Sales & Customer Success SMB (51-200 employees)

Channel Partner Manager at SMB

Builds and manages the network of business partners—resellers, integrators, and agencies—to scale the company's indirect revenue.

In LATAM SMBs, the Sales Manager reports directly to the owner or CEO

Regional economic cycles directly affect deal closings

Network within the vertical industry has tangible value

Ideal OCEAN+ Profile

Ideal range

65 81

At SMBs (51-200 employees), openness to trying new channels and sales strategies

62 77

At SMBs (51-200 employees), discipline in pipeline management and follow-up

70 87

At SMBs (51-200 employees), the energy to build relationships and close deals

59 75

At SMBs (51-200 employees), the balance between assertive persuasion and active listening

68 84

At SMBs (51-200 employees), resilience in the face of constant rejection and long sales cycles

51 68

At SMBs (51-200 employees), building long-term relationships with clients

Recruitment and activation of new partners in the ecosystem
Design of incentive and certification programs for partners
Managing long-term relationships where personal trust matters more than the formal contract
Generating expansion revenue from existing accounts without a dedicated customer success team

Signs agreements with many partners but never activates or enables any of them
Doesn't measure actual revenue generated through the indirect channel
Doesn't document pipeline or activities in a CRM; everything lives in their head
Avoids conflict with problematic clients instead of renegotiating terms