Channel Business Manager - Brazil

Channel Business Manager — Brazil

Are you an experienced and successful channel sales professional? Do you enjoy all aspects of the sales cycle and feel motivated by exceeding targets through a strong partner ecosystem? Milestone Systems offers an exciting and challenging opportunity for a Channel Business Manager in Brazil.

Milestone Systems is a global leader in video technology software, with a portfolio that includes XProtect video management software, BriefCam video analytics, and Arcules cloud video surveillance as a service. The successful candidate for this role will be based in São Paulo, Brazil.

The Role

As Channel Business Manager, Brazil, you will maximize revenue across the assigned territory by expanding Milestone’s presence through ecosystem partnerships, strategic integrator collaboration, and end-user influence.

You will act as both a Milestone brand ambassador and a business strategist in the field. Your core mission will be to grow revenue by developing our partner network, strengthening relationships with key channel partners, influencing strategic end-user decision-makers, and ensuring that integrators and resellers are fully equipped to position and deliver best-in-class Milestone solutions.

Key Responsibilities

• 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.

• Develop and manage relationships with strategic global, regional, and local security integrators, including enterprise-level partners and global account stakeholders active in Brazil and Latin America.

• Build and execute joint business plans with strategic partners, including regular quarterly business reviews to identify opportunities, address gaps, and drive growth.

• Support partner development within the Milestone Partner Program, helping partners improve capability, engagement, and performance.

• Collaborate closely with internal Account Managers, Key Account Managers, Inside Channel Managers, Technical Sales, and regional leadership to align channel strategy with end-user initiatives.

• Lead sales efforts using a team-selling approach, coordinating with technology partners and internal stakeholders to position integrated solutions.

• Cultivate relationships with strategic end users and consultants to influence complex project opportunities and specifications.

• Represent Milestone at local and regional trade shows, industry events, seminars, partner meetings, and user groups.

• Deliver field sales presentations and strategic engagements that clearly demonstrate Milestone’s value proposition.

• Grow year-over-year territory revenue in line with annual goals and broader company strategy, focusing on both software renewals and new project acquisition.

• Lead with professional integrity and live Milestone’s core values: Reliability, Openness, Innovation, Flexibility, and Independence.

Job Tasks

• Travel regularly within the assigned territory, approximately 50–60% of the time, to visit partners, end users, consultants, and regional industry events.

• Maintain accurate and timely documentation of all sales activities, opportunities, project registrations, and forecasts in Salesforce.

• Ensure strong pipeline discipline, activity tracking, and forecast accuracy.

• Develop a strong working knowledge of Milestone solutions, including XProtect, BriefCam, and Arcules, to deliver effective high-level demonstrations and solution discussions.

• Lead field presentations, Lunch & Learn sessions, enablement workshops, and partner training activities.

• Participate in regular sales calls and provide timely pipeline, forecast, and territory updates to sales management.

• Manage project registrations, special pricing requests, quote follow-up, and partner coordination in line with company processes.

• Lead or support responses to RFP, RFQ, and RFI processes within the territory.

• Provide timely, high-quality service to territory partners, including resellers, distributors, eco-partners, A&E firms, end users, and Milestone colleagues.

Your Experience

To be successful in this position, you must demonstrate a strong history of finding new business, developing high-performing partnerships, and driving revenue growth in the physical security, video surveillance, or IT channel ecosystem.

• 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. Relevant examples may include organizations such as Convergint, Securitas Technology, Prosegur, Allied Universal / G4S, Stone Security, and other strategic channel or enterprise security partners.

• 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

Competitive benefits package, including health insurance, life insurance, parental leave above the law, pantry vouchers and more.
**Please submit your resume in English.