Channel Operations Manager - MEA and Emerging Markets

The Channel Operations Manager, MEA and Emerging Markets manages, develops, and accelerates Infor’s partner ecosystem across the Middle East & Africa (MEA) and Eastern Europe. The role enables partners to sell, implement, and support Infor’s cloud-based ERP and industry-specific SaaS solutions.

A Day In The Life Typically Includes:

• Own and manage a portfolio of partners across tier-one and tier-two markets
• Drive partner-attributed sales targets and revenue growth
• Ensure partners are enabled, certified, and aligned to Infor’s go-to-market strategy
• Act as the primary liaison between Infor and its partners, ensuring operational alignment and a consistent, high-quality customer experience
• Build and maintain trusted, long-term relationships with strategic partners
• Co-develop annual partner business plans (revenue/ACV targets, solution/industry focus, market coverage)
• Conduct regular performance and governance reviews (QBRs)
• Lead forecast calls and pipeline reviews
• Monitor key performance indicators (revenue growth, win rates, deal conversion, sales cycle, forecast accuracy)
• Design and execute enablement programs (product portfolio, cloud value proposition, sales methodologies)
• Drive completion and maintenance of partner certifications
• Administer and promote Infor’s Partner Program
• Collaborate with marketing teams on joint go-to-market plans
• Identify and recruit new partners
• Manage onboarding and early-stage enablement
• Define roles and responsibilities for co-delivery and service engagements
• Oversee partner commission and incentive processes
• Track and report partner performance metrics
• Act as the voice of the partner internally, collaborating with cross-functional teams

Territory, Coverage Model & Travel:

• Regional scope: MEA and Eastern Europe
• Tier-One Countries (high-touch, onsite): Saudi Arabia, Poland, Czechia, South Africa, UAE, Israel
• Tier-Two Countries (remote-first): All other MEA and Eastern Europe markets
• Travel requirement: Up to 50% across the region, higher frequency in tier-one countries

Key Competencies:

• Strategic relationship management
• Commercial acumen & negotiation
• Forecasting discipline & analytical rigor
• SaaS/ERP solution and industry knowledge
• Cross-functional collaboration and influence
• Results orientation and accountability
• Coaching, enablement, and partner development
• Cultural awareness and adaptability

Performance Metrics:

• Partner-attributed revenue and ACV growth (by region and tier)
• Partner pipeline coverage, forecast accuracy, and win rates
• Certification, enablement, and activation of partners
• Partner satisfaction (NPS, retention, engagement)
• Ecosystem growth and health (coverage, capacity, quality)

Basic Qualifications:

• Bachelor’s degree in Business, IT, Engineering, or related field (MBA preferred)
• 5–8 years of experience in channel or partner management, ideally within SaaS, ERP, or enterprise software
• Success managing partners in a quota-carrying/revenue-driving role across multi-country territories
• Strong understanding of SaaS/cloud business models, partner economics, enterprise sales processes
• Experience in business planning, QBRs, pipeline management, forecasting, joint go-to-market, and demand generation
• Excellent communication, negotiation, and presentation skills
• Fluent in English; additional regional languages (Arabic, Polish, Czech, etc.) are an advantage
• Willingness and ability to travel up to 50% across MEA and Eastern Europe