About the Role
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As a leader in the digital transformation of the AEC/O industry, the company is focused on utilizing open standards (OPEN BIM) to enhance construction processes. As part of our mission, we are seeking a talented individual to develop and manage our channel ecosystem across the Middle East, including distributors, value-added resellers, and solution partners. Your role will be pivotal in recruiting, onboarding, and activating new channel partners that align with our regional strategy and brand portfolio priorities. You will work closely with these partners to define and execute business plans aimed at achieving revenue targets and enabling growth.
Key Responsibilities
- Develop and manage the company channel ecosystem across the Middle East, including distributors, value-added resellers, and solution partners.
- Recruit, onboard, and activate new channel partners aligned with regional coverage and brand portfolio priorities.
- Define and execute joint business plans with each partner, including revenue targets, pipeline commitments, and enablement milestones.
- Manage partner-led pipeline and forecast accuracy, ensuring visibility in CRM.
- Drive partner sales and technical certification programs across the company brand portfolio.
- Coordinate partner enablement with Presales and Customer Success teams.
- Manage distributor relationships including commercial operations, ordering processes, and stock/licensing coordination.
- Develop partner incentive structures, promotions, and co-marketing programs in coordination with Marketing.
- Monitor partner performance against KPIs and conduct regular business reviews.
- Resolve channel conflict and manage deal registration and territory alignment.
- Support partners on strategic opportunities, tenders, and enterprise engagements.
- Ensure partner compliance with pricing, discounting, and commercial approval processes.
- Provide structured feedback on partner ecosystem gaps and expansion opportunities to regional leadership.
- Represent the company at partner events, channel forums, and regional exhibitions.
Your Profile
- Bachelor's degree in Business, Engineering, or related field.
- 5+ years' experience in channel management, partner development, or distribution roles in software or technology.
- Proven track record of building and scaling partner-led revenue.
- Experience managing distributors and reseller networks in the Middle East (KSA / GCC preferred).
- Understanding of AEC, BIM, or construction technology markets is a strong plus.
- Experience designing partner programs, certifications, and incentive structures.
- Strong commercial negotiation and business planning capabilities.
- Experience managing channel conflict, deal registration, and territory governance.
- Structured pipeline management and CRM discipline.
- Strong relationship-building and cross-functional coordination skills.
- Strong presentation and communication capabilities.
