Channel Account Manager

Summary

Join Sprout Social's Alliances & Channels team as a Channel Account Manager (LATAM) and drive growth through reseller partnerships. You will be the primary contact for international resellers, cultivating strong relationships and executing joint business plans. Responsibilities include developing sales forecasts, analyzing performance metrics, conducting business reviews, and collaborating with internal teams. You will also recruit and onboard new partners, ensuring compliance with regulations. The ideal candidate has 3-5 years of channel sales experience, fluency in Brazilian Portuguese, and a strong understanding of SaaS solutions. This role offers opportunities for professional growth and development within a dynamic team.

Requirements

• 3-5 years of experience in channel sales, with a demonstrable track record of exceeding revenue targets through reseller partnerships
• Experience working with international resellers, understanding the nuances of different business cultures, market dynamics, and partner business metrics
• Fluency in Brazilian Portuguese
• Solid business acumen with an understanding of reseller business models, financial metrics, and revenue drivers
• Willingness to travel internationally as required
• Strong understanding of SaaS solutions

Responsibilities

• Act as the primary point of contact and relationship owner for a portfolio of international resellers, driving their growth and overall performance
• Cultivate and maintain strong, trust-based relationships with key stakeholders within each reseller organization
• Develop and execute joint business plans with resellers, establishing clear objectives, strategies, and measurable KPIs to achieve mutual success
• Work with resellers to develop accurate sales forecasts and manage a healthy pipeline of opportunities within their territories
• Monitor and analyze reseller performance metrics and KPIs, proactively identifying areas for improvement and implementing strategies to increase revenue and market share
• Conduct regular business reviews with resellers and internal stakeholders to evaluate performance, uncover new opportunities, and ensure alignment on growth objectives
• Provide timely and comprehensive updates to management on reseller performance, forecasts, key activities, and overall channel health through regular communication and reporting
• Partner cross-functionally with internal teams (e.g., Enablement, Sales, Marketing, Product Management, Customer Support) to ensure seamless alignment and the successful execution of channel initiatives, and ensure resellers possess the necessary training, resources, and support to sell and support Sprout Social’s products
• Maintain a deep understanding of Sprout Social’s product offerings and relevant industry trends to effectively communicate value propositions to resellers
• Assist with the development and delivery of a Reseller Partner Program
• Identify, recruit, and onboard new strategic reseller partners in target international markets in alignment with our channel strategy and growth objectives
• Ensure reseller activities comply with relevant international regulations and company ethical standards
• Willingness to travel internationally as required to build and maintain strong reseller relationships

Preferred Qualifications

• Fluency in Spanish is a plus
• Proficiency in using CRM systems (e.g., Salesforce) and partner relationship management (PRM) platforms

Benefits

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity, and inclusion initiatives
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient, and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting
• Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter
• In the United States, we have two geographic pay zones. This role’s On Target Earnings (“OTE”) for new hires in each zone are: Zone 1 (New York, California, Washington): $160,000 (min), $200,000 (mid), $220,000 (max) USD annually Zone 2 (All other US states): $176,000 (min), $220,000 (mid), $242,000 (max) USD annually
• OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance
• The listed ranges represent the expected earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed
• OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan
• Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit)
• Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution
• Sprout offers “Flexible Paid Time Off” and ten paid holidays