Senior Channel & Alliances Manager - Cybersecurity | KSA & GCC
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Key skills for this role
About the Role
COGNNA is seeking a Senior Channel & Alliances Manager to own, build, and scale the partner ecosystem across Saudi Arabia and the GCC. The role involves recruiting, enabling, and managing partners across multiple models, driving partner-sourced pipeline and revenue.
Key Skills for This Role
Responsibilities
- Own the partner strategy for Saudi Arabia and GCC, including partner segmentation, Ideal Partner Profile, partner tiers, incentives, activation plans, and quarterly targets
- Identify, qualify, and recruit high potential partners across MSSPs, cybersecurity resellers, system integrators, value added distributors, cloud partners, compliance advisory firms, and referral partners
- Define and manage the correct partner model for each relationship: Referral, Reseller, MSSP, Distributor, Strategic Alliance, or Cloud Marketplace
- Lead onboarding and enablement for signed partners, including COGNNA positioning, sales pitch, technical overview, PRM/CRM process, deal registration, qualification rules, proposal flow, co selling motion, and marketing assets
- Drive measurable partner sourced and partner influenced pipeline through joint account mapping, target customer lists, co selling plans, partner campaigns, webinars, roundtables, and registered opportunities
- Build and execute a regional partner expansion plan across priority GCC markets including UAE, Qatar, Bahrain, and Kuwait
- Own partner data quality in CRM and PRM systems, ensuring accurate partner accounts, registered deals, pipeline attribution, activities, follow ups, and reports
- Work closely with Sales, Marketing, Product, Presales, and Customer Success to remove blockers and improve partner success
- Prepare weekly and monthly partner performance reports covering new partners recruited, partners activated, leads, SQLs, pipeline, partner influenced revenue, closed won deals, engagement status, risks, and actions
Requirements
- 5+ years of experience in channel sales, alliances, partner management, or partner business development
- 2+ years of experience in cybersecurity, cloud, SaaS, managed services, or enterprise technology
- Proven experience managing partners in Saudi Arabia and/or GCC markets
- Direct ownership of partner sourced pipeline, partner revenue targets, or partner activation targets
- Clear understanding of partner models including Referral, Reseller, Distributor, MSSP, Strategic Alliance, and Cloud Marketplace
- Strong CRM/PRM discipline using HubSpot, Salesforce, Kiflo, PartnerStack, Impartner, or similar tools
- Strong Arabic and English communication skills, written and spoken
- Ability and willingness to travel across Saudi Arabia and GCC
- Comfortable discussing cybersecurity concepts such as SOC, MDR, SIEM, XDR, threat intelligence, etc.
Full Job Posting
Role Overview
- COGNNA is seeking a Senior Channel & Alliances Manager to own, build, and scale our partner ecosystem across Saudi Arabia and the GCC.
- The role is responsible for recruiting, qualifying, activating, and managing partners across Referral, Reseller, Distributor, MSSP, Cloud Marketplace, and Strategic Alliance models.
- The ideal candidate is a hands on channel professional who can lead partner relationships independently, work cross functionally with Sales, Marketing, Product, Presales, and Customer Success, and operate with strong CRM/PRM discipline.
What You'll Do
- Own the partner strategy for Saudi Arabia and GCC, including partner segmentation, Ideal Partner Profile, partner tiers, incentives, activation plans, and quarterly targets.
- Build clear partner business plans covering target partner types, target markets, expected pipeline, joint activities, enablement needs, revenue contribution, timeline, and ownership.
- Identify, qualify, and recruit high potential partners across MSSPs, cybersecurity resellers, system integrators, value added distributors, cloud partners, compliance advisory firms, and referral partners.
- Define and manage the correct partner model for each relationship: Referral, Reseller, MSSP, Distributor, Strategic Alliance, or Cloud Marketplace.
- Lead onboarding and enablement for signed partners, including COGNNA positioning, sales pitch, technical overview, PRM/CRM process, deal registration, qualification rules, proposal flow, co selling motion, and marketing assets.
- Drive measurable partner sourced and partner influenced pipeline through joint account mapping, target customer lists, co selling plans, partner campaigns, webinars, roundtables, and registered opportunities.
- Build and execute a regional partner expansion plan across priority GCC markets including UAE, Qatar, Bahrain, and Kuwait.
- Own partner data quality in CRM and PRM systems, ensuring accurate partner accounts, registered deals, pipeline attribution, activities, follow ups, and reports.
- Work closely with Sales, Marketing, Product, Presales, and Customer Success to remove blockers and improve partner success.
- Prepare weekly and monthly partner performance reports covering new partners recruited, partners activated, leads, SQLs, pipeline, partner influenced revenue, closed won deals, engagement status, risks, and actions.
Requirements
- 5+ years of experience in channel sales, alliances, partner management, partner development, or partner business development.
- 2+ years of experience in cybersecurity, cloud, SaaS, managed services, or enterprise technology.
- Proven experience managing partners in Saudi Arabia and/or GCC markets.
- Direct ownership of partner sourced pipeline, partner revenue targets, or partner activation targets.
- Clear understanding of partner models including Referral, Reseller, Distributor, MSSP, Strategic Alliance, and Cloud Marketplace.
- Ability to build structured partner plans, partner scorecards, activation frameworks, QBRs, and weekly performance reports.
- Strong CRM/PRM discipline using HubSpot, Salesforce, Kiflo, PartnerStack, Impartner, or similar tools.
- Strong Arabic and English communication skills, written and spoken.
- Ability to present and train partner sales and technical teams confidently.
- Ability and willingness to travel across Saudi Arabia and GCC for partner meetings, enablement, and events.
- Comfortable discussing cybersecurity concepts such as SOC, MDR, SIEM, XDR, threat intelligence, threat hunting, incident response, compliance, and cloud security.
- Strong ownership mindset, accountability, and ability to accept feedback and act on it quickly.
Preferred Requirements
- Existing relationships with KSA/GCC cybersecurity resellers, MSSPs, distributors, cloud partners, or system integrators.
- 5+ years of total channel or alliances experience.
- Experience building or scaling a partner program in a startup or scale up environment.
- Experience with Google Cloud, AWS, Azure, Alibaba Cloud, or cloud marketplace co selling.
- Experience launching co marketing campaigns with partners.
- Experience managing tiered partner programs such as Silver, Gold, and Platinum.
- Experience creating partner certification or enablement programs.
- Cybersecurity certifications or a technical background are a plus.
- Strong knowledge of NCA, SAMA, and regional compliance driven sales motions.
- Experience working with MDR, SOC as a Service, threat intelligence, SIEM, XDR, or cybersecurity managed services.
Why Join COGNNA?
- High Impact Role – Shape how organizations adopt cutting edge cybersecurity solutions that truly protect.
- On Site Collaboration – Work closely with leadership, product, and sales teams from our Riyadh office.
- Performance Rewards – Competitive base salary plus commission tied to your impact on revenue growth.
- Ownership Mindset – Join our ESOP program and grow with COGNNA’s success.
- Continuous Growth – Access to certifications, trainings, and opportunities to elevate your technical and sales expertise.
- Culture of Trust – We move fast, empower talent, and celebrate outcomes together.
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