Channel Development Manager, VAR

Description

The Channel Development Manager is responsible for driving Absolute’s commercial success through VARs across Latin America. This role integrates sales alignment, partner enablement, operational discipline, and program execution to expand market presence, increase attach rates, and accelerate revenue growth. Success requires strong cross-functional coordination, deep understanding of the VARs sales motions, ability to interface with end customers, and consistent engagement with partners across the region. 

What You’ll Do

Deal Sourcing & Direct Sales Execution:

• Source and identify opportunities through the VAR ecosystem.
• When necessary, engage directly with end customers to influence requirements, positioning, and deal outcomes.
• Support VAR and partner teams in driving opportunities from qualification through to close.
• Maintain accurate forecasts and opportunity management using Salesforce. 

Sales Alignment & Execution:

• Coordinate Absolute and VARs sales motions to achieve assigned revenue and growth targets in LATAM.
• Provide pre-sales support to VARs and Absolute teams (email, phone, virtual, and in-person).
• Support deal acceleration efforts, including EOQ cycles, to maximize closure rates.
• Maintain accurate and up to date price lists, SKUs, and transfer costs.
• Ensure all Absolute SKUs remain active and correctly listed in VAR systems.  

Channel Partner Enablement:

• Deliver ongoing training and enablement for VARs inside sales, field teams, and partner organizations.
• Execute structured enablement activities including floor days, team huddles, and QBRs.
• Evangelize Absolute solutions and strengthen relationships across the VAR LATAM sales ecosystem.  

Go to Market Planning & Execution:

• Plan and execute joint GTM activities, including sales trainings, management meetings, field events, and business reviews.
• Collaborate with regional VAR teams to develop territory plans and execution frameworks.

Reporting & Program Management:

• Prepare weekly and monthly reports on pipeline, partner engagement, and program performance.
• Continuously improve channel programs using field insights and industry best practices.

Administrative & Compliance:

• Travel as required across LATAM for customer and partner engagements.
• Ensure compliance with confidentiality, data protection, and security policies.
• Protect the security and privacy of Absolute and its customers.
• Other duties as assigned by management. 

What You’ll Bring

Professional Experience:

• 5+ years of selling experience in IT/PC hardware, software, channels, or partner development.
• Proven ability to work independently and cross functionally in a fast paced, remote environment.
• Experience with VARs strongly preferred.
• Ability to develop, implement, and manage high-ROI selling strategies, programs and promotions within VAR policies.
• Hands-on experience working with LATAM markets (Mexico, Colombia, Central America, Caribbean) is a plus. 

Technical Competence:

• Strong ability to articulate software functionality at a high functional and architectural level.
• No coding background required, but familiarity with endpoint security or networking concepts is beneficial. 
   

Business & Soft Skills:

• Strong business acumen with ability to manage multiple partner initiatives simultaneously.
• Excellent communication, presentation, and negotiation skills.
• High attention to detail with strong follow through.
• Strong problem-solving and decision making ability.
• Proven ability to build and maintain strong partner relationships across diverse geographies.
• Fluent in Spanish and English (written and verbal). Portuguese is an asset.  

Work Environment:

• Bogotá based role with hybrid or remote flexibility depending on organizational policy.
• Requires periodic regional travel for partner activities.  

Why Work For Us:
You’re resilient and passionate about securing the Work from Anywhere era. So are we.    
We’re in search of the best and the brightest – everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers – we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.   
Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny – IA, Reading - UK and Ho Chi Minh City – Vietnam, Absolute Security accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces. 
Our vision is to be the world’s most trusted security company – and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel 

Absolute Security is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at Mostrar e-mail