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 various models, driving pipeline generation, and regional expansion.
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
- 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 accuracy of 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
- 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
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 successful candidate will own partner onboarding, enablement, deal registration, joint pipeline generation, performance tracking, and regional expansion.
What You'll Do
- Channel Strategy & Partner Ownership: Own the partner strategy for Saudi Arabia and GCC, including partner segmentation, Ideal Partner Profile, partner tiers, incentives, activation plans, and quarterly targets
- Partner Recruitment & Qualification: Identify, qualify, and recruit high potential partners across MSSPs, cybersecurity resellers, system integrators, value added distributors, cloud partners, compliance advisory firms, and referral partners
- Partner Business Model Management: Define and manage the correct partner model for each relationship: Referral, Reseller, MSSP, Distributor, Strategic Alliance, or Cloud Marketplace
- Partner Onboarding & Enablement: 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
- Partner Pipeline Generation: 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
- Regional Expansion: Build and execute a regional partner expansion plan across priority GCC markets including UAE, Qatar, Bahrain, and Kuwait
- CRM / PRM Governance: Own partner data quality in CRM and PRM systems
- Cross Functional Leadership: Work closely with Sales, Marketing, Product, Presales, and Customer Success to remove blockers and improve partner success
- Performance Reporting: 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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