Channel Account Manager (LATAM)

Description

Sprout Social is looking to hire a Channel Account Manager (LATAM) for the Alliances & Channels team.

Why join Sprout’s Alliances & Channels team?

Sprout’s Alliance and Channel partnerships are essential to running and scaling the business. Joining our Alliances & Channels team means you’ll be at the intersection of many parts of the company, with high visibility and impact of your work. As part of this team, you’ll have the opportunity to build and support the company’s most critical partnerships and leverage those relationships to give Sprout a competitive advantage and drive revenue. And as a relatively small and new team, there is a ton of opportunity to create, design, and build a new source of material impact on the business.

What you’ll do

• Act as the primary point of contact and relationship owner for a portfolio of international resellers, driving their growth and overall performance.
• Cultivate and maintain strong, trust-based relationships with key stakeholders within each reseller organization.
• Develop and execute joint business plans with resellers, establishing clear objectives, strategies, and measurable KPIs to achieve mutual success.
• Work with resellers to develop accurate sales forecasts and manage a healthy pipeline of opportunities within their territories.
• Monitor and analyze reseller performance metrics and KPIs, proactively identifying areas for improvement and implementing strategies to increase revenue and market share.
• Conduct regular business reviews with resellers and internal stakeholders to evaluate performance, uncover new opportunities, and ensure alignment on growth objectives.
• Provide timely and comprehensive updates to management on reseller performance, forecasts, key activities, and overall channel health through regular communication and reporting.
• Partner cross-functionally with internal teams (e.g. Enablement, Sales, Marketing, Product Management, Customer Support) to ensure seamless alignment and the successful execution of channel initiatives, and ensure resellers possess the necessary training, resources, and support to sell and support Sprout Social’s products.
• Maintain a deep understanding of Sprout Social’s product offerings and relevant industry trends to effectively communicate value propositions to resellers
• Assist with the development and delivery of a Reseller Partner Program
• Identify, recruit, and onboard new strategic reseller partners in target international markets in alignment with our channel strategy and growth objectives.
• Ensure reseller activities comply with relevant international regulations and company ethical standards.
• Willingness to travel internationally as required to build and maintain strong reseller relationships.

What you’ll bring

Sprout Social is seeking a highly motivated and results-oriented Channel Account Manager (LATAM) with strong business acumen to join our expanding Alliances & Channels team. The ideal candidate will be passionate about driving growth through reseller relationships and possess a keen understanding of how to build mutually beneficial partnerships.

The minimum qualifications for this role include:

• 3-5 years of experience in channel sales, with a demonstrable track record of exceeding revenue targets through reseller partnerships.
• Experience working with international resellers, understanding the nuances of different business cultures, market dynamics, and partner business metrics
• Fluency in Brazilian Portuguese
• Solid business acumen with an understanding of reseller business models, financial metrics, and revenue drivers
• Willingness to travel internationally as required
• Strong understanding of SaaS solutions

Preferred qualifications for this role include:

• Fluency in Spanish is a plus
• Proficiency in using CRM systems (e.g., Salesforce) and partner relationship management (PRM) platforms.

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization.
• Meet the rest of the Alliances & Channels team and join team meetings

Within 3 months, you’ll start hitting your stride by:

• Partner with the Manager to define key success metrics for your role and how you will measure against them.
• Review existing reseller documentation, historical performance, and refine the strategy for your assigned resellers
• Connect with your assigned resellers and begin to build relationships with their teams
• Meet with internal stakeholders and partners that you will work with to support the reseller efforts in this role
• Become experienced with the CRM and PRM environments

Within 6 months, you’ll be making a clear impact through:

• Identify areas to improve the reseller experience and recommend solutions to management
• Generate pipeline through resellers and create process to deliver forecasts to the business
• Work cross-functionally to help create a comprehensive reseller enablement plan
• Conduct a business review with your assigned resellers
• Be seen as the go-to person for your partners and be their liaison to Sprout Social
• Create a target list of resellers in identified markets to pursue as a prospective partner
• Assist with formalizing Sprout Social’s Reseller Partner Program

Within 12 months, you’ll make this role your own by:

• Surpass historical revenue performance by resellers and set the new benchmarks for the business
• Strategize with and support reseller partners in efforts to improve gross retention rates
• Onboard a new reseller into the Reseller Partner Program
• Be a resource and mentor to new team members joining the team

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program 

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity, and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient, and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

In the United States, we have two geographic pay zones. This role’s On Target Earnings (“OTE”) for new hires in each zone are:

• Zone 1 (New York, California, Washington): $160,000 (min), $200,000 (mid), $220,000 (max) USD annually
• Zone 2 (All other US states): $176,000 (min), $220,000 (mid), $242,000 (max) USD annually

OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. 

The listed ranges represent the expected earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application, please email us at [email protected]. Include the nature of your request and your preferred contact information. We'll do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g., you send your resume but are not requesting an accommodation). 

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster and (2) Sprout Social's Affirmative Action Statement. 

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software, Inc., and Crosschq, Inc., cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controller’s behalf. Accordingly, if you are located outside of the United States, by clicking “Submit Application” on this site, you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law.