Alliance and Channel Specialist

SEK Security Ecosystem Knowledge

. Build and champion the annual brand plan, including ACV/TCV FOB targets, investment, certifications, and partnership level .

Posted 10/2/2026full-timeSão Paulo • BrazilMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B Cybersecurity Sales, with a strong focus on quota attainment, vendor relationships, and innovative offer launches. Proficient in financial metrics and managed service models, with fluency in Portuguese and Spanish to support regional leadership in LATAM.

Highest-signal resume keywords

B2B Cybersecurity Sales ExperienceQuota Attainment Over US$15MVendor Relationship ManagementFluent Portuguese and SpanishFinancial Literacy: ACV, TCV

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota AttainmentBusiness Model CreationTechnical Proficiency in IAMTechnical Proficiency in SecOps/SOCTechnical Proficiency in OT/CPSManaged Service Models KnowledgePricing ValidationSLA ValidationPipeline Generation DisciplineOffer Launching

Soft Skills

LeadershipCollaborationCommunication

Tools & Technologies

MDFQBRsSDVF ChainPMOProfessional ServicesImplementationOperationsSales Motion

Industry Keywords

B2B SalesCybersecurityLATAM LeadershipISVsDistributors

About the role

Key responsibilities & impact

Build and champion the annual brand plan, including ACV/TCV FOB targets, investment, certifications, and partnership level
Own ACV quota, gross margin, and 4x-per-country pipeline generation discipline
Lead the regional executive relationship with vendors, including business plans, deal registration, MDF, and QBRs
Orchestrate the end-to-end SDVF chain with PMO, Professional Services, Implementation, Operations, and SDM
Validate pricing, technical capacity, and SLAs before launching offers in the market
Bring new offers to the Innovation Committee and select innovation brands for the squad
Participate in must-win deals and VLE accounts, connecting the squad to SEK’s value-advisory sales motion
Develop enablement and activation programs for new offers and the sales motion for KAMs, pre-sales teams, and Vsquad Leaders
Create playbooks, pitches, and success stories that can be replicated across countries

Requirements

What you’ll need

6+ years of experience in B2B cybersecurity sales or alliances
2+ years of experience in regional LATAM or multi-country leadership
Proven quota attainment history (Senior: over US$15M / Mid-level: US$10–15M)
Proven track record of launching offers with vendors
Experience creating more profitable business models with ISVs/distributors
Technical and commercial proficiency in the squad’s one-time and recurring technologies and services, such as IAM, SecOps/SOC, and OT/CPS
Knowledge of managed service models (MSS/MDR)
Fluent Portuguese and Spanish
Intermediate English
Financial literacy: ACV, TCV, contribution margin, COGS vs. SG&A

Benefits

Comp & perks

Opportunities for learning, development, and inspiration throughout your personal and professional journey
Join a company operating in 7 countries with more than 1,000 professionals specializing in digital security