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Channel Account Executive - LATAM
Company: Bitwarden
Location: Remote, US
Department: Sales
Bitwarden helps enterprises, developers, and individuals securely store and share sensitive data. We're open source, and our products cover password management, secrets management, and passwordless and passkey innovation. Founded in 2016 and headquartered in Santa Barbara, California, we're backed by a global community of security experts and enthusiasts.
LATAM is a channel-first region for us. As channel manager, you'll build the partner ecosystem across Latin America, own a quota, and get resellers and MSPs selling Bitwarden on their own.
What you'll do
Own a regional go-to-market plan for LATAM, with priority markets such as Brazil, Mexico, Colombia, Chile, and Argentina
Recruit and onboard regional resellers, MSPs, and local and boutique VARs, plus distributors where they're the right route to market
Build and maintain a partner plan that maps each partner's strengths (customer relationships, vertical focus, technical specialty) to target accounts
Manage lead flow both ways between partners and Bitwarden Sales, run deal registration, and keep sales leaders current on channel pipeline and forecast
Set financial goals with focus partners and drive them to hit those goals
Train partners in Spanish and Portuguese on Bitwarden products, positioning, and competitive displacement
Run joint marketing with partners and our marketing team: local events, campaigns, and co-selling motions
Join partner sales calls to provide product expertise and help close deals
Work through LATAM-specific deal mechanics with Finance and Legal, including local-currency pricing, invoicing and tax requirements, payment terms, and data residency questions (LGPD in Brazil, for example)
Run several channel initiatives at once across technical, professional services, and sales
What you bring
5-10 years in partner development, channel management, or sales, with a record of hitting quota
Existing relationships with LATAM resellers, MSPs, or distributors in security or IT
Fluent in Spanish or Portuguese and English.Experience with both global and boutique VARs, and with how channel works in the region: tiered distribution, local entities, and longer public-sector cycles
Comfort working remotely with minimal supervision across time zones, with regular travel in-region for partner meetings and events
A bachelor's degree in business, marketing, or a related field
A self-starter mindset and a bias toward solving problems yourself
Interview process
Screening call with our recruiting manager
Hiring manager interview (head of channel sales)
Interview with our CSO
Interview with our head of sales enablement
Final interview with our CEO
Reference checks
Why Bitwarden
Mission. Our community loves us, and you'll bring better security to everyone from families to the world's largest organizations.
Market. You'll become an expert in two growing markets: security and open-source software.
Growth. You'll build channel, demand gen, and product-led growth experience in a fast-growing company.
Team. Work remotely with motivated people around the world, with in-person meetups.