LATAM Distribution Partner Manager

Function

Our Company

We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks ­– can focus on achieving the incredible with data.   

If you’ve seen the Las Vegas Sphere, you’ve seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we’re laying the foundation for our next wave of growth.  We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.

Job description

Position Summary

The LATAM Partner Manager is responsible for developing, managing, and growing strategic channel and alliance relationships across Latin America. This role drives revenue growth through distributors, value-added resellers (VARs), systems integrators, service providers, and other strategic partners by executing channel strategies, recruiting new partners, enabling existing partners, and aligning joint go-to-market initiatives.

The successful candidate will serve as the primary liaison between the company, its distributor ecosystem, and regional partners, helping accelerate pipeline creation, deal registration, partner-led opportunities, and long-term business growth throughout the LATAM region. Responsibilities commonly include partner recruitment, enablement, performance management, forecasting, and cross-functional collaboration with sales, marketing, services, and operations teams.

What you will be doing

Partner Strategy & Business Development

• Develop and execute the LATAM channel strategy to drive revenue growth and market expansion.
• Recruit, onboard, and activate new partners in priority markets throughout Latin America.
• Create and manage territory and partner business plans with measurable growth objectives.
• Expand partner coverage in underserved markets and identify new routes to market.

Partner Relationship Management

• Build executive-level relationships with partner principals, sales leaders, and technical teams.
• Conduct Quarterly Business Reviews (QBRs) and ongoing performance reviews.
• Drive partner accountability against revenue, pipeline, certification, and business development goals.
• Resolve channel conflicts and ensure alignment between direct and indirect sales teams.

Revenue & Pipeline Growth

• Own partner-generated and partner-influenced pipeline targets.
• Support opportunity identification, deal registration, pricing strategy, and competitive positioning.
• Facilitate joint selling motions between partners and field sales teams.
• Drive partner participation in strategic opportunities and account planning activities.

Partner Enablement

• Lead onboarding programs for new partners.
• Develop partner sales, technical, and services capabilities through training and certification programs.
• Coordinate product launches, enablement workshops, and partner readiness initiatives.
• Ensure partner adoption of company tools, processes, and programs.

Marketing & Demand Generation

• Collaborate with marketing teams to execute co-branded campaigns and partner events.
• Manage Market Development Funds (MDF) and track return on investment.
• Support webinars, roadshows, and industry events throughout the region.
• Promote partner participation in incentive and growth programs.

Distributor Management

• Work closely with regional distribution partners to drive business performance.
• Align distributor business plans with partner growth objectives.
• Monitor distributor pipeline, forecasting, and partner engagement activities.
• Leverage distribution resources to expand partner recruitment and enablement.

Cross-Functional Collaboration

• Partner with Sales, Marketing, Technical Services, Operations, and Customer Success teams.
• Provide market intelligence regarding competitive activity, customer trends, and partner feedback.
• Influence channel programs and go-to-market initiatives based on regional requirements.

Key Performance Indicators (KPIs)

• Channel revenue attainment
• Partner-sourced pipeline growth
• New partner recruitment and activation
• Partner certification and enablement metrics
• Deal registration volume
• MDF ROI
• Quarterly Business Review completion
• Forecast accuracy
• Partner retention and satisfaction

Required Qualifications

• Bachelor's degree in Business, Marketing, Technology, or related field.
• 7+ years of experience in Channel Sales, Partner Management, Alliance Management, or Distribution Sales.
• Proven success managing VARs, distributors, system integrators, or service provider partnerships.
• Strong understanding of the LATAM IT channel ecosystem.
• Experience developing partner business plans and driving indirect revenue growth.
• Demonstrated ability to influence executive stakeholders internally and externally.
• Strong commercial, negotiation, and presentation skills.
• Experience with CRM platforms such as Salesforce.

Preferred Qualifications

• Enterprise infrastructure, storage, cloud, cybersecurity, networking, or SaaS industry experience.
• Existing relationships with major LATAM distributors and strategic partners.
• Experience managing partner incentive programs, MDF, and deal registration processes.
• Knowledge of multi-country sales operations across Latin America.

Language Requirements

Fluent English

Fluent Spanish

Portuguese strongly preferred

Travel Requirements

Ability to travel up to 40-50% throughout Latin America and North America.

As required by the equal pay and transparency acts, the expected base salary for this position is: $150K to $160K. The expected on-target earnings for this position is: $200K to $230K.

The expected pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. Employees are eligible to participate in Hitachi Vantara’s bonus/variable/commission pay programs, where applicable, and are subject to the program’s conditions and restrictions.

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About us

We’re a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential.

Fostering innovation through diverse perspectives

Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth.

We are committed to building an inclusive culture based on mutual respect and merit-based systems. We believe that when people feel valued, heard, and safe to express themselves, they do their best work.

How we look after you

We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We’re also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We’re always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you’ll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.

We’re proud to say we’re an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.