Strategic Partnership Manager, LATAM

About us

At Udemy, we’re on a mission to transform lives through learning. Through our intelligent skills platform and a global community of instructors, we’ve helped nearly 80 million learners and more than 17,000 organizations achieve their goals. Come join us in ensuring everyone, everywhere has access to the skills they need to unlock their potential and create possibilities for themselves and others. Learn more about us on our company page.

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.

We understand that not everyone will match each of the above qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!

Life at Udemy 

We aspire to be as vibrant and dynamic as the communities we serve, as inquisitive as those who use our platform, and as revolutionary as the future we strive to open for everyone. Here are some of the things we love about life at Udemy:

• We’re invested in creating an inclusive environment that welcomes a diverse range of backgrounds and experiences. From creating employee resource groups, ensuring we’re a Fair Pay Workplace, and building a flexible work culture, our belonging, equity, diversity, and inclusion (BEDI) initiatives always put our people first. We want you to be able to bring your authentic self to work because when we all do, we’re better for it.

• Learning is what we do – inside and out. Our Learning & Development team is second to none, helping ensure your journey is one of continuous progression. You’ll also have unlimited access to Udemy courses, monthly UDays (meeting-free professional development days), and a generous annual professional development stipend.

• Our reason to exist is to revolutionize learning – that calls for taking risks and learning from failures. Whether it’s our hackathons (a company-wide effort to envision new possibilities for our product) or sharing our prototypes, we see experimentation as a crucial step on the path to success.

• We’re committed to creating world-class employee experiences and are proud of the recognition of this by Great Place to Work. 

Of course, the best thing about being part of Udemy is knowing your work makes a difference for people and organizations around the world. You’ve got the skills; why not use them to help others develop theirs?

At Udemy, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability. 

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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