Channel Account Manager

This is a fully remote position, open to applicants in Saudi Arabia.

📋 Description

• Identify, recruit, and onboard VARs, MSSPs, and systems integrators throughout the Middle East.

• Develop and implement collaborative business plans with Tier 1 and Tier 2 partners.

• Establish executive and technical relationships within partner organizations.

• Manage and enhance relationships with regional distributors.

• Drive partner-sourced and partner-influenced pipelines to achieve quarterly and annual bookings targets.

• Collaborate with sales counterparts on co-selling initiatives.

• Generate new logo opportunities through outreach led by partners.

• Forecast partner pipeline in Salesforce CRM and provide weekly updates to leadership.

• Organize and deliver product, sales, and competitive training for partners.

• Maintain partner certifications, compliance messaging, and competitive advantages.

• Support partner deals, RFPs, and commercial inquiries.

• Facilitate MDF, co-marketing efforts, and regional field events.

• Supply competitive, regulatory, and customer insights to product and marketing teams.

• Contribute to the regional channel strategy and partner tiering process.

• Monitor partner KPIs and implement corrective actions or investments when necessary.

⛳️ Requirements

• 5+ years of experience in channel sales or partner management within enterprise software, cybersecurity, or SaaS sectors.

• Proven ability to meet or exceed channel bookings quotas in complex multi-partner selling environments.

• Established relationships with key VARs, MSSPs, or SIs in the region.

• Comprehensive understanding of procurement processes, framework agreements, and public tenders in the Middle East.

• Proficient in using Salesforce CRM for pipeline management and forecasting.

• Exceptional English communication and executive presentation skills.

• Located in the UAE or KSA.

• Willingness to travel regionally up to 40% of the time.

• Capable of meeting Kiteworks, customer, and/or government security screening requirements.

• Ability to successfully pass the Kiteworks background check upon hiring/transfer and every two years thereafter.

• Experience in selling data security, content governance, compliance, or secure file transfer solutions is a plus.

• Familiarity with Middle East regulatory frameworks is a plus.

• Experience with channel programs, deal registration management, and MDF governance is a plus.

• A Bachelor's degree in Business, Computer Science, or a related field is a plus; an MBA is an advantage.

• Proficiency in Arabic is a strong asset.

🏝️ Benefits

• Annual quota with accelerators for exceeding targets.

• Uncapped commission structure linked to partner-sourced bookings.

• Regional travel budget and support for key industry events.

• Comprehensive benefits package.

• Opportunity to join a high-growth, mission-driven company dedicated to protecting the world's most sensitive data.

• Equity may be included as part of the Total Rewards package.