the company is the leader in AI-powered data security, enabling over 13,600 enterprise customers, including over 85 of the Fortune 100 and nearly 70% of the Global 500, to strengthen their resilience and gain insights into their vast amounts of data. Our solutions secure and protect data on-premises, in the cloud, and at the edge, supported by partnerships with industry leaders such as NVIDIA, IBM, HPE, Cisco, AWS, and Google Cloud.
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About the Role:
We are looking for a Distribution Account Manager based out of the UAE to manage and enable Distributors across the Gulf Region within the company’s Partner Ecosystem. You will drive distributor-led growth, enhance enablement, and expand the company’s footprint across the region.
HOW YOU'LL SPEND YOUR TIME HERE:
- Building and managing distribution partnerships, executing against joint business plans to strategically grow the pipeline across the Gulf region, fostering strong collaboration with the company's Gulf Sales, Pre-Sales, and Channel Organizations.
- Creating awareness, demand, and preference for the company solutions and services with Distributor partners.
- Collaborating with Distributors to drive bookings and execute joint go-to-market strategies across the region.
- Forecasting Distributor pipeline conversion in coordination with sales teams.
- Developing and leading a sales strategy and jointly developed business plan for assigned Distributor account(s); utilizing this plan as a roadmap for distributor growth, account management, and contribution to the company's objectives.
- Enabling Distributor sales and technical teams in line with GTM plans and distribution program requirements, with clear outcomes and metrics defined.
- Tracking Distributor performance-to-plan, delivering on the company’s strategy/vision, and identifying action plans to address enablement, engagement, pipeline, and bookings gaps.
- Coordinating marketing activities with Distributors, leveraging the company marketing resources to prioritize execution and measure return on investment across the Eastern Europe region.
WE'D LOVE TO TALK IF YOU HAVE ANY OF THE FOLLOWING:
- Bachelor's Degree in Computer Science, Engineering, Mathematics, related field, or equivalent experience with 8+ years of demonstrable distribution/channel management experience.
- Strong achievement against quota with extensive knowledge gained through exposure to sophisticated business situations across Gulf markets.
- Extensive experience in growing top Distribution-managed Partners through Distributors, ideally within the Gulf region.
- Experience working with cross-functional teams to coordinate marketing activities—deciding, prioritizing, implementing, and measuring returns from Distributor partners.
- A drive to design and execute effective engagement strategies with Distributors across multiple Gulf countries.
- Experience working with customers and technology partners in the Gulf Region.
- Comfortable presenting to both small and large groups, in person and virtually.
- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision-making.
- Strong work ethic and eagerness to take on responsibility, with the ability to work independently and remotely.
- Willingness to travel over 50%, including regular trips across the Gulf Region and occasionally internationally.
