Channel Account Manager - Middle East & Africa

We are seeking a high-caliber, strategic Channel Account Manager to spearhead our growth within the Middel East – African region. In this pivotal role, you will be the face of our brand in one of our most dynamic markets. You will be responsible for orchestrating a sophisticated ecosystem of distributors, Tier-2 resellers, Global Systems Integrators (GSIs), and MSPs. Your mission is to cultivate a robust partner network that aligns with the digital transformation goals of the region, driving sustainable revenue through education, strategic planning, and localized sales support.

Key Responsibilities

• Strategic Business Planning: Collaborate with key partners to co-author comprehensive business plans aligned with Vision 2030 digital initiatives. Focus on OKRs spanning pipeline generation, revenue targets, and localized marketing.
• Market Intelligence: Leverage deep knowledge of the Middle East – Africa region economic landscape to diagnose partner needs and position our solutions as critical infrastructure.
• Executive Relationship Management: Act as a brand evangelist, building high-trust, long-term relationships with Managing Directors and C-suite executives within the partner community.
• Distribution & Logistics: Partner with local and regional distributors to streamline recruitment, onboarding, and the "quote-to-cash" process, ensuring compliance with local trade regulations and cross-border requirements.
• Partner Ecosystem Expansion: Proactively identify and recruit high-potential local partners to fill coverage gaps in key sectors like Government, BFSI, and Energy.
• Enablement & Certification: Lead training initiatives to ensure partners meet global certification standards while adapting delivery styles to suit the local professional culture.
• Performance Governance: Conduct rigorous Quarterly Business Reviews (QBRs) and ad-hoc performance audits to ensure partners remain on track to meet their growth KPIs.
• Collaborative Sales Support: Act as a bridge between partners and our internal teams (Marketing, Pre-sales, and Legal) to accelerate the sales cycle for complex, large-scale regional tenders.

Qualifications & Requirements

• Experience: Bachelor's degree and a minimum of 5 years of proven experience in Channel Management within the IT industry, specifically focusing on Middle East and Africa.
• Technical Literacy: Strong grasp of IT management software, observability, and infrastructure monitoring solutions.
• Cultural Fluency: Exceptional communication and negotiation skills, with a deep understanding of regional business etiquette and relationship-based selling.
• Regulatory Knowledge: Familiarity with regional procurement laws, local data and residency requirements.
• Proven Results: A consistent track record of exceeding quotas and managing complex partner ecosystems using OKRs and data-driven dashboards.
• Adaptability: Ability to thrive in a fast-paced, matrixed global environment while working independently on the ground.
• Mobility: Willingness to travel extensively within the region Middle East and Africa