skills with the ability to articulate product value to partners.
- Proficient in professional sales techniques and forecasting.
Communication & Partner Engagement
- Exceptional communicator and presenter with the ability to build trust and credibility with partners and customers.
- Strong influencing and stakeholder management skills across multiple levels.
Business Acumen & Execution
- Strategic thinker with strong financial and business acumen.
- Ability to balance technical and commercial considerations to drive customer satisfaction.
- Results-oriented with a strong sense of urgency and accountability
Teamwork & Cultural Adaptability
- Ability to thrive in a matrixed organization and collaborate across functional and cultural boundaries.
- Open-minded, adaptable, and committed to teamwork.
Work Ethics & Integrity
- Demonstrates high professional standards, reliability, and integrity.
- Committed to excellence and quality in all aspects of work.
Self-Reliance & Flexibility
- Self-motivated and adaptable, capable of working independently while maintaining strategic alignment.
Job Requirements:
- Extensive experience managing large partner networks and global partnerships within a leading technology company.
- Strong strategic planning and execution skills, particularly in go-to-market strategies with regional and global partners.
- Exceptional stakeholder management capabilities, with the ability to drive results through virtual teams.
- Proven success in quota achievement and executive-level sales engagements.
- Experience in both direct sales and partner sales models.
- Excellent verbal and written communication skills, including presentation capabilities.
- Strong ability to work in a collaborative, matrixed environment.
- Solid business and commercial acumen with a keen eye for detail.
Personal Attributes:
- Self-starter with high energy and initiative.
- Goal-driven and results-oriented.
- Strong executive presence with the ability to influence senior stakeholders.
- Effective in managing internal resources and cross-functional teams.
- Committed to continuous learning and professional development.
- Excellent time management and organizational skills.
Qualifications:
- Bachelor’s degree required; professional training in sales or account management preferred.
- Multilingual proficiency: English, Portuguese and Spanish essential
#LI-CJ1
Netskope is committed to implementing equal employment opportunities for all employees and applicants for employment. Netskope does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran statues, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expression, genetic information, pregnancy (including childbirth, lactation and related medical conditions), or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate.
Netskope respects your privacy and is committed to protecting the personal information you share with us, please refer to Netskope's Privacy Policy for more details.