The company is seeking a Senior Channel & Alliances Manager to own, build, and scale our partner ecosystem across Saudi Arabia and the GCC. The role is responsible for recruiting, qualifying, activating, and managing partners across Referral, Reseller, Distributor, MSSP, Cloud Marketplace, and Strategic Alliance models. The successful candidate will own partner onboarding, enablement, deal registration, joint pipeline generation, performance tracking, and regional expansion. The role requires strong commercial ownership, structured planning, clear understanding of partner business models, and the ability to generate measurable partner-sourced pipeline and revenue.
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What You'll Do
- 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 the company 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.
- 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
- 5+ years of experience in channel sales, alliances, partner management, partner development, or partner business development.
- 2+ years of experience in cybersecurity, cloud, SaaS, managed services, or enterprise technology.
- Proven experience managing partners in Saudi Arabia and/or GCC markets.
- Strong CRM/PRM discipline using HubSpot, Salesforce, Kiflo, PartnerStack, Impartner, or similar tools.
- Strong Arabic and English communication skills, written and spoken.
- Ability and willingness to travel across Saudi Arabia and GCC for partner meetings, enablement, and events.
Preferred Requirements
- Existing relationships with KSA/GCC cybersecurity resellers, MSSPs, distributors, cloud partners, or system integrators.
- 5+ years of total channel or alliances experience.
- Experience building or scaling a partner program in a startup or scale-up environment.
Benefits
- High-Impact Role – Shape how organizations adopt cutting-edge cybersecurity solutions that truly protect.
- On-Site Collaboration – Work closely with leadership, product, and sales teams from our Riyadh office.
- Performance Rewards – Competitive base salary plus commission tied to your impact on revenue growth.
- Ownership Mindset – Join our ESOP program and grow with the company's success.
- Continuous Growth – Access to certifications, trainings, and opportunities to elevate your technical and sales expertise.
