Senior Channel & Alliances Manager - Cybersecurity
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Key skills for this role
About the Role
Lead partner strategy and recruitment in cybersecurity, manage partner relationships, and drive pipeline generation across GCC markets with strong CRM discipline.
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 partner accounts, registered deals, pipeline attribution, activities, follow ups, and reports are accurate and updated.
- 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
- Own the partner strategy for Saudi Arabia and GCC
- Identify, qualify, and recruit high potential partners (MSSPs, resellers, system integrators, etc.)
- Define and manage partner business models (Referral, Reseller, MSSP, Distributor, etc.)
- Lead partner onboarding and enablement
- Drive measurable partner sourced and partner influenced pipeline
- Build and execute regional partner expansion plan across GCC markets
- Own partner data quality in CRM and PRM systems
- Work cross functionally with Sales, Marketing, Product, Presales, and Customer Success
- Prepare weekly and monthly partner performance reports
Full Job Posting
Role Overview
- 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.
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.
- Build clear partner business plans covering target partner types, target markets, expected pipeline, joint activities, enablement needs, revenue contribution, timeline, and ownership.
- Lead the partner agenda without waiting for others to drive direction or follow up.
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.
- Evaluate partners based on market reach, customer base, cybersecurity capability, commercial maturity, commitment level, and ability to generate revenue.
- Build a qualified partner funnel and maintain clear visibility of partner recruitment status.
Partner Business Model Management
- Define and manage the correct partner model for each relationship: Referral, Reseller, MSSP, Distributor, Strategic Alliance, or Cloud Marketplace.
- Ensure every partner understands the commercial model, incentive structure, discount rules, deal registration process, ownership model, responsibilities, and escalation path.
- Avoid confusion between customer programs, referral incentives, reseller discounts, renewal credits, and partner compensation models.
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.
- Train partner sales and technical teams to position COGNNA solutions confidently and qualify opportunities correctly.
- Measure enablement success based on partner activation and pipeline generation, not training activity alone.
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.
- Support partners in qualifying opportunities and moving them into the CRM pipeline with accurate attribution.
- Follow up on partner sourced leads and ensure opportunities progress with clear next steps.
Regional Expansion
- Build and execute a regional partner expansion plan across priority GCC markets including UAE, Qatar, Bahrain, and Kuwait.
- Identify the right partners, validate market readiness, understand regulatory and compliance drivers, and build a repeatable expansion model.
- Support regional co selling and market entry motions with selected anchor partners.
CRM / PRM Governance
- Own partner data quality in CRM and PRM systems.
- Ensure partner accounts, registered deals, pipeline attribution, activities, follow ups, and reports are accurate and updated.
- Create weekly visibility on partner status, pipeline, risks, blockers, and required actions.
Cross Functional Leadership
- Work closely with Sales, Marketing, Product, Presales, and Customer Success to remove blockers and improve partner success.
- Coordinate partner campaigns, events, enablement sessions, and product feedback loops.
- Operate with strong ownership, clear communication, and structured follow through.
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.
- Use data to recommend improvements to the partner program and partner execution model.
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