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Channel Account Manager II

Date:  Jul 2, 2021

Sao Paulo, SP, BR

Requisition ID:  30200

About Avaya

Businesses are built by the experiences they provide, and every day millions of those experiences are delivered by Avaya Holdings Corp. (NYSE: AVYA). Avaya is shaping what's next for the future of work, with innovation and partnerships that deliver game-changing business benefits. Our cloud communications solutions and multi-cloud application ecosystem power personalized, intelligent, and effortless customer and employee experiences to help achieve strategic ambitions and desired outcomes. Together, we are committed to help grow your business by delivering Experiences that Matter. Learn more at www.avaya.com.

About the Role

The Service Providers and Systems Integrators organization in CALA oversees leading Avaya to become the brand of choice for these predominant market players in their go-to-market strategies. Because of their nature, SPs & SIs have massive territory coverage that spans from small companies to very large multi-national enterprises comprising thousands of customers. Avaya, as global leader in Unified Communications and Contact Centers, is becoming the undisputable leader in cloud solutions by making its disruptive technology also available in this type of model. To be successful in this role, you will have to work very closely with the SPs & SIs within the Brazilian territory in order to build long term and trustworthy business relationships, comprehensive business plans, and a result, new revenue streams for Avaya.

About the Responsibilities

As the leader for the Services Providers (SP) and Systems Integrators (SI) organization in Brazil, you will be reponsible for setting a vision and strategy that will allow Avaya Brazil to expand its business throughout the country. Some of your key responsibilities will be:

  • Identify and seize the market potential of each SP and SI for Avaya´s Unified Communications and Contact Center solutions. Particularly, because of the nature of SPs, you will be responsible for successfully introducing and developing business for the Avaya One Cloud portfolio.
  • Understand the SP/SIs business priorities in order to understand how you can help them to become successful by differentiating themselves in the Brazilian market by introducing Avaya´s disruptive solutions.
  • Develop and execute a plan for every SP/SI that will be based on three pillars: business development, channel enablement, and relationship management.
  • Building close relationships at the CxO level as frequent communication will be fundamental to gain relevance, visibility, and speed for Avaya.
  • Map and understand the role of each organization within the SPs and SIs, so that you can become the catalyst that can bring immediate and recurrent positive impact to Avaya. 
  • Organize and build relevant content for the SIs/SPs sales organizations so they can understand how to leverage value through joint offerings.
  • Create new recurrent revenue streams by designing and building joint bundled offerings that include both, unique value from the SPs/SIs and Avaya. 
  • Create, in collaboration with the marketing teams, strategies that can support new product introductions, solutions launching, promotions and targeted events in order to capture new customers for both, Avaya and the SPs/SIs.
  • Ensure that every SP/SI become expert and self sufficient in designing, selling, installing, and supporting.
  • Become a leader of virtual teams integrating SPs/SIs and Avaya members together with the common objective of capitalizing on key market opportunities.



To get into this role you will need proven experience in sales, business development, relationship management and channel development. Also, comprehensive understanding of IT and Telecommunications environment is necessary as you will need this knowledge to capitalize on every single interaction with the SP/SI in order to progress effectively against the strategy. Business acumen and being knowledgeable of the social, economic, and political environment is needed to understand how to better tackle the market needs in alliance with the SP/SI. Finally, you will have to be a strong builder of long term business relationships. Finally, you will need demonstrable and strong background as a known professional within the SPs/SIs community in Brazil.

About the Requirements


  • Proven experience in the Brazilian IT/Telecom market within similar companies to Avaya.
  • A network of relationships within the SPs/SIs in the country is critical for success.
  • Knowledgeable of cloud environments.
  • Knowledgeable of IT and Telecommunications environments.
  • Results oriented, self-driven and auto-motivated professional even under uncertain environments.
  • Capable of becoming an agent of change, a team member contributor and of leading virtual teams.
  • Capable of standing alone and solving complex problems. 
  • Excellent communication skills upwards, downwards and sideways. 
  • Being able to quickly learn and adapt 



This is a full-time position. As this role will cover the vast territory of Brazil, you will be required to travel as needed. Although, the position is based in an Avaya facility, remote collaboration tools will be provided so you can stay connected to your team and your customers wherever is necessary.


  • B.S. in Electrical or Telecommunications Engineering or similar.
  • M.S. in Telecom Management or MBA is highly desirable
  • English proficiency

Preferred Certifications


Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy (accessible at https://www.avaya.com/en/privacy/policy/) and applicable Privacy Statement relevant to this job posting (accessible at https://www.avaya.com/en/documents/info-applicants.pdf).