Position Overview: The Director of Channel Sales for Instant Identity Issuance (IIDI) will provide strategic leadership for Entrust’s IIDI business across the Latin America and Caribbean region. This role is accountable for defining and executing a long-term channel growth strategy, driving market penetration, and ensuring sustainable revenue and margin performance. The Director will shape go-to-market strategies, and act as a key voice in regional business planning.

This position will lead a team of senior sales professionals and collaborate closely with product management, marketing, and partner program teams to deliver innovative channel programs and enablement tools. The Sales Director will serve as a segment thought leader, leveraging market insights and competitive intelligence to inform strategic decisions and future solution roadmaps.

Responsibilities: 

Strategic Business Leadership & Growth Enablement – 40%

• Define and own the Latin America and Caribbean channel strategy aligned with global objectives, ensuring scalability and long-term growth.

• Drive regional business planning, forecasting, and performance analysis to meet revenue and profitability targets.

• Influence partner program policies and certification frameworks to strengthen channel capabilities.

• Provide strategic input to product marketing and management on market trends, competitive positioning, and partner requirements for future innovation.

• Champion initiatives within the Instant Identity Issuance channel network to enhance partner engagement and operational efficiency.

Executive Partner Engagement & Market Development – 30%

• Build and nurture executive-level relationships with strategic partners across VAR, MSP, OEM, and Distributor segments.

• Identify and develop new market opportunities, including strategic alliances and joint ventures.

• Represent Entrust at major industry events, partner conferences, and thought leadership forums to elevate brand presence.

• Collaborate with regional and global teams to design and deliver high-impact partner programs and incentives.

Leadership & Organizational Development – 30%

• Lead and develop a high-performing sales team, fostering a culture of accountability and growth.

• Drive talent development initiatives, succession planning, and organizational capability building.

• Act as a senior escalation point for complex issues, ensuring timely resolution and stakeholder alignment.

• Promote cross-functional collaboration to achieve strategic objectives and operational excellence.

Basic Qualifications  

• Minimum of 8 years in channel sales leadership within B2B environments in Identity and Access Management or related technology sectors.

• Proven track record of driving strategic growth and driving revenue through partner ecosystems.

• Strong business acumen with expertise in market analysis, forecasting, and strategic planning.

• Demonstrated success in influencing high level strategies and managing complex partner networks.

• Ability to work collaboratively with colleagues and leadership to create a results driven, team-oriented environment.

• Excellent written and verbal communication and interpersonal skills.

• Proficiency in Customer Relationship Management (CRM), Partner Relationship Management (PRM), and other business intelligence tools.

• High School Diploma, GED or Equivalent.

• Must be able to lawfully work within the US and have unrestricted work authorization for the US

• Required Travel within territory: Approximately 25-30%

Preferred Qualifications: 

• Bachelor’s Degree

• Experience in leading large, diverse teams across multiple geographies

Compensation Range:

The anticipated starting base pay for this position is: $175,628-$257,587 per year (in the primary posting location). This position is also eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Actual compensation will be determined based on geographic location, education, skills and experience and actual performance against the assigned sales compensation plan. In addition to your pay, Entrust offers eligible colleagues and their dependents comprehensive health and well-being programs which include medical, vision, dental, a generous 401(k) matching contribution, life and disability insurance, mental health coaching, virtual fitness programs, paid personal time off plus 12 paid holidays, parental leave and education reimbursement. Please speak with the recruiter for more details. Note: Benefit and Compensation programs are subject to eligibility requirements and other terms of the applicable plan or program. Entrust has the right to end, suspend or amend any of its plans at any time in whole or in part.

For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.

If you require an accommodation, contact [email protected].

Recruiter:

Richa Srivastava

[email protected]