Channel Account Manager

About the Role

Kiteworks is seeking a Channel Account Manager for the Middle East region, based in Riyadh, Saudi Arabia. This full-time individual contributor role is responsible for developing and managing a high-performing reseller and systems integrator partner ecosystem across the GCC and broader Middle East. The role focuses on key verticals such as government, financial services, healthcare, and critical infrastructure, where data governance, digital sovereignty, and AI-era compliance are essential. The position requires 5-10 years of experience and offers a salary range of SAR 220,000–320,000 with an uncapped commission structure.

Key Responsibilities

• Identify, recruit, and onboard new value-added resellers (VARs), managed security service providers (MSSPs), and systems integrators aligned with Kiteworks' target verticals in the Middle East.
• Develop and execute joint business plans with Tier 1 and Tier 2 partners, including quarterly revenue targets, marketing investment, and enablement milestones.
• Build executive and technical relationships within partner organizations to ensure Kiteworks is a prioritized vendor.
• Manage and grow relationships with regional distributors to extend reach into sub-tier resellers.
• Drive partner-sourced and partner-influenced pipeline to meet or exceed quarterly and annual bookings quotas.
• Collaborate with sales counterparts on co-selling opportunities, defining roles and ensuring a consistent customer experience.
• Identify and develop new logo opportunities through partner-led outreach, leveraging partners' existing customer relationships.
• Accurately forecast partner pipeline within Salesforce CRM and provide weekly updates to leadership.
• Coordinate and deliver product, sales, and competitive training for partner sales engineers and account executives.
• Ensure partners are current on Kiteworks certifications, compliance messaging, and key differentiators.
• Act as the primary point of escalation for partner deal support, RFP assistance, and commercial queries.
• Facilitate partner access to Kiteworks marketing development funds (MDF), co-marketing activities, and regional field events.
• Provide field intelligence on the competitive landscape, regulatory developments, and emerging customer requirements to product and marketing teams.
• Contribute to the regional channel strategy and partner tiering framework.
• Track partner performance against agreed KPIs and take corrective action or investment.
• Protect customer and prospect data by following secure handling practices and ensuring compliance with data protection policies.

About Kiteworks

Kiteworks provides a single-tenant-by-design virtual appliance that ensures full data sovereignty. It governs employees’ and AI agents’ access to, use, and sharing of sensitive data under unified identity, policy, encryption, and audit controls, with built-in compliance.

Company Values

• Execution: Delivering results with focus, ownership, and consistency, taking initiative, and optimizing work for customer impact.
• Transparency: Communicating openly and clearly, fostering trust, welcoming feedback, and embracing accountability.
• Integrity: Upholding high standards of honesty and responsibility, acting ethically, honoring commitments, and building trust through principled actions.

Equal Opportunity and Inclusion

Kiteworks is an equal opportunity employer. All qualified applicants receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations, and ordinances.

Security Requirements

This position requires the ability to meet Kiteworks, customer, and/or government security screening requirements. This includes passing the Kiteworks background check upon hire/transfer and every two years thereafter.