Channel Business Manager

Milestone PLM Solutions Private Limited

Channel Business Manager at Milestone Systems, expanding presence through strategic partnerships in Brazil. Focused on managing distribution channels, growing revenues, and influencing end-user decisions.

Posted 7/7/2026full-timeRemote • 🇧🇷 BrazilMid-LevelSeniorWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Maximize revenue across the assigned territory by expanding Milestone’s presence through ecosystem partnerships.
Act as both a Milestone brand ambassador and a business strategist in the field.
Manage and grow Milestone’s two-tier distribution channel across the Brazil territory, ensuring alignment with regional revenue goals.
Develop, support, and expand relationships with Value-Added Resellers, System Integrators, distributors, consultants, A&E firms, eco-partners, manufacturer representatives, and enterprise security providers.
Build and execute joint business plans with strategic partners, including regular quarterly business reviews.
Support partner development within the Milestone Partner Program.
Collaborate closely with internal Account Managers and regional leadership to align strategy.
Lead sales efforts using a team-selling approach, coordinating with technology partners.
Cultivate relationships with strategic end users and consultants.
Represent Milestone at local and regional trade shows and industry events.
Grow year-over-year territory revenue in line with goals and broader strategy.

Requirements

What you’ll need

Bachelor’s degree in Business, IT, Engineering, or a related field; equivalent professional experience may also be considered.
Minimum 5 years of proven success in security industry sales, video surveillance, VMS, SaaS, IT infrastructure, or channel management.
Experience working with a two-tier distribution model and partner-led sales motions.
Strong understanding of the Brazilian physical security market, including integrators, distributors, consultants, and key industry stakeholders.
Established relationships with system integrators, resellers, consultants, A&E firms, manufacturer representatives, or end-user accounts in Brazil are highly desirable.
Existing relationships with leading global and regional security integrators, distributors, consultants, and enterprise security providers in Brazil or Latin America are highly desirable.
Solid understanding of IP networking, video surveillance systems, storage architectures, cloud/VSaaS models, and SaaS business models.
Familiarity with Milestone’s platform, including XProtect, BriefCam, Arcules, and the broader open-platform ecosystem, is a strong plus.
Excellent storytelling, presentation, and consultative selling skills, with the ability to influence C-level executives, business stakeholders, and technical audiences.
Demonstrated ability to manage complex sales cycles, negotiate effectively, and close high-value projects.
Experience with Salesforce and Microsoft Office is strongly preferred.
Industry certifications or involvement with organizations such as ASIS, SIA, BICSI, or similar associations are a plus.
Full professional proficiency in Portuguese and English is required; Spanish is a plus.
Self-driven, goal-oriented, collaborative, and comfortable working independently in a field-based role.

Benefits

Comp & perks

Competitive benefits package
Health insurance
Life insurance
Parental leave above the law
Pantry vouchers and more.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Video Surveillance SystemsVMSSaaS Business ModelsCloud/VSaaS ModelsSales Cycle ManagementNegotiation SkillsSalesforceMicrosoft OfficeXProtectBriefCam

Soft Skills

StorytellingPresentation SkillsConsultative SellingInfluencing SkillsCollaboration

Certifications

ASISSIABICSI