About the Role
The company is one of the fastest-growing software companies in the world, aggressively increasing our market share throughout the Middle East region. Our alliance partners are integral to our strategy, and we are looking for an intelligent, coachable, and driven professional to shape and guide our regional alliance strategy based in the United Arab Emirates.
As a Regional Alliance Manager - Middle East & Africa, you will manage and enable the company’s most strategic alliance partnerships and ecosystem across the Middle East, including the Big 4, advisory firms, resellers, and distributors. You will be responsible for driving partner recruitment, activation, pipeline growth, training, and certifications within this key market.
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Key Responsibilities
- Regional Face of Alliances: Act as the primary point of contact for the alliance organization in the Middle East, driving a clear regional strategy in cooperation with Global Alliance Directors and reporting to the Head of Alliances.
- Pipeline & Revenue Growth: Achieve quarterly and annual pipeline and revenue targets. Drive differentiated growth by encouraging partners to include the company technology in their clients’ projects.
- Partner Lifecycle Management: Build and shape a solid partner ecosystem by recruiting, onboarding, and enabling new and existing partners.
- Strategic Alignment: Develop a deep understanding of partners’ business strategies and build specific company growth initiatives that align with their regional goals.
- Sales Brokerage: Act as the liaison and broker of relationships between the regional company sales team and the partners’ practitioners, sales organizations, and marketing teams.
- Territory Strategy: Increase partner-driven sales by collaborating with Regional Account Executives on activities such as Quarterly Business Reviews (QBRs), joint account mapping, and joint pipeline forecasting.
- Collaboration & Marketing: Plan and execute marketing activities, webcasts, and roadshows that generate brand awareness and influence across the Middle East region.
- Operational Liaison: Broker internal discussions regarding regional operational needs (such as language requirements or customer support) to ensure a positive customer experience in the Middle East.
Attributes for a Successful Candidate
- Strategic & Technical Proficiency: Ability to think strategically about business and technical challenges while conveying a compelling value proposition to consultants and integrators.
- Experience: At least 7 years of experience in sales or channel management, with a specific track record of success working with the Big 4, Global System Integrators, Resellers, or Managed Service Providers.
- Ecosystem Builder: Proven experience in building partner ecosystems and Go-To-Market strategies from the ground up or within a rapidly scaling environment.
- Influencing Skills: Strong networking and business development skills; able to build consensus across various functional groups and organizational boundaries.
- Adaptability: Effective in a matrix environment, comfortable with ambiguity, and willing to take calculated risks to achieve regional goals.
- Regional Capability: Familiarity with the business landscapes of the Middle East.
- Language: Arabic (business conversational) and English language skills (business conversational) are considered a must.
Perks (PEO locations: Poland, Netherlands, Singapore, UAE)
- Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!
- Monthly work from home allowance - varies by location.
- Benefits depend on location but include statutory coverage.
- Competitive compensation & bonus program.
- Annual leave and holidays.
- Employee resource groups.
- Opportunities for team and company-wide get-togethers!
Our Company Values
- Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
- Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
- Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
- Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
- Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.
