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 that align with Kiteworks' target verticals in the Middle East region.

• Develop and implement joint business plans with Tier 1 and Tier 2 partners, which include revenue targets, marketing investment, and enablement milestones.

• Establish executive and technical relationships within partner organizations.

• Manage and enhance relationships with regional distributors.

• Own and drive the partner-sourced and partner-influenced pipeline to achieve or surpass bookings quotas.

• Collaborate with sales counterparts on co-selling initiatives.

• Identify and cultivate new logo opportunities through partner-led outreach.

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

• Coordinate and deliver product, sales, and competitive training for partner sales engineers and account executives.

• Ensure partners remain updated on Kiteworks certifications, compliance messaging, and competitive differentiators.

• Support partner deal escalations, RFP assistance, and commercial inquiries.

• Facilitate partner access to MDF, co-marketing activities, and regional field events.

• Provide competitive, regulatory, and customer-requirement intelligence to product and marketing teams.

• Contribute to the regional channel strategy and partner tiering.

• Monitor partner performance against KPIs and take corrective actions or make investments as necessary.

• Safeguard customer and prospect data through secure handling practices and compliance with data protection policies.

⛳️ Requirements

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

• Proven track record of meeting or exceeding channel bookings quotas in complex, multi-partner sales environments.

• Established relationships with VARs, MSSPs, or systems integrators throughout the region.

• In-depth understanding of Middle East government procurement, framework agreements, and public tenders.

• Proficiency in Salesforce CRM for pipeline management and forecasting.

• Exceptional communication and executive presentation skills in English.

• Based in the UAE or KSA.

• Willingness to travel regionally up to 40%.

• Capability to meet Kiteworks, customer, and/or government security screening requirements.

• Must successfully pass the Kiteworks background check upon hire/transfer and every two years thereafter.

• Proficiency in Arabic is a strong advantage.

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

• Familiarity with Middle East regulatory frameworks is advantageous.

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

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

🏝️ Benefits

• Uncapped commission structure linked to partner-sourced bookings.

• Annual quota with accelerators for over-attainment.

• Regional travel budget and support for key industry events.

• Comprehensive benefits package.

• Opportunity to be part of a high-growth, mission-driven company that protects the world's most sensitive data.