Strategic Partnership Manager, LATAM

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Where we work

Udemy is a global company headquartered in San Francisco, with additional U.S. offices in Denver and Austin, and international hubs in Australia, India, Ireland, Mexico, and Türkiye. This is an in-office position, requiring three days a week in the office (Tuesday, Wednesday, Thursday) and flexibility on Mondays and Fridays.

About your skills

• Channel Partnership Management Expertise: Experience in recruiting and managing reseller channel partners, particularly within a SaaS (ideally EdTech) environment. This involves developing relationships, executing business plans, and ensuring partners meet revenue goals. 

• Sales and Negotiation Acumen:  A strong sales background combined with skilled negotiation capabilities allows the candidate to manage deal registrations, set revenue goals, and handle full-cycle sales processes. 

• Cross-Functional Team Collaboration: Stakeholder management across various teams, including sales, marketing, operations, and product. The ability to collaborate and align strategies across departments is critical for navigating complex organizational dynamics and driving partner ecosystem success.

• Language and Market Knowledge in Latin America: Fluency in Spanish and English (with Portuguese as a plus), alongside extensive knowledge of selling in Latin America, is essential. This regional expertise helps demonstrate understanding of cultural nuances, market dynamics, and strategic priorities for the LATAM region.

About this role

Udemy Business is looking to hire a senior and experienced Strategic Partnership Manager who is proactive, achievement-oriented, collaborative, and has a “can do” attitude. This is a fantastic role for someone agile, who wants to build upon the foundation for a regional channel partner ecosystem at a fast-growing and thriving company. The Strategic Partnership Manager will be responsible for developing and executing our regional strategy and recruiting Tier 1 indirect channel partners to support the growth of our industry-leading Udemy Business SaaS product in Latin America. This team member will report to the Global Head of GTM Partnerships.

What you’ll be doing

• Work closely with the Regional Strategic Partnership peer and Global GTM Partnership Leader to establish a comprehensive channel strategy and partner recruitment plan across the entire region with an initial focus on recruiting strategic channel partners in the NOLA region and other Tier 1 Spanish-speaking countries.

• Work closely with LATAM sales leaders to prioritize key opportunities and align on outcomes.

• Responsible for executing upon our Strategic Channel Partner recruitment process and managing partners to success.

• Recruit partners that fit our ideal partner profile and establish formal business plans with top prospects and gain approval from Partnerships leaders to move the partnership forward to signature. 

• Manage reseller channel partners in the region and serve as the main partnerships point of contact for all sales, marketing, and partnership-related activities. 

• Lead the successful sales enablement, and launch and manage the ongoing growth strategy of strategic partners in Latin America.

• Set revenue goals with partners, execute business plans, and manage the reseller pipeline. Qualify partner deal registrations and facilitate and support partner's full-cycle deal process.

• Co-lead quarterly meetings with our LATAM VP or Sales to review partner strategy and ensure alignment with recruitment plans. Report on pipeline and business impact each quarter.

• This builder role requires significant stakeholder management and cross-functional collaboration across sales, customer success, operations, marketing, content, engineering, product, legal, and other teams.

• The Strategic Partnerships Manager will travel as needed to meet with partners.

What you'll have

• 7+ years of experience in sales and SaaS channel partner management. 

• The ideal candidate will have experience recruiting and managing resellers in a SaaS environment, ideally in EdTech.

• Strong sales background and acumen.

• Knowledge of and experience selling into Latin America.

• Spanish and English fluency are required. Brazilian Portuguese fluency is a strong plus.

• Proven success and consistently achieved and exceeded channel revenue goals.

• Excellent time management skills and understands how to prioritize.

• Highly skilled at negotiations and don’t get easily frustrated in the process.

• Proven ability to work effectively cross-departmentally within a global organization.

• Top-notch written and verbal communication skills.

• Embrace Udemy’s mission to improve lives through learning.

• SaaS, Ed Tech industry, and international experiences are preferred.

• Bachelor's degree in business management or related field.

Why work here?

You’ll grow here.
Learning is part of the job. You’ll get full access to Udemy courses, a monthly UDay to invest in yourself, and a budget to spend on whatever helps you improve. Many people are diving into AI lately, but what you focus on is up to you.

AI is real here.
We use it in the way we learn and the way we work. You’ll have the space and tools to experiment, apply, and get better at using AI in practical ways.

You’ll own your work.
We trust people to lead, make decisions, and follow through. You don’t need to wait for permission or layers of approval to have an impact.

You’ll build with others.
We collaborate openly and shape ideas together. Everyone has a voice, and good thinking is welcomed from any direction.

You’ll see your impact.
What you build helps people grow their skills, change their careers, or find a path forward. You’ve got the experience, why not use it to help others gain theirs?

Bring your curiosity. We’ll bring the platform and the support. Let’s LEARN together. 

Our Benefits Start with U

Our benefits start with you and were built to provide you and your family with the protection and care you need, making it easy to access the right coverage when you need it most. Benefits vary by region, and we encourage applicants to review our US Benefits,  Ireland Benefits & Turkiye Benefits pages to get an understanding of some of the benefits we offer. For details on region-specific benefits, please refer to the information provided during the hiring process. 

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