LATAM Channel Marketing Manager

The LATAM Channel Marketing Manager is responsible for translating global and regional channel priorities into scalable, measurable marketing programs that drive partner engagement, pipeline, and revenue across Latin America.

This role serves as the primary marketing link between Global Channel Marketing, LATAM regional marketing, channel sales, distributors, resellers, alliances, and other key stakeholders. The manager will develop and execute programs that reflect the needs of the LATAM market while maintaining alignment with global and regional strategy, messaging, campaigns, and business priorities.

MISSIONS & RESPONSIBILITIES

BUILD IMPACTUL VALUE PROPOSITION FOR PARTNERS
-Define the program Value proposition for Partners : define, refine, and maintain the partner program
-Enhance benefits, tools, and resources, and work with Thales’ Sales and Product teams for timely input and communications
-Maintain and update program guide, incentive programs, including program expansion and program’s restructure and communication (including positioning, messaging, and communications)
-Drive, evolve and refine partners’ experience with regular updates based on internal and external needs as well as feedback from conversations, surveys and interviews

PARTNER SELECTION AND ONBOARDING
-Identify, segment, prioritize partners and work with Sales and Account Marketing to develop business plans with partners
-Onboard new partners by:
-reviewing business plan and set level in program
-reviewing any contracts as necessary and work loosely with the local / regional sales team to ensure new partners align with the Thales business strategy

ANIMATION AND SALES ACCELERATION
-Collaborate with sales, marketing and channel teams to understand requirement to enhance partner’s sales/technical/products skills and generate potentials leads by providing resources (training, webinars, newsletters, etc.)
-Establish the strategy, content and supports for partners and build a local partner advisory board
-Ensure bilateral communication with Partners (e.g in person, virtual events like partner kick-off, summit, webcasts, social and innovative means)
-Provide a regional perspective to understand what is important to partner in a specific region, understand requirements whilst keeping Global consistency

REPORTING AND DASHBOARDS
-Define a template partner management dashboard
-Monitor metrics, reporting and adjust on a regular basis
-Monitor the alignment between Thales’ Sales objectives and partner business through regular communication
-Define, track and report on key metrics to follow partner onboarding effectiveness, improvements and execution
-Work closely with the extended stakeholders on local incentives and on the definition of the incentive platform

DECISIONS OWNED / KEY DELIVERABLES
-Partner Program and strategies guide
-Incentives Program and platform
-Local Partner advisory board
-Indirect sales Figures

KEY INTERACTIONS
-Sales teams
-Segment Marketing
-PLM
-Legal
-IT
-Digital & Content Marketing
-Market & Competitive intelligence

SKILLS & EXPERIENCE REQUIRED
-Ability to define engagement tactics based on objectives (reviewing terms, conditions, and contracts for onboarding new partners)
-Ability to analyze data and determine operational actions
-Demonstrated ability to prioritize, meet deadlines, and adapt course of action
-Comfortable to speak or present in events / webinars / meeting
-Familiarity with reporting tools and methodologies
-Strong leadership to build efficient relationships with the Account team, the Segment Teams across GBUs/BLs and with local Sales teams
-Ability to move quickly, take initiative, multi-task and work cross-functionally
-Work independent, Self-starter and excellent problem solver via collaboration
-Excellent communication skills, partner relationship skills, and team leadership skills

KPIs
-Sales growth per Channel 
-Partner onboarding performance
-Partners satisfaction