Channel Account Manager (LATAM and APAC) US-Based

Please Note: This posting is for US-based applicants only. If you are applying in Canada please apply here: Channel Account Manager.

Role Summary:

The Channel Account Manager drives D2Ls global channel program acrossAPAC (India & Philippines)EMEA (Spain & South Africa) and LATAM(including Brazil). This role expands revenue through indirect sales channels ensuring partners are enabled accountable and successful. The ideal candidate is flexible professional and relationship-driven with strong financial and commercial acumen. They balance strategic partner management with practical executionhelping regional sales teamsleveragepartners for events RFPs demos and co-sell opportunitieswhilemaintainingcost efficiency by acting as the single global channel lead.

How Youll Make an Impact:

• Develop and execute a global channel strategy covering assigned regions;identifyand onboard new partnersas needed
• Build andmaintainsolid and productive relationships withthe Tier 1channel partners and local teamssupporting them
• Enable partners through structured onboarding training and access to resources.
• Coordinate regional marketing activities ( in-person events such aslocal breakfastsandwebinars) in collaboration with D2L marketing.
• Support RFP coordination partner-led demos and opportunity management with internal teams.
• Track partner pipeline performance and revenue; deliver quarterly business reviews and forecasts
• Manage partner profitability deal registration and discount structures to protect D2Ls margins
• Ensure operational consistency in contracts compliance and enablement across all regions
• Act as the internal bridge between regional sales pre-sales marketing and partner organizations
• Automate tedious and repetitive work using AI tools agents and technology solutions
• Represent D2L with professionalism and integrity across cultures and time zones
• Travel up to25%

What Youll Bring to the Role:

• 5 years in SaaS or enterprise software sales/channel management
• Deep understanding of SaaS channel models (VAR reseller distributor referral)
• Proven success building or scaling partner programs across multiple regions
• Experience in global or emerging markets ideally with an education or technology focus
• Demonstrated ability to manage partner profitability pipeline accountability and enablement frameworks
• Skilled in sales enablement partner marketing and pipeline management
• Strong negotiation contracting and financial modeling capabilities
• Excellent presentation and facilitation skills; able to coach and motivate partner teams
• Experienced with CRM/PRM tools (Salesforce preferred) and partner reporting
• Professional level proficiency in Spanish as a second language is a strong asset; Portuguese a plus
• Comfortable with travel (must be able to travel globally and hold a valid passport) and remote collaboration across time zones (must be able to flex hours to accommodate meetings across time zones)
• Bachelors degree in Business Marketing or related field is an asset

What Sets You Apart:

• Relationship & Influence: You build trust easily with partners and internal teams.
• Strategic Execution: You combine vision with disciplined follow-through and translate goals into measurable outcomes.
• Financial Acumen: You balance growth with fiscal responsibility ensuring winwin partner economics.
• Flexibility & Agility: You adapt to diverse markets and shifting priorities. You thrive in a global matrix environment.
• Accountability: You deliver results with clear ownership of partner-sourced pipeline and revenue.
• Communication: You are a strong cross-cultural communicator with clear concise persuasive communication in both English and Spanish (preferred).Professional level proficiency in Spanish as a second language is a strong asset; Portuguese a plus.
• Quick Learner: You bring an AI first mindset and willingness to experiment with and learnnew technologiesquickly to accelerate productivity and continually level up the role.

Required Experience:

Manager