Channel Partner Manager LATAM

Location: Mexico — Remote role with 50–75% travel across the LATAM region
Reports To: Sales Manager-Americas
Business Unit: FOBA Laser Marking & Engraving

The Channel Manager – LATAM is responsible for developing, growing, onboarding, and managing FOBA Laser’s Channel Partner network across Latin America. This role is critical to expanding FOBA’s regional market presence by identifying high‑quality partners, enabling them to successfully sell and support FOBA laser marking solutions, and ensuring sustained revenue growth through the channel.

The Channel Manager acts as the primary commercial interface between FOBA and its LATAM Channel Partners, driving alignment on strategy, performance expectations, and execution.

Key Responsibilities:

Channel Strategy & Growth

• Develop and execute a LATAM Channel Partner strategy aligned with FOBA’s global sales objectives and regional growth plans

• Identify, recruit, and qualify new Channel Partners across priority LATAM markets

• Assess market coverage and partner performance to ensure quality over quantity in the channel footprint

• Support expansion into new countries and vertical markets through channel‑led growth

Channel Partner Onboarding & Enablement

• Lead the end‑to‑end onboarding process for new Channel Partners, including:

  • Commercial agreements and compliance coordination

  • Product, application, and sales training

  • Introduction to FOBA tools, processes, and systems (e.g., CRM / partner portals where applicable)

• Ensure partners are fully enabled to represent FOBA’s brand, value proposition, and technical capabilities

• Coordinate onboarding kits, co‑branding assets, and sales tools in collaboration with Marketing and Product teams

Channel Performance Management

• Set clear commercial expectations and targets for Channel Partners

• Monitor partner performance, pipeline health, forecasts, and deal execution

• Conduct regular business reviews with key partners to:

  • Evaluate performance vs. targets

  • Identify gaps in capability or coverage

  • Define corrective actions and growth plans

• Drive accountability while maintaining strong, trust‑based partner relationships

Sales & Market Development

• Work closely with FOBA Regional Sales Managers and Applications teams to:

  • Support key opportunities and strategic accounts

  • Assist with complex negotiations and deal closures

  • Ensure proper opportunity registration and deal alignment

• Provide market intelligence on:

  • Competitive activity

  • Customer requirements

  • Pricing and go‑to‑market dynamics in LATAM

Cross‑Functional Collaboration

• Act as the voice of the LATAM channel internally, collaborating with:

  • Global Sales Leadership

  • Marketing

  • Product Management

  • Applications & Service teams

• Support regional and global channel initiatives, including partner events, summits, and training programs

Required Qualifications

• Bachelor’s degree in Business, Engineering, or related field (or equivalent experience)

• 5+ years of experience in Channel Management, Distribution Management, or B2B Sales within industrial, capital equipment, or automation markets

• Proven experience building and managing Channel Partner networks in LATAM

• Strong understanding of distributor economics, margin structures, and indirect sales models

• Ability to work effectively across cultures and countries in Latin America

• Fluent in Spanish; Portuguese highly preferred; English required

• Willingness to travel extensively within LATAM

Preferred Experience

• Experience with laser systems, industrial automation, marking, or manufacturing technologies

• Prior exposure to CRM systems and structured channel programs

• Background in both business development and partner performance management

Key Competencies

• Strategic thinking with strong execution discipline

• Relationship‑driven leadership and influence without authority

• Commercial acumen and negotiation skills

• Strong communication and presentation skills

• Highly organized, self‑motivated, and results‑oriented

Success Measures

• Growth in LATAM revenue through Channel Partners

• Successful onboarding and ramp‑up of new partners

• Improved channel quality, coverage, and performance consistency

• Strong partner satisfaction and long‑term engagement

At Veralto, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve.  Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.
 

Unsolicited Assistance

We do not accept unsolicited assistance from any headhunters or recruitment firms for any of our job openings. All resumes or profiles submitted by search firms to any employee at any of the Veralto companies, in any form without a valid, signed search agreement in place for the specific position, approved by Talent Acquisition, will be deemed the sole property of Veralto and its companies. No fee will be paid in the event the candidate is hired by Veralto and its companies because of the unsolicited referral.