Channel Account Manager

Identify, recruit, and onboard new value-added resellers (VARs), managed security service providers (MSSPs), and systems integrators aligned to Kiteworks' target verticals in the ME region.

Develop and execute joint business plans with Tier 1 and Tier 2 partners, including quarterly revenue targets, marketing investment, and enablement milestones.

Build deep executive and technical relationships within partner organizations to ensure Kiteworks is a prioritized vendor in partner portfolios.

Manage and grow relationships with regional distributors to extend reach into sub-tier resellers.

Protect customer and prospect data by following secure handling practices and ensuring compliance with data protection policies during all sales activities.

Own and drive partner-sourced and partner-influenced pipeline to meet or exceed quarterly and annual bookings quotas.

Work collaboratively with sales counterparts on co-selling opportunities, clearly defining roles and ensuring a consistent customer experience.

Identify and develop new logo opportunities through partner-led outreach, leveraging partners' existing customer relationships in government, banking, and energy sectors.

Accurately forecast partner pipeline within 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 are current on Kiteworks certifications, compliance messaging and key differentiators against competitors.

Act as the primary point of escalation for partner deal support, RFP assistance, and commercial queries.

Facilitate partner access to Kiteworks marketing development funds (MDF), co-marketing activities, and regional field events.

Provide field intelligence on competitive landscape, regulatory developments and emerging customer requirements to product and marketing teams.

Contribute to the regional channel strategy and partner tiering framework.

Track partner performance against agreed KPIs and take corrective action or investment

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

Demonstrated track record of meeting or exceeding channel bookings quotas in a complex, multi-partner selling environment.

Strong existing relationships with key VARs, MSSPs, or SIs operating across the region.

Deep understanding of government procurement processes across the Middle East, including framework agreements and public tender requirements.

Proficiency with Salesforce CRM for pipeline management and forecasting.

Excellent communication and executive presentation skills in English; Arabic language skills are a strong advantage.

Based in the UAE or KSA, with willingness to travel regionally up to 40%.

Experience selling data security, content governance, compliance, or secure file transfer solutions.

Familiarity with ME regulatory frameworks.

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

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

Execution – We deliver results with focus, ownership, and consistency. Our teams take initiative, solve challenges proactively, and continuously optimize how we work to create meaningful impact for our customers.

Transparency – We communicate openly and clearly, ensuring stakeholders have the information they need to make informed decisions. We foster a culture of trust, welcome feedback, and embrace accountability in everything we do.

Integrity – We uphold the highest standards of honesty and responsibility. Our teams act ethically, consistently honor commitments, and build trust through principled, reliable actions.

Annual Base Salary Range of SAR 220,000–320,000 with uncapped commission structure tied to partner-sourced bookings — Base pay depends on many factors, such as location, education, experience, and skills. Base pay is only one part of Kiteworks competitive Total Rewards package that can include benefits, perks, and equity. The base pay range is subject to change and may be modified in the future

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 protecting the world's most sensitive data.