Channel Sales Manager - Team Lead, LATAM

Who We Are

the company is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.

We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation, more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and the company is at the center of it.

You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million the company devices are deployed across 170+ countries.

About the Role

As a Channel Sales Manager - Team Lead, you'll be pivotal in scaling the company's reach and impact by developing and managing a network of high-performing reseller partners. You'll be responsible for driving net new business through the channel—building pipeline and executing strategic plans that result in measurable growth.

This role requires strategic thinking and hands-on execution as you collaborate across sales, marketing, and partner teams to grow the company’s presence in LATAM.

What You’ll Do

In this role, you’ll be at the heart of the company’s mission, working hand-in-hand with our sales teams to drive growth and success with channel partners. You’ll be responsible for building pipeline and generating net new business through reseller partners while executing a best-in-class channel strategy. Here’s what you’ll own:

• Drive Net New Pipeline: Proactively identify and generate pipeline with net new end-user customers through strategic reseller partners. Collaborate closely with field sales teams to co-sell and close high-value opportunities.

• Execute Regional Channel Strategy: Develop and manage a focused partner business plan for your territory that aligns with the company’s overall GTM objectives and quarterly sales targets.

• Empower Our Partners: Train and enable partner executives, sales teams, and technical stakeholders on the company’s full product portfolio, programs, and campaigns to ensure deep engagement and capability across all levels.

• Collaborate Cross-Functionally: Work closely with the company’s internal sales, marketing, and pre-sales teams to drive joint activities, including partner events, demand generation campaigns, and customer-facing initiatives.

• Lead with Insight: Conduct regular QBRs and ad-hoc business reviews with partners to align on priorities, track performance, celebrate wins, and identify opportunities for improvement.

• Strengthen the Channel Ecosystem: Influence partner sales teams to prioritize the company in key deals and business planning efforts. Leverage insights from the field to recommend improvements to the company’s channel tools, incentives, and partner program offerings.

• Drive Awareness and Demand: Lead and participate in regional in-person and virtual events to grow the company’s brand awareness, build community, and strengthen relationships with key partner contacts and stakeholders.

• Operate Strategically and Tactically: Own the full lifecycle of partner engagement in your region—from onboarding and enablement to pipeline development and revenue realization.

What You Bring

• Experience & Success: of channel sales or partner management experience with a strong track record of building new business via Security Integrators or IT VAR partners. Recognition, such as President’s Club, is a plus.

• Strategic & Creative Thinking: A process-driven approach, complemented by innovative thinking to create scalable, partner-focused initiatives.

• Relationship-Builder: Ability to influence and engage across all levels—from partner sales reps to executive leadership.

• Technical Fluency: Comfortable navigating product discussions and sales operations. Proficiency in Salesforce, Excel, and business intelligence tools.

• Clear Communicator: Strong verbal and written communication skills with sharp attention to detail and a professional presence.

Mexico Employee Benefits

the company is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs

• Paid parental leave policy & fertility benefits

• Time off to relax and recharge through our paid holidays, firmwide extended holidays, generous time off, and personal sick time

• Professional development stipend

• Wellness/fitness benefits

• Healthy lunches provided daily

• Commuter benefits

Additional Information

• You must be independently authorized to work in Mexico. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time

the company Is An Equal Opportunity Employer

As an equal opportunity employer, the company is committed to providing employment opportunities to all individuals. All applicants for positions at the company will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.

*Your application will be handled in accordance with our Candidate Privacy Policy.*