Channel Sales Manager
Partner recruitment & ecosystem development • Identify, recruit, and onboard strategic partners (resellers, system integrators, MSPs/MSSPs, service providers) • Expand the partner network across Saudi Arabia based on coverage, vertical focus, and solution alignment • Evaluate partners based on market presence, technical capability, delivery readiness, and sales potential • Build a structured partner segmentation model (e.g., strategic, growth, transactional) and engagement plan Partner onboarding • Own the end-to-end onboarding journey from initial qualification through activation • Ensure completion of partner documentation, agreements, due diligence, and compliance requirements • Provide access to partner portals, tools, enablement assets, and operational platforms • Align onboarding with internal sales/support processes (lead routing, deal registration, quoting, escalation) Partner enablement • Deliver sales and technical enablement programs (live sessions, workshops, webinars, and ongoing refreshers) • Develop and maintain enablement materials: partner kits, pitch decks, sales playbooks, battlecards, and product documentation • Coordinate certifications and readiness checks to ensure partners can represent and deliver solutions effectively • Enable partners to package and position managed services, cloud services, and cybersecurity offerings Partner sales growth • Co-develop pipeline with partners, support opportunity qualification, and accelerate deal progression • Assist in solution positioning, proposal development, pricing guidance, and deal registration governance • Set partner targets and revenue goals, then monitor performance against KPIs • Drive predictable execution through joint account planning and partner-led GTM motions Partner relationship management • Build strong relationships with partner owners, leadership, sales teams, and technical teams • Run regular partner business reviews (QBRs/MBRs), performance discussions, and action plans • Resolve partner issues by coordinating internally for fast presales, delivery, and support alignment • Maintain partner satisfaction and long-term retention through proactive engagement Partner marketing & collaboration • Plan and execute joint campaigns, partner events, customer workshops, and partner-led demand generation • Coordinate co-selling motions between partners and internal teams • Support partner participation in seminars, webinars, and customer engagement programs
Qualifications • Bachelor’s degree in Business Administration, Marketing, Information Technology, or a related field • 5–10years of experience in channel sales, partner management, partner onboarding, or partner enablement • Hands-on experience working with technology partners (resellers, distributors, SIs, MSPs/MSSPs) • Proven track record building and scaling a partner ecosystem and delivering measurable partner revenue impact Skills & competencies • Strong relationship management and stakeholder influence (partner + internal) • Excellent communication, facilitation, and negotiation skills • Strong enablement capability (training delivery, playbook creation, sales motion design) • Solid understanding of channel strategy, partner programs, and co-sell frameworks • Ability to drive partner-led revenue growth with structured execution and accountability • Experience using CRM and partner management tools (e.g., Salesforce, HubSpot, PRM platforms) • Strategic thinking with strong operational discipline and attention to detail Preferred experience • Background in IT services, managed services, cybersecurity, cloud, or infrastructure solutions • Strong knowledge of the Saudi Arabia partner ecosystem and local GTM dynamics • Experience enabling partners to sell and deliver managed services/cloud services/cybersecurity solutions "**Key Skills** * Channel Sales & Partner Management * Partner Recruitment & Ecosystem Development * Partner Onboarding & Enablement * Partner Relationship Management * Partner Sales Growth & Pipeline Development * Channel Strategy & Go-to-Market (GTM) Planning * Stakeholder Management & Negotiation * CRM & Partner Management Tools (Salesforce, HubSpot, PRM) * IT Solutions Knowledge (Cloud, Cybersecurity, Managed Services, Infrastructure) * Strategic Planning & Revenue Growth Management