LATAM Channel Director

• Develop and execute the partner ecosystem strategy across Latin America to accelerate revenue growth, expand market coverage, and drive customer acquisition through indirect routes to market

• Build and manage relationships with regional and global systems integrators, value added resellers, distributors, cloud hyperscalers, managed service providers, and technology partners

• Drive pipeline creation, co-sell engagement, and marketplace adoption across the region

• Partner cross-functionally with sales, marketing, customer success, and alliance teams to align GTM execution and accelerate partner sourced revenue

• Negotiate strategic partnerships and influence executive stakeholders internally and externally

• Operate effectively across both Spanish-speaking Latin America and Brazil, navigating regional business practices and partner economics with fluency

The ideal candidate will:

• Have a proven track record of building scalable partner programs and managing complex channel ecosystems throughout Latin America, including Spanish-speaking countries and Brazil

• Demonstrate experience delivering measurable business outcomes through indirect routes to market in enterprise software, cloud, cybersecurity, DevOps, or developer technology markets

• Bring deep understanding of partner economics, regional business practices, and go-to-market execution across LATAM

• Have experience influencing executive stakeholders and negotiating strategic partnerships at the regional and global level

• Combine strategic thinking with hands-on execution — comfortable building programs while simultaneously driving results

• Have a track record of driving partner sourced revenue through systems integrators, VARs, distributors, cloud hyperscalers, and managed service providers

In-office culture

We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. 

Candidates need to be genuinely based in the location the role is posted  — if that's not where you are today, we're happy to support relocation for the right person.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at hiring@sonarsource.com. 

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date. 

Applications that are submitted through agencies or third party recruiters will not be considered.