Senior Distribution Account Manager, META

About the Role
The company is looking for a Distribution Account Manager (DAM) to build and scale our two-tier (2T) distribution business across the region. Based in Dubai, you will own the relationship with our distributors and their reseller ecosystem, turning distribution into a scalable engine for recruiting partners, enabling them, generating demand, and transacting business efficiently. You will work as an extended member of the Channel team, owning the distribution-led go-to-market segment as a complement to focused partners. Your job is to make our distributors productive: recruit and onboard the right resellers through them, ensure those resellers are certified and capable on the company, drive demand generation with marketing programs and incentives (MDF/SPIFF), and keep the operational machine running for smooth business flow through distribution at scale. You will build joint business plans with distributor executives, run regular business reviews (QBRs), own the distribution pipeline and forecast, and support the company regional sales team to hit its targets. This is a hands-on, execution-focused role for someone who knows two-tier distribution well and can both define a plan and deliver it.

What You'll Do

• Lead Distribution Joint Business Planning with our distributors to build the right partner ecosystem and drive growth across the region.
• Ensure territory coverage in alignment with regional sales leadership.
• Define the partner coverage needed, and recruit and onboard the right two-tier partners — VARs and/or MSSPs — through our distributors.
• Drive distributor- and partner-led business planning with top distributor-led resellers to generate distributor- and partner-initiated opportunities (DIO/PIO) through deal registration programs — measured on explicit KPIs: pipeline generation, booked revenue, and partner activation.
• Ensure partner enablement and certification — make sure distributors deploy the right enablement tools and programs so their resellers are fully certified and capable of selling and supporting the company's Cloud Native Security Solutions.
• Develop and run the distribution demand generation plan, using marketing programs and incentives (MDF/SPIFF).
• Own the distribution pipeline — forecast, manage the sales process, and achieve sales targets — supporting the company regional sales team.
• Support distributors in account planning, account mapping sessions, prospecting, and opportunity qualification, working alongside distributor resources.
• Own executive alignment with distributor stakeholders through regular business reviews and QBRs.
• Ensure the deployment of the company's partner programs across distribution, including compliance, auditing, and day-to-day operational execution.
• Be an advocate for the company in the region — represent the company at partner- and customer-facing events, and know our solutions and use cases well enough to clearly articulate the value proposition.

Examples of Desirable Skills, Knowledge and Experience

• Fluency in English; Arabic or other regional languages are an advantage.
• Knowledge of the Middle East & Africa channel and distribution landscape.
• 8+ years in distribution and/or partner management within a two-tier (2T) go-to-market model, recruiting and developing strategic partners through distribution.
• Direct experience managing value-added distributors (VADs) and their reseller ecosystems.
• Solid working knowledge of cloud infrastructure, SaaS, and cybersecurity solutions, gained selling at a cloud-native, fast-paced, high-growth company.
• Experience with channel governance, the MEDDPICC sales qualification methodology, and SFDC forecast discipline, with a proven track record of sales execution.
• Experience in the Mid-Market / Commercial GTM segment, comfortable with its dynamics — higher volume and velocity, a broader partner base, and faster sales cycles — versus the lower-volume, high-touch nature of top-end enterprise accounts.
• Experience defining partner coverage, and recruiting and onboarding two-tier partners.
• Extensive experience influencing and aligning with C-level executives within distributor and reseller ecosystems.
• Proven record of both designing partner strategies and executing the plans.
• Experience using data and analytics tools to drive outcomes, and leveraging automation (AI-led) to improve day-to-day effectiveness — including building analytics dashboards or using AI-driven business intelligence to spot regional channel trends.
• Direct experience in high-growth companies, leading organizational change and digital transformation within a channel ecosystem.
• Strong communication, negotiation, and presentation skills, with the ability to translate data into executive-level action.
• Ability to travel up to 30–50% within the assigned region, depending on business needs, with occasional travel to global company offices.

What Makes the Company Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

• Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by the company's enterprise customers--at no cost.
• Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
• 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service the company has ever released. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Additional Information
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

The company is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

The company provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.