Channel Manager

Job Scope

Main Duties And Responsibilities

• Expand existing footprint as well as drive new partner engagements to grow overall revenue.
• Build, agree and drive with the Alliance Partner the joint business plan and routes to and target markets
• Define joint ownership of each go-to-market initiative with key executive sponsors from within the Partner and within the functional groups such as Sales, Presales and Professional Services.
• Understand the joint value propositions between the partners and be capable of evangelizing this internally within the alliance partner, within company and externally to joint prospects and customers (in support of the enterprise sales team objectives)
• Where necessary, manage the technical integration and implementation issues with joint propositions and customer engagements. It will not be necessary to have the skills to lead those engagements but the job holder will have the necessary gravitas, confidence and acumen to understand the issues and contribute significantly to the solution of any technical issues which affect the joint engagement plan. Ownership and accountability are key as is overall leadership of key deals as deemed appropriate
• Undertake quarterly reviews of the business plan against agreed targets with milestone metrics to track achievement and/or develop alternative strategies and tactics to bring the Alliance back on to agreed plan.
• Establish and develop key Executive relationships between alliance partner and company executives locally and globally.
• As part of the agreed joint business plan develop and agree a marketing and enablement plan to support the go-to-market initiatives and, where applicable, uniquely branded partner solution offerings
• Work with Partner and company marketing to capture and document joint end customer major opportunity success for internal use within the Alliance partner and sales organization
• Regularly review the Alliance Partners relationships with competitor products to ensure that those providing strong opportunities are highlighted internally for the purposes of product development and thereby increase share of the Alliance Partners portfolio
• Establish trust between various Alliance and company colleagues in both sales, technical, marketing and support functions to allow a successful network of relationships to develop at all levels between both parties

Position Requirements

• Have a holistic view of the Partner Ecosystem in the region with strong focus on the Saudi Arabia.
• Experience working with partners through account management, product management, program management and business development engagements, as examples
• Experience engaging and influencing C-level executives and strong familiarity with decision making processes in enterprise customers
• Experience presenting and articulating complex solutions including SaaS, Databases, Microsoft Platform and applications and Cybersecurity Solutions
• Demonstrated experience working with multiple stakeholders including direct and channel marketing, product management and account management teams
• Strong sales with a desire to coordinate field teams to develop and close high-profile deals
• Prior experience working with Vendors, Distributors, Systems Integrators and Consulting Companies to achieve sales.
• Experience working within the enterprise software solution industry is highly desired.
• Experience working in the Saudi and Bahrain with partners and customers
• Excellent communication and presentation skills, both written and verbal in Arabic and English
• Willing to travel as required.
• Demonstrated ability to lead by example and motivate other team members.
• Technical acumen with ability to present and sell technology products in a business context.
• Strong commercial and negotiation skills at enterprise level.
• Timely, realistically conservative and predictable sales forecasting.
• Excellent interpersonal and presentation skills.
• Ability to be independent and work on own initiative
• Fluency in Arabic is mandatory

Education

Experience