About the Role
The company is searching for a senior partnership and business development executive to manage a flagship strategic partnership comprehensively—commercially, operationally, and strategically. This partnership will evolve from an initial agreement into a multi-year engagement within the region's sovereign AI infrastructure landscape. This high-visibility role places you at the intersection of enterprise sales, channel/reseller strategy, and executive relationship management, requiring the ability to operate at C-level on both sides.
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What You Will Do
- Own the day-to-day partnership relationship. Act as the primary point of contact between the company and the partner's business and technical teams, ensuring alignment on commitments, priorities, and delivery milestones across the joint platform engagement.
- Expand the commercial scope of the partnership. Identify and negotiate opportunities for growth in the relationship—new use cases, new regions, upsells, renewals, and expanded terms based on the existing agreement.
- Manage contract renewals and amendments. Lead negotiations for contract renewals, amendments, and expanded commercial terms as the partnership evolves.
- Build and maintain executive relationships. Serve as the primary business point of contact for partner executives, keeping leadership engaged and aligned on the partnership's health and direction.
- Drive partnership-sourced pipeline and revenue. Own quotas or targets related to the pipeline and revenue generated through the partnership, collaborating with sales to convert relationships into closes.
- Run joint go-to-market execution. Collaborate with marketing and sales to execute co-selling motions, joint offers, and campaigns— including reseller/channel activation—that utilize the partnership commercially.
- Manage ongoing partner operations. Conduct recurring meetings with the partner (e.g., QBRs, roadmap syncs) and keep internal stakeholders informed of partnership status, risks, and commercial health.
- Navigate reseller and channel dynamics. Manage complexities across the partner ecosystem to ensure commercial terms align with the company's broader channel strategy.
- Translate partner needs into internal priorities. Relay partner feedback and requirements to product and engineering, advocating for necessary resources to maintain commitments while not owning the product roadmap yourself.
- Track and report on partnership performance. Define and report on KPIs for the partnership—pipeline generated, revenue closed, deployment milestones reached, and overall partnership health—to regional and global leadership.
- Represent the company externally. Represent the company alongside the partner at industry events (including flagship regional events such as LEAP), conferences, and executive briefings to enhance the partnership's visibility in the market.
Your Skills and Experience
- 15–20 years of experience across sales, presales, channel/alliances, and business development, preferably within infrastructure, data, or AI/ML companies, with a significant portion in strategic partnership or key-account ownership.
- Deep understanding of the Saudi Arabia enterprise technology and sovereign-AI/government-adjacent ecosystem, including national AI infrastructure initiatives and the broader Vision 2030 digital landscape.
- Proven track record of managing and expanding a strategic partnership at scale—growing the scope, renewing and amending contracts, and increasing revenue over multiple years.
- Comfort in owning commercial terms and contract negotiations (MSAs, NFRs, exclusivity, revenue share, reseller structures), with legal support as necessary.
- Strong knowledge of object storage, data infrastructure, or AI/ML ecosystems, enabling credible conversations with technical stakeholders about sovereign AI infrastructure and platform architecture.
- Demonstrated success in managing a partner relationship that resulted in measurable pipeline or revenue growth.
- Excellent relationship-building skills and executive communication capabilities—comfortable engaging with C-level partners and government-adjacent stakeholders.
- Experience with co-selling motions, joint go-to-market execution, channel/reseller management, and partner enablement.
- Bilingual fluency in Arabic and English, with a professional communication style suited to the Gulf enterprise and government context.
- Located in Riyadh and willing to travel regionally to partner sites, conferences, and industry events as needed.
Equal Opportunity Policy (EEO)
The company is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, disability, medical condition, marital status, or any other basis prohibited by law.
